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Imagine if it was possible to get paid for marketing your services through selling Accounting publications...

We are so used to the idea of having to pay a fortune for the smallest Accounting service marketing campaign that the headline probably seems totally unrealistic to you.

But things change in this world and we can only find new marketing ideas by questioning some of the old "truisms" of traditional Accountancy marketing.

All right. So HOW can you totally REVERSE the money flow on marketing?

Well, by SELLING the information that is needed for a business owner to realise the value of your services... that which you now deliver for free!

Instead of trying to push home the information to a single business owner at a time, why not go into PUBLISHING and start selling this same information in form of a manual?

"Oh," you may say, "but I am not an author..."

You don't have to be one.

You don't have to write a single word to start utilising the power of accounting publications and publishing in your marketing. You just have to understand the principle and decide to go for it.

How, I will explain further down the page. But before that, it's vital that you get all the data.


Accounting publications: Start client-relationships with a "starter manual"

A starter manual is a very special form of an accounting publication, used in marketing your Accounting firm and services.

Starter manual is so called because it STARTS the cooperation between you and a new client — it is the first item of sale in what is known as the client-relationship.

It's not the premiere or principal Accounting service we intend to sell to the business owner but one that's intended to be sold FIRST in order to give a sample of your knowledge and service attitude.

Obviously, when dealing with a business owner you've never met before, it's much easier to sell him a manual costing same as a good lunch (and without any obligation to change Accountants) than to get him to sign onto your services for years to come.

A starter manual is a great way to start communication with members of you LARGEST target audience — all those businesses in your area. It's not what you would use with REFERRALS or those rare clients who contact you and have already DECIDED to change Accountants.

But to make those thousands of businesses in your area accessible to your marketing, a starter product is very much the thing to use.

As you know, it's not at all that easy to get those business owners interested in changing Accountants. And even if you succeed there and get a prospective client, it's not that easy to actually convince him that you're so much better that he should change Accountants.

Enter the starter manual.

Instead of trying to get business owners interested in CHANGING Accountants, why not offer them a low-cost GUIDE on how to get MORE out of Accounting?

You know, if they really find out how much you could offer them (with the help of Monthly Financial Consulting Service) they're not going to want to stay with their current Accountant...

But until then, business owners are reluctant to even CONSIDER changing Accountants.

And that's the strategy of this starter manual. It will CREATE the willingness to start planning changing Accountants.

It will allow the business owner to purchase your manual without any intention of changing Accountants... and let you "get clients" without having to handle that reluctance.

Once they READ the manual and discover how much they COULD (and should) get from their Accounting service.... well, then they WILL want to change over to your services!

There can be many kinds of "starters" — whether products or services — but they all have these things in common:

1. Broad appeal to the large target group: A starter must be something everyone in your target audience could buy and will buy if they understand its benefits.
2. Standardized, easy and quick delivery: A starter must be quick to deliver and its quality must be standardized and high so that buyers will absolutely get MORE than what they expected from it.
3. Inexpensively priced at below the impulse-purchase limit: A starter must be priced low enough so its purchase can be decided immediately. This is the so-called impulse-purchase limit, a level below which the business owner feels free to buy it without asking anyone's opinion or approval for his decision.

I mean, think about it for a second.

If you had a low-priced manual that appeals to every business owner and whose contents will impress them even more than what they expected AND show them what they're missing... AND contain a one-on-one interview with you at the end of it... what would happen?

A lot of business owners would buy it... and each of them would effectively become preselected prospective clients for you... and many of those would eventually sign on as new clients!

Your readers would KNOW you (although you don't know them!) and thus your chances of winning their business increase. With the manual, you show them how you always deliver even MORE than you promise — see? — and now they will TRUST you further... which is usually enough to get them signed onto your services!

All right. Now, let's get back to the "how you can start" of it.



"How to get profit-creating information from your Accounting service..." the name of a 97-page online manual that you get with your Modern Accountancy Marketing & Sales Course (part 12). It's written in layman text so business owners have no trouble understanding the contents.

This easy-reader manual starts the existing reality of the reader on Accounting services and advances to bringing him more and more realisations on how much he could benefit from a better service.

This better service is based on the basic added-value Accounting service given in your Modern Accountancy Marketing & Sales Course, namely Monthly Financial Consulting Service.

