Growing with a Client

Businesspeople coming together to cup hands and hold dirt and a seedlingResponsiveness benefits both of you.

By Ed Mendlowitz
Call Me Before You Do Anything: The Art of Accounting

I’ve told the story of how we were hired to prepare corporate tax returns at a much higher fee than the client said they wanted to pay. This client grew to become our largest client. Here is how it happened.

MORE: My First Thought Is to Never Turn Down Business | I Lost a Client to an Accounting Firm with Cheaper Fees | How I Saved a Business | The Staffer Who Was Too Smart
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We completed the initial work earlier than the deadline, raising the confidence level with us. We were then asked to bid on a system evaluation of a small retail chain they owned and were thinking of expanding. This was also a fixed fee. Next came an audit of their employee benefit plan, then some pricing consulting, and a flow of continuous phone calls with tax and accounting questions and eventually an audit of their company.