Medical Practice Management Spring Conference will be held on April 19, 2012

The leadership of six medical associations listed below has collaboratively developed, and is again presenting, an exceptional program to physicians, practice administrators and managers from Pennsylvania, New Jersey and Delaware:

The Bucks, Chester, Delaware, Montgomery and Philadelphia County Medical Societies &
The Pennsylvania Medical Society (PAMED) & The Pennsylvania Chapter of the American College of Physicians

This is the 7th annual conference. David McKheigan, the Executive Director of the DE Medical Society tell me that this is the MOST HIGHLY ATTENDED medical conference in the area each year!!

Atetndees and vendors alike should act quickly if they want to be involved. There are usually waiting lists for sponsors I hear.

For more information go to the DCMS website: www.delcomedsoc.org.

Or you can contact me for more information - LisaTierney@comcast.net

Winning Proposals - a Great Tip!

I would encourage accounting and law professionals to shift their focus away from proposals and more onto the pre-proposal activities like carefully selecting the engagement teams members based on trying to foster rapport with the decision-makers, proper research on the prospects and all that good stuff.

But I get asked about crafting winning proposals often and I hear that! I would encourage that you try NOT to mimic anyone else’s proposals – most accounting firm’s proposals already look and read similarly – and, after all, your goal is to have this document help you to stand out from the crowd, right? Here is a great tip:

Start off with the accomplishments that you have for other clients just like them. Your first page could read “Experience and Resources Available to (insert company name). These should be bulleted, concise success stories that you have performed on behalf of your clients – see below:

• Worked with a start-up consumer finance company to produce compliant financial statements to attract investors, obtain financing, and raising additional equity; this company doubled its business in 3 years

• Facilitated an independent cost allocation study at the request of a regulatory agency on behalf of a Labor Union which satisfied the regulator, and resulted in the Labor Union avoiding fees estimated at $5,000 (which would have been personally paid by the Officers of the Plan)

You should create and maintain a library of these accomplishments sorted by service and industry for use in proposals, brochures and bios. They can be re-ordered based on the specific needs/concerns of the prospective client.

Starting off by answering the question, “What Can You Do for ME?” draws the reader of the proposal in – and will help your proposal stand out from your competitors.