The Team Approach

Case Studies

Generating SAS 70 Leads for a top 10 accounting firm

Extreme Branding Makeover for Background Screening Company

AMY HOPPENRATH
Amy Hoppenrath has more than 20 years experience in advertising, marketing and public relations. Her specialty is building brand strategy that not only positively impacts her clients’ marketing goals but impacts her clients’ business objectives.

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GENERATING SAS 70 CERTIFICATION LEADS FOR A TOP-10 ACCOUNTING FIRM

CASE STUDY
Top 10 Accounting Firm

In the early years of Sarbanes-Oxley (SOX), many organizations never imagined the trickle-down effect its regulation would have on privately-held companies.  Many organizations believed that SOX only pertained to the management of publicly-traded companies. What many privately-held companies, particularly Payroll Service Bureaus, didn’t realize is that they would be asked for SAS 70’s certification by their clients. 

It was then that Amy Hoppenrath developed a program designed to educate more than 150 small-to-medium sized Payroll Service Bureaus across the country on the importance of SAS 70 Certification for their business. The program was simple but effective. We mailed a series of two letters designed to educate and to inform the Service Bureaus about the timeline for compliance. The letters where followed by a prepared telephone follow-up program designed to generate initial appointments and to educate businesses.

Through the integration of lead-generating programs with business development, we were able to achieve the following results:

• 19 appointments were generated through telemarketing follow-up
• 10 prospects called the accounting firm directly
• 5 leads were gathered from telemarketing follow-up
• 4 proposals were issued
• 3 new SAS 70 engagements were obtained

Based on the engagements generated, the firm generated a 900% return on their investment. Now that’s Real Results.

The leadership at AH Marketing developed and implemented this program while employed by a Top 10 CPA firm.