client service opportunities

the 5 first steps in targeting clients

by

ed mendlowitz cpa the practice doctor q and a

how to build a plan.

by ed mendlowitz
101 questions and answers for managing an accounting practice 

question: i want to start growing my practice but am having trouble defining my target client.  i tend to accept every client i can and seem to have clients all over the place. is there anything i can do to better target my “ideal” clients? 

answer: to have a target client means you have a target. the target is the result of a plan. so, what is your plan?  read more →

i just lost my biggest client

by

ed mendlowitz cpa the practice doctor q and a

by ed mendlowitz
“tax season opportunity guide“

question: i just suddenly lost my biggest client. they said they outgrew me. what could i have done to keep them?

response: maybe nothing. and at this point it may not matter, but there are some things you can do to maybe get them back in the future and stop it from happening with another client.

losing any client is not pleasant, and losing a large client hurts. and when it is sudden it hurts even more.

i will answer this in three parts.

1. how to try to salvage something from the loss.
2. how to stop this from happening in the future.
3. how to avoid being “suddenly” surprised. read more →

overcoming your clients’ worst fears

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how to help them take initiative and allow you to be proactive.

by hitendra patil
pransform inc.

neuroscience studies have shown that fear is a far bigger driver than we would ever care to admit. according to kevin hogan, author of the science of influence: how to get anyone to say “yes” in 8 minutes or less!, “most people react to the fear of loss and the threat of pain in a much more profound way than they do for gain. they overemphasize the importance of pain by about 2.5:1 in decision making.”

your customers and prospects fear that their actions or inactions will cause bad things to happen, or bad things can suddenly happen to them. it’s therefore important to ask yourself what sort of problems your potential clients are facing during current times. if you can identify their true fears and show them how you can remove the possibility of loss, you are one step ahead of your competitors. read more →

the top 20 reasons clients love their cpa firms

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by marc rosenberg
how cpa firms work

the cpa’s training is geared to identifying problems that clients are experiencing and giving recommendations for improving the company.   this leads to producing what is known as the “oh wow” feeling from a client.  efforts to super-please clients are what it takes to satisfy clients’ needs, retain them year after year and get them to make unsolicited referrals of other companies.

here are 20 things that cpas do that their clients rave about: read more →