client service opportunities

the advisor of the future: client champion

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servicing clients with courage and conviction.

rosen

by marc rosen
client experience institute

with many clients demanding more from their accountants and advisors, it’s time to embrace a more proactive approach – client champion.

more at 卡塔尔世界杯常规比赛时间 on: marketing, practice development, sales, growth strategies.

more marc rosen: marc rosen on relationship capital [video]

by serving as a client champion, you can unleash another form of value that creates true distinction. read more →

today’s top 20 tips for building a growth-driven accounting firm

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checklist: the best ideas from the top rainmakers.

by rick telberg
卡塔尔世界杯常规比赛时间

while most accounting firms do a good job of sustaining revenues through a strong referral system, the best-performing practices put robust systems in place to attract new prospects, cultivate leads, and close new business.

more at 卡塔尔世界杯常规比赛时间 on: marketing, practice development, sales, and growth strategies

in a new survey of top accounting firm marketers and rainmakers, 卡塔尔世界杯常规比赛时间 finds at least 20 strategies worth sharing: read more →

client centricity leads to profitability

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man's fist with "thumbs up" crashing through paper wall; smiley face and gold crown on thumbthis is a job for your line partners, not your marketing department.

by august j. aquila
price it right

as one who has been on the inside of accounting firms as a partner and marketing director trying to implement such concepts as client centricity, i can honestly say that most marketing and management concepts are easier said than done.

more: tomorrow’s leader in 9 bullet points | checklist: 18 essential steps to effective billing | how to get partners to accept a new pricing philosophy | 12 pricing factors beyond cost | how utility and value affect pricing | understanding the product pricing life cycle | 4 ways a production orientation can harm a firm
goprocpa.comexclusively for pro members. log in here or 2022世界杯足球排名 today.

when it comes to clients, many partners think they know what their clients really want, but in reality they scarcely do. in short, most client-centric service strategies produce neither the “wow” factor nor the profits.
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five questions you need to ask tax clients today

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checklist: tax-time client needs assessments and referral generation.

by rick telberg
卡塔尔世界杯常规比赛时间

get a read on the busy season. join the survey; get the results
benchmark your busy season. join the survey; get the results.

busy season may be hectic and the hours may be long, but if you’re not making time to get to know your clients better, then you’re missing an opportunity that may not come again for another year.

more tax season: when clients face ‘unreal’ irs audits  |  irs warns about private debt collectors for tax season 2018  |  underfunded irs swamped with problems  |  2018 tax filing season begins jan. 29  |  2018 tax season: the race to be ready  |  the irs tip 10 list for choosing a tax pro   |  new ebook: maximizing sec. 199a deductions

browse more at 卡塔尔世界杯常规比赛时间’ taxtrendlines.com

goprocpa.comexclusively for pro members. log in here or 2022世界杯足球排名 today.

by then, a competitor may have beaten you to the punch.
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12 steps of a successful sales meeting

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here’s a role-playing exercise that can reap real results.

by rob nixon

if you went to a sales training course a few decades ago you would have been educated that “selling is telling.” that might have been the case when product quality was the key differentiator and to sell your product.

more on strategy: how to turn prospects into clients | how to be a guru in sales | are your prices too low? | never charge by a time unit | put your own oxygen mask on first | define client wants vs. needs | mindset is everything | the entrepreneurial accountant: an oxymoron? | growth is all about the clients | change is on the horizon
goprocpa.comexclusively for pro members. log in here or 2022世界杯足球排名 today.

you would follow the old formula of f.a.b. – features, advantages and benefits. you were taught to talk about the features of your product, talk about the advantages of the product and then finally (after more talking) you would tell the client the benefits of the product.
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12 rules for phone calls

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laughing businesswoman talking on the phone in office in front of four monitorsthese skills remain important, so don’t neglect them.

by jassen bowman
tax resolution systems

yes, it’s 2018, but alexander bell’s old-timey talk machine is still the #1 sales tool in your office.

more on tax resolution: when to follow up on prospects | how to reactivate lost clients | don’t ignore your existing leads | some office nuts and bolts | the importance of goals and affirmations | the ins and outs of hiring and firing | market to your ideal clients | one-step vs. two-step marketing
goprocpa.comexclusively for pro members. log in here or 2022世界杯足球排名 today.

it’s the box through which most appointments will be scheduled, even if you have a web-based scheduling system. it’s where most of your reminders are conducted, and is a powerful lead conversion tool. don’t neglect the importance of phone skills in the 21st century.
read more →

josh zweig’s liveca offers new thinking from the ground up

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how does your firm define itself?

by kayleigh padar
from success to significance: the radical cpa guide

josh zweig cpa ca lpa cofounder
zweig

josh zweig is the co-founder of liveca llp, a canadian chartered accounting firm of about 40 people that is run remotely, without a traditional office building. it’s all virtual – a work anywhere business. three years ago, the entire business was just a sole proprietorship; now it is bringing in millions of dollars of revenue.

more on radicalism: our clients need us to be radical | 10 steps to start innovating | the value of new ideas | the radical road to (business) transformation | the radical cpa: always changing
goprocpa.comexclusively for pro members. log in here or 2022世界杯足球排名 today.

the firm’s biggest challenge is recruitment. “for smaller firms that don’t have 20 college reps to go down to every school and recruit, it becomes increasingly hard to get word out that there is an alternative here for people,” zweig said.

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when to follow up on prospects

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businessman typing on laptop, shadows of envelopesyou can divide your efforts into tiers, but you need a plan.

by jassen bowman
tax resolution systems

you invest a substantial amount of time and money to generate your leads. after your existing clients and past clients, your unconverted leads are the next best source of future revenue.

more: lead generation marketing must happen daily | checklists for new lead generation | client management checklists for tax resolution | how to handle client complaints | checklists for your tax resolution office setup | case study: building a tax resolution business | marketing requires ruthless accountability
goprocpa.comexclusively for pro members. log in here or 2022世界杯足球排名 today.

when somebody expresses an interest in your services, you should actively engage them on roughly a weekly basis for at least a couple of years. yes, years.
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focus on an enhanced client experience

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young businesswoman using smartphone and tablet at outdoor cafeyou may be doing the opposite of what clients want.

by domenick j. esposito
8 steps to great

when choosing a mid-market cpa firm, many clients pay more attention to the ability to “connect” with the client service partner and staff than to the quality of the work performed as many clients are unable to distinguish between outstanding technical work and competent technical work. and even if clients are sufficiently sophisticated and able to distinguish between outstanding and competent work, their technical needs may simply require competency.

more on strategic planning: 22 things leaders must do | the top 11 reasons cpa firm mergers fail | growth: the difference between the disruptor and the disrupted? | m&a: sometimes bigger is better | what a value proposition truly is (and isn’t) | does your firm need an independent executive committee member?
goprocpa.comexclusively for pro members. log in here or 2022世界杯足球排名 today.

as a result, when it comes time for an evaluation of the firm, it’s my observation that many, if not most, clients place more emphasis on an enhanced client experience – including responsiveness, attitude and other non-technical “service” criteria – and not the quality of the technical work.
read more →

new webinar series: the truth about advisory services

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four-session january series targets growth-minded cpas. 卡塔尔世界杯常规比赛时间 expert author jean marie caragher of capstone marketing and haydenrock solutions are collaborating on a complimentary webinar series, “the truth about offering advisory services.” the webinars will be offered at no charge or … continued