As firms seek to cultivate growth, referral sources continue to rank at the top of the list for developing new client opportunities. Referral relationships take time to mature and develop, and are built on a foundation of trust that we tend to protect like a parent protects their children. Because we hold referral relationships so…

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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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I thought I learned that as a kid, but apparently I didn’t.  In this all too true story about the early years of my accounting practice, I took things from other people without realizing it and ultimately of course I paid the price. As you read this, consider if you’ve unwittingly taken things from others.…

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Today, we see the majority of firms reluctantly accepting credit cards from some clients to pay for their accounting services.  A relatively small number of firms advertise this option and most only bring it up either when a client specifically asks to use their card or when the firm is trying to collect on a…

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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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Synopsis: In today’s competitive environment, the author provides a useful strategy for meeting new prospects and keeping them interested. People are inundated by all kinds of sales offers and tend to close their ears before a pitch is even made. They don’t want to be sold, which causes distrust and implies a hidden agenda. This…

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