{"id":24182,"date":"2012-11-14t16:20:47","date_gmt":"2012-11-14t21:20:47","guid":{"rendered":"https:\/\/48e130086c.nxcli.net\/?p=24182"},"modified":"2024-09-01t14:49:22","modified_gmt":"2024-09-01t18:49:22","slug":"managing-risk-in-client-relations","status":"publish","type":"post","link":"\/\/www.g005e.com\/2012\/11\/14\/managing-risk-in-client-relations\/","title":{"rendered":"managing risk in client relations"},"content":{"rendered":"<p><strong><em>wishful thinking?<br \/>\n<\/em><\/strong><\/p>\n<p><em>by bruce w. marcus<\/em><br \/>\n<em> <a href=\"http:\/\/baystreetgroup.com\/store\/book-professional-services-marketing-3-0-by-bruce-w-marcus\/\">professional services marketing 3.0<\/a><\/em><\/p>\n<p>卡塔尔世界杯常规比赛时间 research has uncovered the startling fact of the wide disparity between how accounting firm management perceives their own performance and how their clients see their performance. (<a href=\"https:\/\/www.research.net\/s\/cpavsclient\" target=\"_blank\" rel=\"noopener\">join the survey; get the results.<\/a>)<\/p>\n<figure id=\"attachment_14449\" class=\"thumbnail wp-caption alignright\" style=\"width: 100px\"><a href=\"http:\/\/baystreetgroup.com\/store\/book-professional-services-marketing-3-0-by-bruce-w-marcus\/\"><img loading=\"lazy\" decoding=\"async\" src=\"https:\/\/cpatwpe.s3.amazonaws.com\/cpatrendlines\/wp-content\/uploads\/2011\/08\/bruce-w-marcus.jpg\" alt=\"bruce w. marcus\" width=\"100\" height=\"108\" \/><\/a><figcaption class=\"caption wp-caption-text\">bruce w. marcus<\/figcaption><\/figure>\n<p style=\"padding-left: 60px;\"><strong>related:\u00a0 <\/strong><a title=\"permanent link to: your clients love you? what if you\u2019re wrong?\" href=\"\/\/www.g005e.com\/2012\/11\/11\/your-clients-love-you-what-if-youre-wrong\/\">your clients love you? what if you\u2019re wrong?<\/a> \u2022<strong>\u00a0<\/strong> <a title=\"permanent link to the three degrees of risk\" href=\"\/\/www.g005e.com\/2012\/11\/05\/the-three-degrees-of-risk\/\" rel=\"bookmark\">the three degrees of risk<\/a>\u00a0 \u2022 <a title=\"permanent link to four essential habits for building client trust\" href=\"\/\/www.g005e.com\/2012\/10\/23\/four-essential-habits-for-building-client-trust\/\" rel=\"bookmark\">four essential habits for building client trust<\/a>\u00a0\u00a0 \u2022\u00a0 <a title=\"permanent link to the nine hallmarks of a marketing culture\" href=\"\/\/www.g005e.com\/2012\/10\/15\/the-nine-hallmarks-of-a-marketing-culture\/\" rel=\"bookmark\">the nine hallmarks of a marketing culture<\/a>\u00a0 \u2022\u00a0 <a title=\"permanent link to the four cornerstones to building a marketing culture\" href=\"\/\/www.g005e.com\/2012\/10\/14\/the-four-cornerstones-to-building-a-marketing-culture\/\" rel=\"bookmark\">the four cornerstones to building a marketing culture<\/a> \u00a0 \u2022 \u00a0 <a title=\"permanent link to getting the client is only half the battle\" href=\"\/\/www.g005e.com\/2012\/10\/06\/getting-the-client-is-only-half-the-battle\/\" rel=\"bookmark\">getting the client is only half the battle<\/a>\u00a0 \u2022 <a title=\"permanent link to practice development: it\u2019s not rocket science\" href=\"\/\/www.g005e.com\/2012\/10\/01\/practice-development-its-not-rocket-science\/\" rel=\"bookmark\">practice development: it\u2019s not rocket science<\/a>\u00a0 \u2022\u00a0 <a title=\"permanent link to nine fundamentals for a healthy marketing culture in an accounting firm\" href=\"\/\/www.g005e.com\/2012\/09\/25\/nine-fundamentals-for-a-marketing-culture-in-an-accounting-firm\/\" rel=\"bookmark\">nine fundamentals for a healthy marketing culture in an accounting firm<\/a>\u00a0 \u2022<\/p>\n<p>another consideration of risk lies in a tendency to ignore or distort reality, which can lead to a vast expectations gap. <!