client service opportunities

stop clients from performing “favors”

by

“oh, you shouldn’t have.” (you really, really shouldn’t have.)

by frank stitely
the relentless cpa

we all have clients who bring in tax documents in laminated three-ring binders. they smile big toothy grins and tell us how they’re our most organized client. there’s no reason for us to organize the documents, as they’ve already done us this huge favor. of course, there will be no reason for us to remove anything from the binder and everything should be left in the binder just as it is.

more: who needs fall tax planning? clients … and you | it’s ok to say no to clients (even the large ones) | you train your clients, whether you mean to or not | business owners face one of three exits | how small firms can win the talent wars | do you know your turnaround time?
goprocpa.comexclusively for pro members. log in here or 2022世界杯足球排名 today.

we call these people binder boys. they have no clue that organized for them is not organized for tax return preparation. preparing a return from documents in a binder takes twice as long, at least, as preparing returns from a well-organized pdf file.

we also have the people who use five pounds of staples to organize 20 pages. they don’t want any loose documents falling out of the file.
read more →

20 things you need for a business valuation

by

man reading in paper notebook in front of two screens

how to help a client who wants to sell their business. (hint: it’s about them, not you.)

by ed mendlowitz
202 questions and answers: managing an accounting practice

question: i have a client who’s thinking of selling his business, and he asked me to recommend a consultant to help him get his business in shape to sell. i am afraid that if he finds someone on his own i’ll lose control of the client. he might end up not selling and i could lose the client. i do not know anyone to recommend. what do you suggest i do?

more: valuing a family-owned business: eight options | business valuation comes down to cash flow | 50 ways to create value for business owners and board members | what earnings mean for a business valuation | use organization charts to rewrite the future | what clients don’t know about cost variances | why and how to track payroll costs
goprocpa.comexclusively for pro members. log in here or 2022世界杯足球排名 today.

ed’s response: i suggest that you decide what is best for the client and proceed that way. you can find consultants by contacting other cpas, attorneys, or business brokers that work in this area.

however, i also think that this is something where you can probably do most of the work yourself or through your firm. it is not a magic process, but a four-part process.

read more →

would you buy your own services?

by

don’t expect potential clients to if you don’t know what sets you apart.

by steven e. sacks, cpa, cgma, abc

do you ever wonder why after spending many hours on drafting, editing, proofing, and polishing—and proofing and polishing just once more—your engagement proposal efforts did not result in winning the engagement? and if this happens on a semi-regular basis, the frustration is never easier to take.

more steve sacks: how do you value your most important asset? | how to build a winning proposal | six ways to fix your firm agreement | the great resignation or a reshuffling? | listen to learn | build the framework to a solution with five answers | try for success, not a win
goprocpa.comexclusively for pro members. log in here or 2022世界杯足球排名 today.

you may have the requisite knowledge, experience, and perhaps even a broad view based on a diverse set of clients. however, you may have become complacent by maintaining a “cookie-cutter” approach to developing your proposals. like the old joke defining a consultant: “a person who takes off your watch, tells you the time, and gives the watch back to you,” implies an approach that you believe is best for your potential client, yet reflects no understanding of what the client actually needs.

read more →

bundle tax services with financial planning

by

businesspeople having a meeting over coffee sitting together at a table discussing a document, young man and two middle-aged women present

two sample engagement proposals.

by ed mendlowitz
how to build a stronger tax practice

following are two sample engagement proposals for tax return preparation bundled with additional financial planning and business planning services.

more on marketing: when clients haven’t filed taxes for years | seven keys to a complete succession plan | the tax effects of buying or selling a business | elder care: not sexy, but vital | how to guide clients through divorce | help clients manage their investments
goprocpa.comexclusively for pro members. log in here or 2022世界杯足球排名 today.

letter 1:

dear _________________:

it was good meeting with you last week. ed and i are excited to be working with you and look forward to a long and satisfying professional relationship.
read more →

who needs fall tax planning? clients … and you

by

avoid balance-due whining sessions and earn additional revenue.

by frank stitely
the relentless cpa

you’ve surely had this conversation a million times during multiple tax seasons, most often in april. you give a client a tax return with a $20,000 balance due.

client: i didn’t expect to owe that much.
you: how much did you expect to owe?
client: about $5,000.

more: it’s ok to say no to clients (even the large ones) | control your time: avoid ambush meetings and calls | train your clients before they train you | don’t let clients dictate tax workflow | how small firms can win the talent wars | do you know your turnaround time?
goprocpa.comexclusively for pro members. log in here or 2022世界杯足球排名 today.

here’s where my conversations may differ from yours a bit.

read more →