It’s not unusual for any outsource service to show off its hardware. It’s a way to demonstrate your company’s competency and you keep up with the times. Take note though, your accounting leads won’t necessarily be at top quality just by showing off your toys.
Here’s a surprising example: Netflix. Even now, people are still hailing it as a pioneer that could send the TV industry into permanent retirement.
If a company as celebrated at could still suffer some serious corporate pitfalls, what makes your accounting firm an exception?
Imagine this: Your company pitches your database and your processing tools as the main feature of your whole value proposition. But guess what? You’re still an accounting company. You’re the one who still uses the tools. Otherwise, you might as well just be selling the software. Oh wait. You can’t? You’re doing this because the accounting software vendors are somehow stealing your market share?
Then you can see why your prospects have a flawed impressions that could be killing your accounting leads. It’s like HBO and CBS trying to one-up Netflix by announcing their own OTT streaming services. That doesn’t meant they’re about to fully abandon the television. Neither does it mean their new ventures are really going to succeed against Netflix.
It’s like an accounting company claiming to integrate big data tools and high-end security features in its database. That doesn’t necessarily mean you can really compete with those who are solely providing the tools and not the service.
The key is to balance the marketing of your tools with that of your other resources:
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