When I teach topics like deepening client relationships and delivering exceptional client service, I discuss the importance of proactively meeting with clients outside of your regular engagement to further your relationship, identify any potential service issues and uncover new opportunities to add value. Participants nod their heads in agreement and some even approach this discussion…

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Partners often tell me that one of their number one succession concerns is who will ascend to partner.  The perception is that “there is no one interested in becoming a partner these days.”  Yet, when I talk to managers and senior managers (and even staff!), they are interested, but they don’t really know what means…

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Every CPA we meet is committed to delivering exceptional client service. However, it’s easy to get caught in a transactional rut working on client engagements and miss the opportunity to spend a few minutes on your relationship with each of your clients.  Since client retention has consistently been one of the top five issues for…

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While I’ve been working with firm leaders in retreats and coaching calls this past year to ensure they have an engaging culture that retains and develops their best and brightest people, we have also been focused on growing the top line so that firms offer growth opportunities and have room to make new partners. Below…

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My mom asks me every New Year’s what my New Year’s Resolutions are.  I typically have a hard time setting them – even the old standbys. As I contemplate resolutions for the coming year, I’m reminded about a question that my partner, Jack Lee, asked in one of his blog series on goal-setting: “My question…

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The number one characteristic missing in firm leadership is communication according to over 800 respondents in the CPA Consultants’ 2012 leadership survey. This is very consistent with the employee surveys we conduct and the feedback we hear from accounting professionals in firms across the country. Most of us think that to be better communicators, we…

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Instead of just letting change happen and take its course, which could cause undue stress and not achieve the results you’re committed to, leaders proactively manage change through understanding, communication and patience. Consider applying the following must-do’s to manage the change occurring in your organization: Remember that everyone embraces change differently.  Some of us are up for…

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