Project management for accountants, by Ed Mendlowitz, the CPA Trendlines Practice Doctor…
Topic: client service
Set an agenda; call a meeting. By Ed Mendlowitz The CPA Trendlines Practice Doctor QUESTION: I have many small business tax clients and seem to lose them as they grow. I provide good service, never have extensions and call the clients in July to see if I can update their books and in December if they want any year-end tax planning. What else can I do? RESPONSE: Based on our conversation, you are their tax preparer and they do not think of you as their “accountant” or business advisor. And based on what you told me, you aren’t, although you obviously have the skills.
By Ed Mendlowitz The CPA Trendlines Practice Doctor QUESTION: Occasionally I get a new client in an area I am unfamiliar with. How do I find out what I do not know? RESPONSE: This happens to everyone and probably more often than we expect. Thankfully we will continue to get new business and getting clients in areas we are unfamiliar with enables us to grow. MORE PRACTICE DOCTOR Q&A: 10 Do’s and Don’ts for Making Small Business Clients Happy | Client’s Difficult Daughter Balks at Bill | 6 Simple Steps to Impress a Prospect | 10 (Nearly) Painless Ways to Keep Up to Date with Technology | When a Staffer Stops Listening | 10 Ways to Get New 1040 Clients | Making Meetings […]
How clients value the intangibles. By Hitendra Patil Pransform Inc. “What leader has the most positive influence in your daily life?” The answers to that Gallup Poll question may be astoundingly important for CPAs who strive to make a positive difference in the lives of their clients.
By Ed Mendlowitz The CPA Trendlines Practice Doctor QUESTION: Most of my clients are either tax returns or small business clients. The number of individual tax returns grows each year, but I seem to be standing still with business clients. For every new one I get, I lose one. Otherwise, I have about a 6 or 7 percent turnover. Is there anything I can do to keep them? RESPONSE: I think small business clients need extra hand-holding from us because they are really alone.
New strategic ally, or competitive threat…?
Becoming a ‘trusted advisor.’ By Sandi Smith Leyva The Accountant’s Accelerator Here’s a question: What portion of your revenues are derived from compliance work – e.g., tax preparation and IRS representation; bookkeeping; QuickBooks setup, cleanup and training; payroll; and audit work – versus value-added work, e.g., revenue improvement, business consulting, profit margin analysis and workflow improvement projects? If you answered 100 percent compliance work and no value-added services, you’re not alone. There’s a lot of lip service about moving from compliance services to becoming a “trusted advisor.” There’s an equal amount of confusion in how to get started. Here are a few tips to help those of you who want to move in that direction.
As data-entry costs plummet, new opportunities for accountants open up. By Sandi Smith Leyva Accountant’s Accelerator After over 30 years in this profession, accounting has never been more promising and more exciting. The main reason is technology is driving data entry costs so low that it’s just about to disappear. That means we can finally focus on helping small businesses get more out of their accounting dollars through more analysis and better tools. Here are five areas that I believe are essential to serving clients best: