are portals part of your client service strategy yet? in this series of soundbites from his keynote speech at the annual cch users’ conference, cch wolters kluwer ceo kevin robert starts by challenging accountants to understand their clients’ service needs. … continued
clients seek broader array of services
via cch
few concerns weigh more on the minds of accountants than the desire to satisfy, and retain, clients. as cpa firms look to build client loyalty and grow profitability, a new cch nationwide survey – the 2010 cch accounting firm client survey – pinpoints what’s most important to keeping accounting firm clients, and why they leave. the independent survey commissioned by cch, a wolters kluwer business, was issued to accounting firm clients including individuals and small, mid-size and large businesses.
how to seize bigger opportunities by understanding and addressing a client’s real business issues and life goals.
by rick telberg
in a market filled with accountants competing for clients and for work, how can you stand out?
technical expertise will only take you so far. and sometimes it can even steer you wrong. at least that’s the contention of leslie shiner of mill valley, calif-based the shiner group, a leading small business accounting software consultancy.
with technical expertise, she warns, “if the only thing you have is a hammer, then everything looks like a nail.”
kirkland albrecht & fredrickson battles a bruising recession. by rick telberg by the time you read this, ken kirkland will be packing for a trip to the india beach resort of thiruvananthapuram as the newly named international chairman of the … continued
and adp has an app for that. good news for accountants and payroll providers alike: small business owners say in a new survey from adp that they need to spend less time managing their businesses in order to grow. “in … continued
it’s actually much easier to talk about a niche practice than a jack-of-all-trades accounting firm. by hugh duffy build your firm there are many opinions on whether accounting firms should offer services to specific vertical industries and unique audiences. some … continued
what do accountants talk about when they talk about…? when 卡塔尔世界杯常规比赛时间 asks practicing accountants how they “delight” clients during busy season, one word pops up more than any other: “personal.” clearly, clients respond to “financial” “planning” “service” with “questions” … continued
advisors need to understand the differences between men and women clients. in what could be a wake-up call for accounting firms, a majority of women think that their wealth managers could do a better job of serving them, and nearly … continued
three rock-solid principles.
by rick telberg
it shouldn’t take an economic downturn and cutthroat competition for accounting firms to rekindle their interest in optimizing client service, satisfaction and retention.
“it should be at the top of the agenda all the time,” sandra wiley, coo at boomer consulting was telling me.
but with the economy of the new normal, client service has become a hot topic.
what you need to know to get started today. a record number of accounting firm professionals joined last week’s webinar on client service, satisfaction and retention, produced by the seven keys to successful cpa firm management. co-presenter jean caragher of … continued
how to embrace a new advisory role and really deliver value.
in the new book, “bull’s-eye! the ultimate how-to marketing and sales guide for cpas,” business development veteran russ molinar discusses a concept he calls “cross-serving.” according to tracy crevar warren, writing in the latest aicpa cpa insider, cross-serving offers an alternative to cross-selling, while highlighting the importance that the trusted advisory role plays in serving clients.
she cites the bay street group research showing 63% of clients indicate that proactive advice and consultation is an important criterion in selecting a cpa firm. however, 44% noted problem-solving ability as a top factor.
for more on the research findings and how to put them to use in your accounting firm, visit “the seven keys to successful cpa firm management” and click on client service+satisfaction.
and then she lays out five steps to shift from cross-selling to cross-serving: read more →
how to move from a commodity to a valuable adviser.
answer: 10% to 25% more. more than 70% of potential clients say they’d be willing to pay as much as 10% more for a product or service if a company exceeded their expectations. and more than a third of buyers … continued