One of my favorite acronyms of all times ORNSA. This process is still one of the strongest tools for closing sales. I learned it from a friend at IBM.

In 1996, I received a call from a sales rep from Citrix. At that time, their flagship product was WinFrame which was designed for thin client computing. At first I didn’t understand what it did. He explained that it was designed to connect remotely over any connection, on any device, from anywhere and get in-office performance. All the applications and data were on a single server (or server farm) and remote offices and users could access without ever having to load anything on their computers other than a small piece of Citrix client software. I installed their demo CD and it failed. I figured it was just another startup software application that was unnecessary.

Have you ever landed a new client from your son’s school? I have…over 600 actually. I talk to Accounting Pros all the time who fail to take advantage of this …

Jay hired me to help him build his company websites. I’m now working with Mrs. DigitalCPA helping her IGNITE the practice. I love these two people. They are like family to me and I really care about the results of our work together. I know Jay’s brand has lifted from his connection to schoolofbookkeeping.com. Now I have the task of helping him find new clients. I’m ready for that challenge!

We’re often asked, “How do get the most out of attending an accounting conference?” by our clients. We tell them to start by making a plan and set goals. These clients …