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August 17th, 2017 posted by David Finkel (Taxloopholes.com Advisor)

I was talking with Tony about his benefits consulting company when he shared his biggest struggle. (Disclosure: Tony was a former business coaching client for three years.) “David, how do I get my sales people to spend more time in the field actually selling?” I understood Tony’s frustration. He knew that the success of his […]

August 9th, 2017 posted by David Finkel (Taxloopholes.com Advisor)

You’ve likely had this experience. You just closed the deal. You and your team are sharing hi-fives around the office. You’re mentally counting your profit on the deal and the thrill of the new customer you’ve brought on… then you get that email canceling the deal. What happened? You likely missed a key step in […]

July 28th, 2017 posted by David Finkel (Taxloopholes.com Advisor)

“David,” my client asked, “How do we increase of volume? We’ve been struggling ever since we lost that one big account.”   This is such a common situation for a professional services firm to deal with – a painful need to quickly grow revenues. Considering that for most professional services firm, whether they be a […]

December 21st, 2016 posted by David Finkel (Taxloopholes.com Advisor)

Don ran a successful engineering firm with revenues of roughly $1 million annually. But he had been stuck at this level for over a decade. “David,” he said, “We go out and respond to RFPs and take past clients out to lunch to reconnect, which generates a ton of new business for us. But then […]

December 7th, 2016 posted by David Finkel (Taxloopholes.com Advisor)

Think about how much you spend on generating new leads for your company to sell to, remember to calculate in not just your direct ad spend, but also the cost of your staff time. You likely spend 5-15 percent of your gross revenues on marketing, with the goal of giving your sales team (or sales […]