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7 tips to keep the clients you have

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where do you think the best referrals come from?

by sandi leyva
the accountant’s accelerator

it’s far less expensive to keep your existing clients happy than it is to find new clients, especially because the trust factor between people continues to decline year after year. you might want to think about redirecting a portion of your marketing attention on your existing client base instead of networking for new clients. (and by the way, sending clients an organizer is not marketing!)

more on small-firm growth strategies: do you know your opportunity number? | 7 tips to boost your firm’s performance in 2020 | 5 mistakes to avoid when seeking new clients | survey quantifies link between online reviews, revenue | major search algorithm change could affect your rankings | is your client newsletter stuck in the 1990s? | outsource or in-house? how does your marketing get done? | making content marketing part of your growth strategy
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here are some tips to mine the pot of gold that lies right before you: your current clients who already trust you and are eager to hear about new solutions that will ease their pain and problems.
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what’s not to like about tax season?

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businesswoman holding green folderif you’re not happy, target why.

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by ed mendlowitz
tax season opportunity guide

successful people are happy with their practices and what they do and get joy from interacting and helping clients.  i know a lot of accountants who continuously complain about tax season – yet they make most of their money during the period.

more: can your reviewers answer these 10 questions? | what makes a good tax season client? | 5 tax review keys | 5 steps for tax season success | 12 ways to have more fun this tax season
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do they expect someone to knock on their door with a wheelbarrow of money to hand them? if they are financially secure, why do they keep working? if they are not, then, duh! either do it or find something else, but stop complaining. better yet, look at all the benefits from what you do (if you need me to tell you the benefits then find something else to do).
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does your firm recognize all its skills?

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silhouettes of three business partners talking against a window in an officemaybe you have more to offer.

by marc rosenberg
the rosenberg practice management library

true story: i was leading a meeting of a seven-partner, third-generation cpa firm. their revenues were stagnant and their profits disappointing. one hundred percent of their revenues were audit, accounting and tax. thirty percent of their business clients were in oil and gas.

more: protect and grow existing clients | the 4 marketing disciplines | 15 powerful niche marketing practices | 19 takeaways from the history of cpa firm practice development | why you have to kill the old paradigms | are you ready for the great disruption?
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we started discussing ways to increase revenue. the dialogue went something like this:

rosenberg: i notice that your firm is 100 percent compliance, no consulting. aren’t there some consulting opportunities there?
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three tech solutions for protecting client data

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illustration of computer security threatsyou’ll be happy you already have these when the irs and fbi come knocking

by jody grunden

have you ever been contacted by the irs with the fbi involved? i can tell you from firsthand experience that it’s a bit alarming when that happens!

more: cyber security at a virtual cpa firm | innovate for the right reasons | creative perks for remote employees | 10 interview questions for unlocking true potential | toss the org chart for an accountability chart
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we were once contacted by the irs because they thought our server had been compromised. when the field officer who came to our office asked to see our server, we explained that we didn’t have a server.
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4 ways to boost job satisfaction

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smiling businesswoman working at deskit’s a two-way street.

by steven e. sacks

the conference board indicates that slightly over half (51%) of u.s. workers are satisfied with their jobs. but this means a not-too-insignificant amount (49%) are less than satisfied with their jobs.

more: how engaged are your employees? | performance reviews: no need to pull teeth | knowledge maintenance: gaining employee buy-in | the new way to handle exit interviews
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job dissatisfaction is not a new occurrence, and with the increased influence of technology, this issue has not experienced much improvement over the past 15 to 20 years. a recent study by job seeker nation indicated that 82 percent of workers would like to seek new employment opportunities, although the prospects of landing a new one would be more difficult than over the past couple of years.
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