they can help clients and increase revenue.
by ed mendlowitz
the 卡塔尔世界杯常规比赛时间 practice doctor
question: we have around 30 full-time staff, and most of them graduated less than three years ago.
more: four tips for new partners | before you sell your practice | work the client needs … but won’t pay for | tossing timesheets is just the start
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how can we let them know more about the services our cpa firm provides so they can help sell our services?
answer: this also applies to firms with one or two staff and any size firm with more than one partner. many staff members – and partners too – need to be informed about the firm’s services and approaches for introducing them to a client.
an easy way to update staff is to show them promotional material and firm newsletters and blogs and copies of articles or speech handouts that partners wrote or presented and use those to “teach” about the issues and services. i believe it is important to explain
- the services,
- what is involved,
- who in the firm does it,
- how it is done and whether staff assist or do a large amount of the work,
- what clients it applies to,
- how it is marketed to existing and potential clients
- and the billing method and a range of the fees.
if written reports, schedules or memos are prepared, you can show some to the staff while you are explaining the services. a method of explaining these services can be over lunch with two of three staff at a time, or you can bring in lunch once a month or every other month and use that time or assemble five or six people together in the office for 20 or 30 minutes to go over some of the services.
even if staff do not know the technical part of what you do, it is important for them to beware of what services you are capable of performing. this awareness will enable the staff to grow and also identify additional service and billing opportunities while doing a more thorough job for the client. a by-product is that staff can express an interest in an area they are not working in and this can lead to them and the firm growing.
i find that many partners in small firms are not fully aware of what their partners do since many are so busy with their own work, so i encourage including them in these meetings.