How to suggest additional services to clients and why you’re doing them a disservice if you don’t. By Ed Mendlowitz The CPA Trendlines Practice Doctor QUESTION: I always feel awkward telling clients they need additional services that I should perform for them. Can you tell something that could “rev” me up for this? MORE PRACTICE DOCTOR Q&A: Yes, You Should Send Rejection Letters | When to Hire an Admin Assistant | 7 Ways to Lose a Client’s Trust | How Much Should You Pay To Buy, Sell or Merge an Accounting Practice? | Why the Average Fee Doesn’t Matter | No More Printouts at CPE Programs? | 6 Ways to Take a Client Beyond Tax Prep ANSWER: Actually, by suggesting additional […]
The 8 critical ways CPA firm owners must manage clients. By Bill Reeb Succession Institute Whether you simply desire to improve your firm’s operations or identify and implement a new long-term strategy, you need to be clear about the role that the owners, partners or shareholders should be playing in your firm.
Don’t be distracted by the hot trend of the moment. In “10 Things That Accountants Didn’t Need to Worry about 10 Years Ago,” CPA Trendlines contributor Hitendra Patil generated reader reactions with some provocative thoughts about a tsunami of trends. Today, he looks at the other side of the coin, starting with a quote from Amazon CEO Jeff Bezos: “You should build a business strategy around the things you know are stable in time and then invest heavily in ensuring you are providing those things and improving your delivery of them all the time. If you want to build a successful, sustainable business, don’t ask yourself what could change in the next 10 years that could affect your company. Instead, […]
Are you about to do any of these? Is it worth it? By Ed Mendlowitz The CPA Trendlines Practice Doctor QUESTION: I believe I have a very high degree of client trust. But somehow I feel it is not 100 percent. Any comments? ANSWER: This person has a common problem. The trust is very high – probably higher than any other profession – but not complete. It is rare for trust to be 100 percent. But here are seven ways to lose a client’s trust:
Top nine client management solutions. NEXT QUESTION: Lessons Learned. Join the survey; get the results By CPA Trendlines Research The CPA Trendlines annual Busy Season Barometer is uncovering some frank and candid talk about clients. Yes, we love them. Couldn’t live without them. Most of the time. But, well, not always. It’s not that they’re bad people. But let’s face it, they aren’t always sweating tax prep much in advance of April 1, they have no idea what new regulations are in effect this year and their advisories from their CPA are filed under “migraines that can wait.” Plus, they truly believe their CPA is exclusively dedicated to their company and doesn’t really have much else to do but wait […]
If you don’t ask, you can’t know. If not now, when? By Jean Marie Caragher The 90-Day Marketing Plan for CPA Firms Tax season is the perfect time to identify cross-selling opportunities, strengthen client relationships and ensure client satisfaction. Consider asking your clients the following 14 questions this tax season. You may discover a new gold nugget of opportunity:
Take this quiz to see whether you’re phoning it in. Do you seek out opportunities to learn new things that will help your clients overcome their most difficult challenges? Selling value-creation advisory services is truly a slam dunk with most modern business owners, according MentorPlus. The bad news is that, although most CPAs would say they are their clients’ most trusted advisor, few could answer the following questions in the affirmative.
Turn the habits of everyday friendship into business skills. By Jean Marie Caragher The 90-Day Marketing Plan for CPA Firms Since strong client relationships contribute to client satisfaction, longevity and lead generation, partners often encourage their managers and staff to build relationships with their clients. But these managers and staff look at the relationships their firm’s partners have built over time and think it’s impossible to replicate their results. Building relationships with clients can be done using the same behaviors that we use when building friendships and courting our spouse or significant other. Consider these 12 tips to build client relationships, especially during tax season, prime time for in-person client contact.
Accountants relieve their worst headaches. CPA Trendlines sources are reporting on how much time and money small businesses spend each year on accounting and tax preparation and each month on payroll administration. The data should support practitioners’ value proposition to small business owners: Some 40 percent say bookkeeping and taxes are the worst part of being in business. Owners were also surveyed on their opinions of the most burdensome small business management tasks. Next time you talk to your clients — or prospective clients — these pain points might be worth including in the conversation…