It's a uniquely and positively different basic service whose presentation will give dozens of reasons for the reader to start considering a chance of Accountants.

You get the right to sell and deliver this manual, tailored with your name and contact details (and any changes or additions you wish to include) and pocket the money.

Publishing this "Business Owner's Profit Guide" is a great idea because it will...

allow you to give enough information to each prospective client so they can understand the value and uniqueness of your services
ensure that when they PAY something for the information, they'll also automatically assign a higher VALUE to it. More value means higher interest and greater degree of believability... which again translate into more effective marketing.

save YEARS of your time since potential clients will read the ready materials rather than take up your time explaining these same things to every prospect over again.

You can use your time as you want and your prospects will spend THEIRS reading your presentation materials until they're ready to contact you for the next step!

achieve much higher functionality and efficiency in your marketing because this type of a manual will let the READER realise and formulate those facts you would otherwise have to TELL him.

When HE invents those positive things, they're much more truthful to him — they're HIS conclusions, not your claims, see?

actually MAKE MONEY with your marketing rather than having to put money into it. Now, isn't that a novel idea?

We will also give you the full briefing on HOW to sell this manual (and even how to create OTHER similar manuals on other subjects if you're interested) and give you the ready-to-use messages and tools to do so effectively.


The secret of obtaining new clients

The reason why this approach works so well is in the unique Monthly Financial Consulting Service that the whole Modern Accountancy Marketing & Sales Course is based on.

The fundamental problem in acquiring new clients for any Accounting firm lies in that ALL ESTABLISHED companies already HAVE an Accounting firm.

Thus, all valuable clients are currently "someone else's clients" and, while the majority of them are NOT satisfied with what they receive from their current Accountant, they continue with the same firm simply because they don't believe that other firms have anything better to offer.

Add to this the trouble brought on by transferring accounts from one firm to another and you get the picture.

Why bother changing Accountants, see?

So, when you call to offer THE SAME SERVICE they're now receiving, the easiest way to get rid of you is to say "we're fully satisfied with our current Accounting firm..."

It gets rid of YOU fast, doesn't it?

But, if the truth be known, they're NOT satisfied with the service.

Absolutely not.

Oh, most of them have nothing against the Accountant personally.

They just don't think his SERVICE is much to write home about.

It's not the degree of politeness, manners, service attitude or technical expertise of the Accountant I'm talking about here.

I'm talking about the Accounting service itself — what elements it contains, how it is presented to prospective clients, what clients receive from in ON TOP of compliance services (or, as most business owners say, "keeping the papers in order")... the "MEAT" of it.

The STRUCTURE of the basic Accounting service is practically identical firm to firm...

...and very lacking in terms of what it GIVES THE CLIENT (as compared to what the average client WISHES to receive from it).

The problem, of course, is that it takes a lot of hard work to FIND OUT what clients really want because they don't know how to put it in words due to their (almost complete) lack of understanding of Accounting.

It took us YEARS.

By the same token, once we DID find out what they want and piloted the service for three years in more than 50 practices... we HAVE the special service that is the only effective way to INTEREST established firms to consider changing Accountants.

Apart from business startups and an occasional referral, the ONLY (meaningful) source of new clients can be defined as "those thousands of companies in your area currently using the services of other Accounting firms but not actively satisfied with what they receive."

The only reason these clients hang onto their current service providers is because they don't believe ANY Accounting firm has anything BETTER to offer.

Nice words, fancy terminology, stylish presentations... none of those will help you unless the business owner can see that the SERVICE you offer is MUCH BETTER than what he now receives.

It has to be CLEARLY BETTER so that he can see it's worth going into the trouble of changing Accountants.

And that's essence of Monthly Financial Consulting Service. That's what it does.

So, order your Modern Accountancy Marketing & Sales Course so you get this service for your firm, start offering it... and you've opened up many cost-efficient ways to market your services just because WHAT you offer gives you the edge.

Once you have Monthly Financial Consulting Service on the menu, one way to up the ante and get an almost UNFAIR advantage is to offer the Business Owner's Profit Guide for sale.

It will not only do your selling but also MAKE MONEY for you!


Click here to read more about Monthly Financial Consulting Service!

Click here to read the general presentation of Modern Accountancy Marketing Course!

