The top apps accountants need to know. by Sandi Smith Leyva Mobile accounting has definitely arrived. A great first question to ask clients that are asking for mobile accounting is to just double-check to see if they have already downloaded their bank apps. If not, that may be something you can help them get set up. But don’t just think about the core accounting system. Get them hooked up with their bank, credit card accounts, PayPal, payroll, and any other peripheral support that has an app, like timesheets, field services, and project management. When you do, they will be ecstatic at your resourcefulness and you will be their latest mobile genius. There are some great new apps that extend core [...]
Topic: client service
Driving the client-driven practice. By Bruce W. Marcus Professional Services Marketing 3.0 The conventional wisdom is that it costs more to get a new client than to keep an old one. And for once, the conventional wisdom is correct. Yet, many professionals too readily take clients for granted. Or don’t look for opportunities to increase revenues from perfectly satisfied clients. Then there’s the classic story of the client who went to another firm for a particular service. “Why didn’t you come to me for that service?” “Because I didn’t know you did it.” It happens too often.
by Bruce W. Marcus Professional Services Marketing 3.0 While some firms have explored the idea of client service groups, and leading thinkers like Patrick McKenna have been training firms in the concept for several years, few firms have developed the art and science of the team as successfully as the Washington-based law firm, Akin Gump Strauss Hauer and Feld. More for mid-size and large CPA firms: What We’ve Learned Since Accounting Marketing Was Legalized • Do Accounting Firms Really Want an ‘Image’? • What Accounting Firms Need to Learn from Personal Financial Planning Specialists • The Delicate Art of Positioning Your Firm in the Mind of the Prospect • Even a Random Disaster Can Be Controlled with Risk Management • [...]
By Sandi Smith, CPA Accountant’s Accelerator Want to charge more for your services? One way is to offer clients more value. Your fees and your value to the client should go hand in hand. More for soloists and small firms: Accountants, Do You Know Your Opportunity Number? • Five Ideas to Reduce Client Price-Sensitivity • Rise to the Top with a Fresh Elevator Speech • Four Ways to Practice Entrepreneurial Perseverance • 5 Mistakes to Avoid When Seeking New Clients • The Top 12 Business Card Blunders Accountants Make • Seven Tips to Keep the Clients You Have • How to Attract Clients Like a Magnet • Eleven Easy Ways to Deliver More Value to Clients • Here are nine [...]
This time, I have a question for you. But I’ll start with a story. Last Sunday evening my wife and I went into a reasonably upscale restaurant and we had terrible service from everyone we interacted with. When we were seated, the table wobbled and we asked if they could do something or move us to another table. Ten minutes later someone showed up with a wad of napkins that made it worse. Five minutes later they asked if we were okay, and put us at another table. ten minutes after that they took our order, but we asked for some drinks right away, which we only got after we complained to the manager.
In this report: Three short checklists to convert new prospects to new clients from Sandi Smith, CPA and creator of Accountant’s Accelerator.
Including six situations that demand you call the client immediately. by Ed Mendlowitz Tax Season Opportunity Guide Occasionally accountants lose touch with their clients, especially during tax season. Part of this is because of the crush of work, which is compressed into a pretty short period. We sometimes lose sight that we are working on something the clients consider one of the most important things in their lives at that moment. Clients are not numbers on a list that needs to be reduced – they are all individuals and consider themselves very important people and want professionals that treat them accordingly. It is attitudinal, and accountants must adopt that mindset and transmit that through to their culture. Following are a [...]
What you need to know. How finance executives pick accounting firms: Join the survey; get the answers. by Rick Telberg Here’s some good news for accounting firms: Most companies stick with their CPA firms for at least five to 10 years. And they are loathe to change. The reasons are myriad. The inherent cost of switching – getting a new set of outside accountants up to speed – is certainly one. However, another, less tangible reason, cannot be denied: The vast majority of CPA firms develop strong and deep relationships with their clients. And yet, there is some fragility in the relationship to which no CPA firm, or corporate finance manager, should turn a blind eye. A surprising number of [...]
Are there no limits to availability? Here at CPA Trendlines, Ed Mendlowitz answers some of the toughest questions practitioners can throw at him. He’s the right one to ask. After more than 40 years in the business – building his own practice, running the firm, and eventually selling it to a major regional firm, WithumSmith+Brown, where he remains a senior partner and consultant to professional services clients – he has the answers. Browse more from Ed here: Audit Reports Without Doing the Work? | Should I Really Spend the Time Making Checklists? | What’s a Tax Practice Worth Today? | Preparing to Sell Your Practice in a Few Years? 13 Things You Need to Know Today | 10 Questions to [...]
The four-step process to use when a client asks for an outside consultant…
Accountants take note: Clients may be the lifeblood of a business. But remember: Managers manage, leaders lead. It’s YOUR business. To make the point, here’s an email we received from one reader, name withheld for obvious reasons: Rick, I was wondering how many other firms are managed by their clients. I understand the ‘customer is always right’ and ‘customer service is important’ mentalities. But I am sure there should be a limit. Our firm has let our clients, especially the unorganized clients set our schedule, our working hours and worst, our fees. Our worst clients are the ones we are bending over backwards for. We have given up holiday weekends and evening dinners with our families (in May and June [...]
What we know that clients don’t even know they need. By Sandi Smith, CPA Accountant’s Accelerator I’m pretty sure that I am not the only accountant who has made the following mistakes with clients. Here are a couple of ideas to help us remember what we know that the client doesn’t and why it costs us when we forget. 1. Clients do not know how to evaluate our technical skills. If you need to hire an accountant, chances are you don’t know a lot about accounting. It just follows that you’re not going to be perfect at hiring an accountant. As accountants, we need to remember that it’s not our technical prowess that gets us the job since the client [...]
Three simple questions to test your revenue forecast. By Sandi Smith, CPA Accountant’s Accelerator You may have heard about the marketing funnel before. There are lots of variations, and I want to cover it in a way that helps us examine our mix of products, services, and prices. The funnel can be pictured like a big “V.” At the top, wide-open part, there are a lot of prospects interested in your services and products. At the bottom, narrow part, there are a few select customers who buy the most from you. See more from Sandi Smith at CPA Trendlines (log in now or upgrade to PRO membership here): What’s In Your Welcome Kit for New Prospects? Five Fun and Easy Ways [...]
How to learn to anticipate client needs. by Rick Telberg Not to sound too much like your mother or anything, but couldn’t you do a little better job at your job? Couldn’t you do a little more to satisfy your clients? More for CPA Trendlines PRO members on client service and retention: 5 Strategies and 13 Tactics for Client Retention Six Strategies to Stop Losing Business to Competitors If You’re Not Worried about Losing Clients… Go PRO here We think that’s a good question. So we’ve been asking and we’ve been looking for what CPAs have to say about keeping clients satisfied.
40% of small businesses shun accountants. The reason: They’d rather handle accounting on their own. Instead of working with an accountant as a full business partner, most small businesses only look to them for specific services and support, such as accounting, bookkeeping, and taxes.