Posts Tagged ‘client relationships’
What does a crisis reveal about your business development skills?
A common turn of phrase is that a crisis reveals our character in how we respond. While that may be true in some respects, I believe what a crisis actually uncovers is how effective we are with our skills. The question is, what is this crisis revealing about your CPA firm’s BD skills? It’s…
Read More4 Steps for Developing and Implementing a Client Acceptance Policy
It’s not uncommon for a CPA to have one of those clients. Maybe there were warning signs from the beginning, but somehow, they seemed to fall below the radar. Now, you find yourself serving a client who complains about their bill, has asked you to do something unethical, is always late with their information, or…
Read MoreHow and Why You Should Prune Your Client Base Annually
Firing clients, also known as Client Pruning, is a natural process for CPA firms that want to grow. The future of the accounting industry is becoming highly specialized and segmented. Pruning your client base to reflect your firm’s strategic goals and vision is a process that creates amazing results when implemented annually. Learn why client…
Read MoreD-Level Clients
Inside many firms, there is a sense of dread when certain client names are mentioned. Team members and even partners dread the time when they have to deal with certain clients. In the CPA profession, we call them D-level clients. Maybe some of the following descriptions might apply to those clients you dread: Fred, the…
Read MoreDefine and Protect Your “Business Model Deal-Breakers”
We are spending a lot of time these days driving change to the current public accounting business model, including pushing for not-to-exceed pricing, unlimited paid time off and uber-flexibility, and turning over the reins to younger leaders earlier. And that’s just a tiny sampling of the changes we believe firms can – and should —…
Read MoreYou May Be Your Firm’s Biggest Differentiator
Who are your favorite vendors and business partners? Are they the ones with the best professional pedigrees and impressive lists of degrees and designations? Or are they the ones you look forward to seeing, whom you trust implicitly and just plain enjoy talking to, and for whom you have some personal context like family situation,…
Read MoreDo You Know What Your Clients’ Silence Means?
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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