The New War for Clients calls for real strategic advisers.
by Rick Solomon
Many firms that I know and work with are not experiencing any difficulties in bringing in new clients. In fact, some are dealing with capacity issues. The majority of our profession is having a different experience because they have, to put it bluntly, fallen asleep at the wheel.
Our profession’s thought leaders have for years been making an impassioned plea for CPAs to be more client focused. They’ve been telling us we must better understand and provide solutions to client’s needs beyond traditional services. For the most part, only a small percentage of the profession has responded. Common talk among many thought leaders is about how resistant to change most accountants are. In reality, most firms continue to provide pretty much the same services they always have, making a few “tweaks” along the way in the name of “progress.” That’s just not enough anymore.
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