Busy Season 2015: When Clients Are the Problem

Get a read on the busy season. Join the survey; get the results
Get a read on the busy season. Join the survey; get the results

Top nine client management solutions.

NEXT QUESTION: Lessons Learned.
Join the survey; get the results

By CPA Trendlines Research

The CPA Trendlines annual Busy Season Barometer is uncovering some frank and candid talk about clients. Yes, we love them. Couldn’t live without them. Most of the time. But, well, not always.

It’s not that they’re bad people. But let’s face it, they aren’t always sweating tax prep much in advance of April 1, they have no idea what new regulations are in effect this year and their advisories from their CPA are filed under “migraines that can wait.” Plus, they truly believe their CPA is exclusively dedicated to their company and doesn’t really have much else to do but wait around for their phone call.

“No matter how proactive you try to be at scheduling and planning ahead, clients still delay providing information for their taxes,” Bryan Lantz says. “Seems the IRS, Congress and the media are out to make our jobs even more compressed and stressful.” His solution: “Keep communicating with clients to ensure that we can do the best we can at equalizing workflow during busy season.”

From their remarks, CPA Trendlines draws at least nine lessons in smart client management.:

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Are You a Passionate Accountant?

Young Asian entrepreneur reading magazineTake this quiz to see whether you’re phoning it in.

Do you seek out opportunities to learn new things that will help your clients overcome their most difficult challenges?

Selling value-creation advisory services is truly a slam dunk with most modern business owners, according MentorPlus. The bad news is that, although most CPAs would say they are their clients’ most trusted advisor, few could answer the following questions in the affirmative.

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The 12-Step Program for Building Better Client Relationships

Selfie Cell Phone PicsTurn the habits of everyday friendship into business skills.

By Jean Marie Caragher
The 90-Day Marketing Plan for CPA Firms

Since strong client relationships contribute to client satisfaction, longevity and lead generation, partners often encourage their managers and staff to build relationships with their clients. But these managers and staff look at the relationships their firm’s partners have built over time and think it’s impossible to replicate their results.

Building relationships with clients can be done using the same behaviors that we use when building friendships and courting our spouse or significant other. Consider these 12 tips to build client relationships, especially during tax season, prime time for in-person client contact. READ MORE →

The Real Reasons Small Businesses Love Their Accountants [INFOGRAPHIC]

Screen Shot 2015-01-28 at 10.39.02 PMAccountants relieve their worst headaches.

CPA Trendlines sources are reporting on how much time and money small businesses spend each year on accounting and tax preparation and each month on payroll administration.

The data should support practitioners’ value proposition to small business owners: Some 40 percent say bookkeeping and taxes are the worst part of being in business.

Owners were also surveyed on their opinions of the most burdensome small business management tasks. Next time you talk to your clients — or prospective clients — these pain points might be worth including in the conversation…

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What Goes in a Client’s Permanent File?

Ed Mendlowitz CPA The Practice Doctor Q and AWe’ve found at least 50 items. What would you add?

By Ed Mendlowitz
The CPA Trendlines Practice Doctor

QUESTION: What type of information should be kept in, or as, permanent files?

RESPONSE: A permanent file should be maintained for each of your clients. This would include the following:

  1. Engagement letters
  2. Representation letters – I would keep these in the permanent file. An example is that a claim could be made after you no longer have the work paper file associated with the matter. This is especially so with estate planning consultations where a claim could arise many years after a gift tax return was filed. I would keep copies of Crummey letters in the file for the gift tax returns, if it is your practice to obtain copies of such letters READ MORE →

If You’re a ‘Best-Kept Secret’ Cut It Out!

Big businessman crushing a small one in his fingersTry these 6 ideas to stop losing business to competitors.

By Sandi Smith Leyva

It’s rare that I lose business to competitors, and it’s also not an accident.

MORE: Stuck at Home Right Now? Here’s 100 Good Ideas to Relieve the Stress | How to Lead in a Crisis | How to Think Straight through the Coronavirus Crisis | 16 Tech Tools for Working through the Coronavirus | 7 Tips to Keep the Clients You Have | Do You Know Your Opportunity Number? | 7 Tips to Boost Your Firm’s Performance | 5 Mistakes to Avoid When Seeking New Clients

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If you are losing business to your competitors, here are some strategies you can use to “become a category of one,” as they say in marketing.
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