You Need Better Clients A frequent question that newly minted and experienced valuation practitioners raise, is how one gets more clients. The question that should be asked is how one gets better clients. The author shares his thoughts on why the latter is the better question and source of focus. Surprise, the most frequent practice development questions I get primarily have this theme: How do I get more clients? What if I told you this is the wrong mindset to have? How would your thinking (and actions) change if we talked about landing better clients instead? Hey, I get it.…
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Marketing is difficult. Yet, there are ways one can make more effective inroads. In this article, the author makes four suggestions to make your marketing efforts more effective. If the ultimate goal of your marketing effort is to increase the number of leads/prospects in your pipeline, the article includes some metrics one can measure to assess success. Do you know what is working and what is not with your marketing and practice development efforts? For many business valuation practitioners, the honest answer is that they cannot answer that question; not really. They have a “feeling.” What can you do about…
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The theme of NACVA and the CTI’s 2015 Annual Consultants’ Conference was: Cultivate, Venture, and Achieve. It did not disappoint. On June 21, 2015, NACVA released its updated professional standards. Mark Hanson, Mark Kucik, and Carl Sheeler unveiled the updated standards, which become effective August 1, 2015. The new standards include: Articles VI, Business Valuation Review, and Article VII, Review Engagement Development Standards. Kucik notes that these standards will apply to reviews done by credentialed IRS (Service) members holding the CVA accreditation. In his presentation, The Strategy of Hope: A Poor Choice for Business Development, the keynote speaker, Sam Allred,…