client service opportunities

the clients that got away

by

businesswoman at desk smiling as she talks to manlearning the hard way how to manage perceptions.

by ed mendlowitz
call me before you do anything: the art of accounting

when i started out i lost clients. very few, but still losses.

more: cross-selling beyond your comfort zone | how auditing is like a pirouette | ¿que es bookkeeping? | underpaying others hurts you, too | when the kids don’t want to take over | large clients we landed from quickbooks consulting
goprocpa.comexclusively for pro members. log in here or 2022世界杯足球排名 today.

some couldn’t be helped, such as a bank wanting a larger, more established, and better-capitalized firm. but some, early on, could have been retained, and that is what i want to talk about today.
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the three new business models delivering significant profits for accounting firms

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businessman sitting on stacks of paper currencyhow to upgrade your practice with successful, wealthy clients.

by anthony glomski and russ alan prince
your $5 million high-net-worth practice

competition for high-quality accounting clients is intense, and the current environment is making it harder for many accounting firms to excel.

see also: the 5 meetings of the (true) wealth management process | collaborative wealth management: defining the framework | protect your clients’ assets | even entrepreneurs must diversify | when clients cash out: four smart financial moves |

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if you’re ready to serve successful business owners and wealthy individuals, then there are three practice models you should consider. each of the three models shares specific characteristics that make them especially attractive, including:

  • high demand from accomplished prospects
  • high fee structures which these clients pay
  • high margins
  • high realization rates
  • high probability of needing the expertise of various accountants at the firm

because all three practice models are relationship-based, many accountants are already well-positioned to provide new, high-caliber advisory services these highly coveted clients.

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cross-selling beyond your comfort zone

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three people having discussion at table over document and water glassesbenefit your clients and yourself.

by ed mendlowitz
call me before you do anything: the art of accounting

in my practice i have always tried to generate additional revenue from existing clients.

more: how auditing is like a pirouette | upselling made painless | boosting a fixed fee substantially | creative ways to retain staff | what cpas can learn from lawyers and doctors | my top 10(ish) regrets | my ‘brand’ is the exciting history of accounting | what’s your negotiating style?
goprocpa.comexclusively for pro members. log in here or 2022世界杯足球排名 today.

it was much easier than searching for new clients. it was also fun because i had an attentive audience when i spoke, and it gave me the satisfaction of helping a client.
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how auditing is like a pirouette

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ballet dancer performing a pirouettethe key: focus.

by ed mendlowitz
call me before you do anything: the art of accounting

an auditor’s mindset distinguishes a great accountant from an average one.

more: upselling made painless | a test of concentration | staff may surprise you with leadership | when pushing the pencil pays off | i used to hate quickbooks | why we ‘kill’ to get partnership returns out quickly
goprocpa.comexclusively for pro members. log in here or 2022世界杯足球排名 today.

the mindset involves really looking at items and not just checking them off. believe it or not, i developed this by watching ballet.
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