Best wishes,

Harry Kafka
HDK Consultants U.S.A. Inc.
PMB 211, 411 Cleveland Str.
Clearwater, FL 33755, U.S.A.
Phone (727) 474 1206
Calls from outside USA: +1 727 474 1206

Practice Management Articles

- Monthly Financial Consulting Service: Introducing the proven superior BASIC accounting service that will give you a steady flow of new clients: The MFCS practically sells itself!

IF there was a way to ensure that clients understand and use the information they receive from YOUR basic Accounting service... you would have a mile-long queue of business owners outside your door, all begging for you to accept them as new clients!

CLICK HERE to read how to start delivering a basic Accounting service that 85% of business owners consider so valuable that they would immediately start considering a change of Accountants if they thought it was available...

How to ware your Marketing Hat with a creative, results-producing viewpoint?

As the owner of an Accounting firm, you have many separate tasks and hats. In this article, we examine how easily one can think about marketing "wearing the wrong hat"... and how to avoid the inevitable cost...

CLICK HERE to hold onto your Marketing Hat and make life a lot easier!

Why not offer what businesses want MOST?

51% of small businesses turn to their Accountant for advice...but are we WASTING this natural demand by NOT advising SMEs on the most make-sense and NEEDED areas of enterprising... just because they don't know how to ASK FOR IT?

CLICK HERE to see how you can give clients what they want most....

Packaging Accounting services into highly desirable products

What on earth is PACKAGING? Well, it's the first and most important part of marketing... something without which you will have enormous hardships in getting your services sold effectively because you're not utilizing the PULL that's there. If you read nothing else from our web site, PLEASE read this...

CLICK HERE to read how you can package your Accounting service so it has tremendous pull for your main market — so the service will SELL all on its own!

Instead of paying thousands, how about GETTING PAID for marketing your Accounting services?

In your wildest dreams, have you ever imagined that marketing your services could DIRECTLY BRING INCOME instead of costing an arm and leg?

No, you didn't misunderstand and there's no mistake here... and it's not a wild scheme but something a growing number of firms are employing today...

CLICK HERE to read how Accounting publications can start bringing you a direct income AND new clients!

Looking for inexpensive marketing ideas for a small or startup Accounting practice?

A small Accounting firm has some very speficic requisites for any marketing system. Otherwise, you're playing with the very survival of your practice.

There are certain simple basics on how to EVALUATE Accountancy marketing systems on whether these really have what it takes for you to get new clients.

CLICK HERE to learn how to evaluate your needs for an Accounting service marketing system!

Making use of normal people in selling Accounting services... or are you planning to do it yourself forever?

Read this article to find why it's seemingly impossible to get someone to sell your services successfully. Once you KNOW, you can actually DO IT...

CLICK HERE to learn how you can help average people become highly effective sales persons for your Accounting firm!

EXPANSION-MINDED OR NOT? Why not take this tongue-in-cheek test to measure your readiness for expansion...

Expansion doesn't just happen like a lightning out of blue skies. It requires favourable circumstances... Here's a test for you if you have what it takes to BITE bite into this hot chilli pepper...????

CLICK HERE to test how ready your firm is for healthy expansion at this moment!

Ready-to-use tools for finding prospective Accounting clients and to present & sell your services successfully:

What's all the fuss about ready-to-use tools for marketing & selling Accounting services? What's the difference — if these are NOT software solutions then WHAT are they?

CLICK HERE to learn the secret of ready-to-use marketing & sales tools used by the most successful Accounting firms today!

The biggest trap stopping you from obtaining Accounting clients at will...

There's an insidious, invisible TRAP into which we've all fallen. If allowed to remain unnoticed, this trap mechanism will effectively keep any Accounting professional from ever gaining the ability to obtain clients at will.

Knowing the anatomy of this insidious trap (and knowing how to get out of it) is probably the most vital piece of knowledge for unleashing your true potential in acquiring new clients at will.

CLICK HERE to learn the biggest trap stopping accountancy client acquisition... and how to guarantee it won't stop you from obtaining accounting clients at will!

Why you can't find anywhere NEAR as many prospectice clients as you want:


Why does it appear impossible? Why do you get SO FEW referrals and prospects? What's causing this?

Well, chances are you've totally overlooked the biggest source of prospective clients in your area!

