The Right Mindset for Client Accounting Services

Businesswoman making a presentationDo you want to follow your clients or lead them?

By Hitendra Patil
Accountaneur: The Entrepreneurial Accountant

It was the 10th of May 2012.

MORE: Client Accounting Services: The Definitive Guide
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Over dinner on that quiet mid-spring evening at a classic traditional Italian restaurant, I met the owner of one of my largest clients, only after about five years of providing services to his firm. His firm had chosen a particular niche industry to serve and ONLY that. He was doing well – over $3.5 million in annual revenue, growing consistently and employing 39 staff members. In any given week, two new clients were being onboarded via a very detailed process, moving clients’ accounting databases and processes into his firm.

He would NOT take on any new client unless the client handed over ALL of the accounting work responsibilities to the firm. All or none. It was contrary to the way many of my other clients would operate when trying to sign on new clients.

I asked him: How can you afford to “lose” new clients, especially when they want to work with your firm? His answer intrigued me.