It’s Official: The War for Clients Has Begun

Client retention falls to winning new business as top issue for firms.

In a signal that the competitive wars among CPA firms have only just begun, a new survey of practitioners shows client retention and even revenue growth are taking a backseat to a desperate grab for new clients.

Adding new clients ranks No. 1 for firms employing 2 to 5, 6 to 10 and 11 to 20 professionals, according to the 2011 AICPA Private Companies Practice Section’s CPA Firm Top Issues survey, last issued in 2009.

Posted on June 14, 2011

Rick Telberg

About the Author

Rick Telberg is a veteran analyst, advisor, commentator, editor, and publisher. He brings a unique background and perspective to research and advisory services for the professional services community.

Mr. Telberg may well be the accounting profession's most widely-known commentator through his long associations with the American Institute of Certified Public Accountants, Accounting Today magazine, and today, CPA Trendlines.

As an expert in management, marketing, media, and e-commerce, Mr. Telberg has served as Senior Editorial Director of Pro2Net Corp., now www.smartpros.com, and as Director of Online Content at CPA2Biz, www.cpa.com.

Previously, Mr. Telberg served as the early Editor-in-Chief of Accounting Today, and as Vice President/Group Publisher at Thomson Financial (now SourceMedia), overseeing Practical Accountant, Accounting Technology, and what is now AccountingToday.com.

Mr. Telberg was presented with a special citation by the National Society of Accountants for service to the profession and has served on a variety of boards and steering committees, including BKR International and the IBM Small Business Advisory Council. He is a graduate of New York University.

Click here for more by Rick Telberg

TO READ THE FULL ARTICLE

Continue reading your article with a CPA Trendlines Pro membership.