SURVEY: Firms Struggle to Retain Clients, Key Players

Man in striped shirt holding spiral binder and talking to woman at laptopClients' needs are changing.

By Angie Grissom
Rosenberg MAP Survey

Last year (2016) in the accounting industry was an interesting year. I witnessed more firm leadership acknowledging the changing trends and committing to take action than in previous years.

MORE FROM THE MAP SURVEY: Offshoring on the Rise | Leadership Taking Different Forms | Technology Evolving Faster Than Accounting Firms | Succession Issues Stalling Some M&A | Technology Playing Center Stage in CPA Profession
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A shift in focusing on the business of the firm occurred in many firms where the key management took notice of the changing needs of their clients, who are seeking more advice on how to better run and manage their companies, on the team who are seeking more support on how to be better equipped in their roles and supported in their desire to work differently.
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3 Ways to Keep Your Team Members Connected, Engaged and Energized

Two businesswomen talking by office windowSkills don't develop automatically.

By Angie Grissom
Bridging the Gap

If new leaders are to come from within, then firms must succeed in retaining their team members over the long term.

MORE: Marketing Is Not Just for Partners Anymore | A Simple Way to Dissolve the Generational Gap | Growing, Developing Future Leaders Is a Two-Way Street | They Don’t Want to Be Owners! | The Culture of Continuous Improvement | A Winning Culture Is an Intentional Culture | A Call for Change: An Open Letter to Each Generation
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This isn’t always easy but with the right tactics, current leaders can establish policies that increase engagement to reduce attrition while also building the necessary skills and attitudes for successful leadership in younger team members.

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SURVEY: Don’t Just Win Work, Figure Out Why

Five businesspeople in office with thumbs upBoomer retirements are creating gaps.

By Angie Grissom
The Rosenberg MAP Survey

The need for firms to offer more advisory services is growing, and clients are expecting more support from their accountants.

MORE FROM THE SURVEY: Talent Wars, M&A Frenzy Continue | Next-Gen Leaders Getting Restless | Mergers Keep Racing Forward  | Do You Have a Firm or a Co-op? | Accountability, Equity, Compensation Are Concerns | MAP Survey Top 10 Findings | CPA Firm Revenues Rise a Hefty 8%
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Many firms are increasing the amount of consulting offerings and billings. A number of firms, however, are continuing to struggle with how to play more of an advisory role with clients, which requires a paradigm shift in many ways. This is necessary because firms are struggling with how to differentiate themselves from their competitors with respect to traditional services, and are competing on price.
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