Client Retention

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Mar 18 2015

Stop Giving Away Your Services!

2015-03-18T10:34:38-05:00March 18th, 2015|Client Retention, Communication, Sales|

As far as we’ve come as a profession, we still encounter CPAs who struggle to bill for services delivered (and/or time incurred) beyond the scope of their original engagement. And, young people are not being taught the valuable skill of managing scope and resetting expectations with overruns, so the issue perpetuates. Even worse yet, your [...]

Aug 27 2014

Do You Know What Your Clients’ Silence Means?

2014-08-27T14:01:49-05:00August 27th, 2014|Client Retention, Communication, Leadership|

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 opportununities to add value.  Participants nod their heads in agreement and some even approach this discussion [...]

Feb 5 2014

Two Simple Questions To Ask Your Clients

2014-02-05T14:00:06-06:00February 5th, 2014|Client Retention, Communication|

Every CPA we meet is committed to delivering exceptional client service. However, as we embark on one of the busiest times of the year, 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 [...]

Aug 29 2012

It’s Urgent…

2019-10-28T17:11:14-05:00August 29th, 2012|Client Retention, Leadership, Personal Development|

This guest post features a good friend of our company, Patrick Spear. Patrick is the President/CEO of GMDC|Retail Tomorrow. It’s Urgent… How many times have we heard those two words?  In our 24/7 world, response times have contracted, and things that used to be just “important” have now become “urgent” thanks to our constant smart [...]

Jun 27 2012

Close More Ideal Business by Selling to Target Accounts

2012-06-27T13:00:55-05:00June 27th, 2012|Client Retention, Marketing, Sales, Social Networking|

Anyone who walks in the door willing to engage your services is not necessarily the next RIGHT client. Conceptually, most of us agree with that statement.  However, very few of us practice this in reality - especially given the slow recovery from our recent economic downturn and the struggle many firms are experiencing retaining their clients [...]

Sep 28 2011

Stop Using Words People Don’t Hear

2019-10-29T11:11:40-05:00September 28th, 2011|Client Retention, Communication, Personal Development|

One of the best pieces of speaking advice that I’ve ever heard came from a World Champion speaker and speaking coach named Craig Valentine. Craig tells his coaching clients to resist the temptation to begin their speeches with what he terms “unpleasant pleasantries.”  Many people will start their speeches by saying things like “Good morning, [...]

Sep 21 2011

People Development: More Important Than Business Development

2011-09-21T00:19:20-05:00September 21st, 2011|Client Retention, HR/Organizational Development|

I don’t know about you, but I did a “double-take” when I read the title to the recent blog published August 17th by my colleague, Michelle Baca, entitled, “Why Your Clients Shouldn’t Come First.”  After all, isn’t our primary mission in the CPA profession to serve and add value to our clients?  I mean, who in their right mind [...]

Feb 2 2011

The Power of Simple Client Service

2019-10-29T08:26:03-05:00February 2nd, 2011|Client Retention|

Sometimes I am struck by how easy it would be for those I patronize with my business to make me happy - if they would just make me feel like they appreciate my business!  One of the simplest things we can all do to illustrate this care for a customer or potential customer is to [...]

Nov 17 2010

Find out How to Serve Your Clients Better this Busy Season

2019-10-29T08:27:41-05:00November 17th, 2010|Client Retention, Communication, Marketing, Sales|

Many of our CPA friends will be meeting with a large number of clients over the next several months.  To maximize this face-to-face time, take the opportunity to find out how your clients feel they are being served, what your team may be able to do better, and what additional services you could provide them [...]

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