Marketing during busy season? It’s easier than you think!

It happens every year. Firms get so bogged down during the busy season (and who doesn’t?) that business development and marketing get pushed aside. But the reality is that just a few months later, those same firms are often reviewing poor growth numbers without realizing they just missed their best opportunity to grow.

As you make your way through this busy season, here are a few simple strategies you can employ to keep generating new business all year and get the growth you’re looking for.

  • Satisfy your clients with a high level of service. Sounds simple, but it’s easy to let service slip when you’re busy. Don’t lose your clients to other service providers because they feel overlooked.

  • Introduce clients to other consultants. Not only will your client feel more valued and important, but you’ll also introduce them to other services they may not realize you provide.

  • Develop a reviewer checklist. Arm your tax return reviewers with a simple checklist that spots needs in your other service areas. An example may be that a certain income level flags the need for estate planning services, etc.

  • Deliver returns in person. Use this valuable time to discuss the needs identified in your reviewer checklist and to thank them for their business.

Remember, no one argues that busy season isn’t challenging. But too few realize that meeting with that many clients in such a small amount of time is the best opportunity you’ll have to sell all year. Don’t waste it!


Larry Bildstein is President and CEO of The Whetstone Group, Inc., a consulting enterprise that helps professional service firms develop and implement effective growth plans with marketing and telephone lead generation.

Larry Bildstein
The Whetstone Group
707 Seventh Avenue
Marion Iowa 52302
Ph: (319) 447-6401
Fx: (319) 447-6439
larry_bildstein@thewhetstonegroup.com

You may like these other stories...

Regulators struggle with conflicts in credit ratings and auditsThe Public Company Accounting Oversight Board (PCAOB), which was created by the Sarbanes-Oxley Act in 2002, released its third annual report on audits of...
Regulatory compliance, risk management and cost-cutting are the big heartburn issues for finance execs in the C-suite. Yet financial planning and analysis—a key antacid—is insufficient.That's just one of the...
A review of Financial Accounting Standards Board (FASB) guidance on share-based payment transactions found that the 2004 standard achieves its purpose and provides useful information to investors and other users of financial...

Already a member? log in here.

Upcoming CPE Webinars

Aug 26
This webcast will include discussions of recently issued, commonly-applicable Accounting Standards Updates for non-public, non-governmental entities.
Aug 28
Excel spreadsheets are often akin to the American Wild West, where users can input anything they want into any worksheet cell. Excel's Data Validation feature allows you to restrict user inputs to selected choices, but there are many nuances to the feature that often trip users up.
Sep 9
In this session we'll discuss the types of technologies and their uses in a small accounting firm office.
Sep 11
This webcast will include discussions of commonly-applicable Clarified Auditing Standards for audits of non-public, non-governmental entities.