Changing Accountants: 2 True Tales

Two men at whiteboardYou have expertise. Use it.

By Rob Nixon

If you ask the right questions in the right order you will find out what your clients really need – not what they want.

MORE ON STRATEGY: Define Client Wants Vs. Needs | They Should All Be ‘A Class’ Clients | Accountants Are the Last Trusted Advisors | Do Your Clients Want More? | Sales Is about Trust | How Offshoring Is Shaking Up Accounting
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Not doing so is doing your clients a complete disservice.