OUTLOOK & ANALYSIS

What You Think You Know about Your Clients Is Probably Wrong

by Jean Caragher and Rick Telberg
SevenKeys CPA

According to the AICPA’s latest CPA Firm Top Issues Survey, the most significant challenge facing CPA firms of all sizes across the nation today is gaining new clients. But too many firms overlook the low-hanging fruit of their existing client bases.

It starts with asking the right questions. In fact, we’ve found over and over again that:

  1. Most firms do not know why they are hired or why clients fire them.
  2. The reason most firms do not know why they are hired or fired is that they do not ask.
  3. What they think they know is wrong, because they do not analyze it.

Continued at AccountingWEB.com.

One Response to “What You Think You Know about Your Clients Is Probably Wrong”

  1. Susan Kaplan

    Yearly client surveys should not be overlooked both as important barometers of client satisfaction/disatisfaction, and a way of gleaning new business. If administered properly by a 3rd party (like Boomer for example) they can set the stage for you to suggest value added services, as well as ask for referrals to new prospects. They will also identify client problems that need attention and a response, and might help you with client retention, so that as the client’s business grows over time so does your billable!