CLICK HERE to read an amazing article on different types of prospects and what you need to find and sign these onto your services successfully!

Pricing Accounting services at value... but what's the value to clients?

Pricing your service by hourly rates will always result in lots of upsets and unnecessary explanations.

Why not adopt the principle of charging for availability of advice and at the value your expertise really represents to clients?

How can you CREATE that value in the minds of your current and future clients? Its not all that hard if you know how to do it...

CLICK HERE to see how Accountants have been able to achieve freedom from hourly rates while increasing profit by an avearge 22 percent....


Do you KNOW what what business owners think about, value in, and want from Accounting... or just THINK you do?

Are you LOSING THOUSANDS by assuming business owners think the same way you do about Accounting services? Could it be that their viewpoint is very much different?

One thing is for certain: If you align your marketing message to meet EXACTLY what business owners want from Accounting services, you will start gettin a lot of new clients. Read why most Accounting firms are SO CERTAIN THEY KNOW while they still can't get new clients...

CLICK HERE to read this amazing and life-changing information on how you can start controlling the flow of new Accounting clients!

Accounting service marketing: Getting your message across

Why is it so difficult to get ANY response to marketing letters, ads and sales promotions? What can you do to change it?

CLICK HERE to read how you can get your Accounting service marketing message across and create lots of interest for your services!

Why "hiring a marketing expert" won't cut mustard if you want new clients...

One of the most common misconceptions among mid-sized Accounting firms is to think that all they need for marketing is to hire a marketing expert.

But that's really like solving a transportation problem by hiring a chauffeur and forgetting that he needs a VEHICLE to drive before any results can be hoped to be obtained...

CLICK HERE to read what you need BEFORE hiring a marketing expert for your Accounting firm for RESULTS...

So you're looking for a faster, easier solution to finding new Accounting clients?

Many Accounting professionals in public practice don't really want to get involved in marketing and sales that much. Instead, they're looking for a fast and easy solution to finding new clients.

But BUYER BEWARE... does such a system EXIST at all? Well, many CLAIM that it does but if it sounds too good to be true...

CLICK HERE to read why looking for an easy way of finding Accounting clients can make you vulnerable for untold trouble!

-Vital necessity of troubleshooting-- When choosing a marketing system for your Accounting firm...

Learn the insider secret on how you can instantly spot a functional marketing system and reject untried and unproven systems. The secret lies in whether or not the system has TROUBLESHOOTING TOOLS...

CLICK HERE to read why the inclusion of troubleshooting tools is so vitally important when choosing a marketing system for your Accounting firm!

Risk Management: Controlling the risks in marketing Accounting services

CLICK HERE to read this eye-opener about risks of marketing Accounting services and how to minimise them for yourself!

So you HATE cold calling and don't AT ALL believe in telemarketing?

Then JOIN THE CLUB... you're definitely not alone!

But is telemarketing really a waste of time and money... or is it simply that you need a completely DIFFERENT approach (and system) to get lots pf prospective clients for Accounting services by way of telemarketing?

CLICK HERE to read how altogether 10,000 preselected prospective Accounting clients were obtained by a simple telemarketing speech...

Prospective Accounting clients through direct mailing?

Many Accounting professionals in public practice have tried their hand in creating sales letters. And most of us have had to give up for it's very expensive to find out that the letter doesn't bring results...

To get results, you need to use exactly the right words and concepts in your letter. And while it's not much of a secret, it makes a huge difference in response...

CLICK HERE to read how you can use direct mailing letters to obtain a good number of interested leads!

7 factors governing the success of Accountancy prospecting

CLICK HERE to read a 7-point evaluation on factors influencing how many potential clients you find

You're 98% success... but to get a new client you need a hundred!

CLICK HERE to find those missing 1-2 percent in order to harness your true marketing potential

- FIGHTING BACK: How certain are you that it is impossible to get new clients for your Accounting firm in today's economic situation?

Midst all the bad news, it's easy to forget that an economic slowdown contains both risks and opportunities, just like any other. Doing nothing is the only certain way to ensure that the situation can do maximum damage.

In fact, during recession you can make a HUGE LEAP FORWARD in terms of increasing your clientele and income... simply because most of your competitors do absolutely nothing. All you really need is to have a marketing strategy that aligns with the economic situation.

CLICK HERE to read how to harness recession to get lots of new Accounting clients!

How to SELL without having to use superlatives about yourself?

If only it was easier to sell...

Selling your own ability - yourself, in essence - is often not too pleasant. Using superlatives can be very embarrassing... and one can also argue that such salesman antcis don't go well with the image of an Accounting professional.

It's a paradox - if you tell the client how great you are, he might get turned off... but if you don't, he just won't know.

CLICK HERE to read how you can unleash your true selling power while remaining in your Accountant's role!

New Generation Accounting Service PRESENTATION techniques

The traditional Accounting service presentation has outlived its usefulness. It still works with referrals and some prospects, but if you are serious about getting a lot MORE clients, you'll want this amazing new technique...

CLICK HERE to read more on how to increase sales remarkably with a new Accounting service presentation technique!

Advertising & Marketing of Accounting services - a complete waste of effort and money?

Well, admittedly it often is. Why is it so difficult to get RESULTS from advertising or marketing campaigns? What's the catch?

CLICK HERE to learn why advertising accounting services doesn't work... and how you can change that!

Are you practical or not when it comes to selecting a marketing system for your Accounting firm?

How can you find out beforehand whether or not a marketing system is practical and easy to use? Is it possible to estimate how fast and easy it is to start using the system and actually OBTAIN the expected results... new clients?

CLICK HERE to read how you can evaluate an accountancy marketing system for its practicality and usability before buying it!

Comparing Accountancy marketing systems: The ease of getting started and the degree of support

In selecting a practice management system for your Accounting firm, it is essential to ensure those offering the system have actually used it themselves...

CLICK HERE to evaluate the practical experience behind any Accounting service marketing system.

THE DIFFERENCE between traditional and modern marketing techiniques for Accounting firms

Traditional Accountancy marketing has a lot of good and perfectly applicable parts and practices. But some parts are ineffective by now. Learn how you can get results by using the MODERN marketing tehniques...

CLICK HERE to read an article that will forever change the way you think about marketing Accounting services.

You don't want to increase the NUMBER of Accounting clients but REPLACE a few with BETTER paying & more cooperative ones?

Sometimes the idea of increasing the number of clients isn't appealing for obvious reasons. Not everyone wants to expand through a vast clientele and take on the hassles of employing many people. A sole practitioner who's been in practice for a while usually has TOO many clients already... and too much hassle. The old 80/20 rule (20% of clients cause 80% of the hassle but not of the income) can be beaten but it takes a bit of cunning.

CLICK HERE to read how to start changing the profile of your clientele so that you get more of those profitable and cooperative Accounting clients and can replace the bad ones!

How to sell advanced added-value Accounting services

Many Accounting Professionals have superb additional services to offer to their clients. But why are those added-value Accounting services, special consulting, valuation and other such excellent services so difficult to sell?

There's a very simple and logical reason for it - and once you know what the barrier is, you can effectively open the door to increase the sale of these additional services.

CLICK HERE to read the full article on solving the riddle of getting advanced Accounting services sold.

How to sell Accounting services: Getting your hourly rates accepted by prospective clients

Majority of business owners seek for low-cost Accounting services. Justifying reasonable hourly rates is a constant pain and source of disagreements.

There is a simple way to help your prospects and clients accept your fees...

CLICK HERE to read on pricing of Accounting services and achieving acceptance the fees.

Do you want to get a lot more REFERRALS for accounting services?

Referrals are the cream of all potential clients for an Accounting firm. They're easy to deal with and you can close almost all of them onto your services.

But why are they so hard to find? And how do you INCREASE the flow of referrals?

CLICK HERE to learn the six factors governing the flow of referrals for Accounting services!

-Accounting Firm Prospecting System Evaluation Points-

Does it have correct Approach in Prospecting for Accounting clients?

Does the prospecting system have a planned and tested route
from contact to sign-on to follow?

Does the prospecting system have ENOUGH of what it takes
to really GET results?

Does the prospecting system include a systematised method
with TOOLS that require no training to use?

Does the prospecting system allow for constant marketing outflow
& sales activity of practical nature?

Does the marketing system include a way to monitor results
and troubleshoot problems?

Does the marketing system put you in control and give full
independence to obtain new Accounting clients wherever you want?

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