--more--><\/p>\n<p>a sample of findings:<\/p>\n<ul>\n<li>asked why their organizations might change cpa firms, 80% of clients blamed poor client service; but only 34% of cpas thought that was the reason for losing a client. 38% of clients said they might change because they weren\u2019t getting the cpa firm\u2019s best people, but only 9% of cpas cited that as a possible reason.<\/li>\n<\/ul>\n<ul>\n<li>in marketing, 11% of clients thought they might be persuaded by a firm\u2019s website; 37% of cpas planned to launch or increase a web site. this disparity exists in the full array of marketing activities.<\/li>\n<\/ul>\n<p>in other words, there is great risk in client retention and management activities that are based upon guessing or inadequate information derived from poor surveys.<\/p>\n<p>for example, in the case of the risk of losing a client, you can use professional skills and assiduous attention to the client to be sure that you understand not only the client\u2019s needs, but the opportunities to improve relations inherent in understanding those industry factors that inform his business. you can make sure that you not only understand the client\u2019s needs, but that you have the skills to serve those needs. you can arm yourself with data to afford yourself the opportunity to not only avoid danger points in your relations with the client, but, as well, to see opportunities to improve that relationship.<\/p>\n<figure id=\"attachment_14625\" class=\"thumbnail wp-caption alignright\" style=\"width: 72px\"><a href=\"http:\/\/baystreetgroup.com\/store\/book-professional-services-marketing-3-0-by-bruce-w-marcus\/\"><img loading=\"lazy\" decoding=\"async\" class=\"size-full wp-image-14625 \" src=\"https:\/\/cpatwpe.s3.amazonaws.com\/cpatrendlines\/wp-content\/uploads\/2011\/08\/psm-cvr2.jpg\" alt=\"click to buy\" width=\"72\" height=\"105\" srcset=\"https:\/\/cpatwpe.s3.amazonaws.com\/cpatrendlines\/wp-content\/uploads\/2011\/08\/psm-cvr2.jpg 152w, https:\/\/cpatwpe.s3.amazonaws.com\/cpatrendlines\/wp-content\/uploads\/2011\/08\/psm-cvr2-100x145.jpg 100w, https:\/\/cpatwpe.s3.amazonaws.com\/cpatrendlines\/wp-content\/uploads\/2011\/08\/psm-cvr2-131x190.jpg 131w\" sizes=\"auto, (max-width: 72px) 100vw, 72px\" \/><\/a><figcaption class=\"caption wp-caption-text\">click to buy<\/figcaption><\/figure>\n<p style=\"text-align: left;\"><em>bruce w. marcus is a pioneer in professional services marketing and coauthor of &#8220;client at the core.&#8221; this is adapted from his new book, &#8220;professional services marketing 3.0,&#8221; <a href=\"http:\/\/baystreetgroup.com\/store\/book-professional-services-marketing-3-0-by-bruce-w-marcus\/\">available for purchase here<\/a>. <\/em><\/p>\n<p style=\"text-align: center;\"><em>copyright 2011. used by permission.<\/em><\/p>\n","protected":false},"excerpt":{"rendered":"<p>wishful thinking? by bruce w. marcus professional services marketing 3.0 卡塔尔世界杯常规比赛时间 research has uncovered the startling fact of the wide disparity between how accounting firm management perceives their own performance and how their clients see their performance. (join the &hellip; <a href=\"\/\/www.g005e.com\/2012\/11\/14\/managing-risk-in-client-relations\/\">continued<\/a><\/p>\n","protected":false},"author":1340,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"_relevanssi_hide_post":"","_relevanssi_hide_content":"","_relevanssi_pin_for_all":"","_relevanssi_pin_keywords":"","_relevanssi_unpin_keywords":"","_relevanssi_related_keywords":"","_relevanssi_related_include_ids":"","_relevanssi_related_exclude_ids":"","_relevanssi_related_no_append":"","_relevanssi_related_not_related":"","_relevanssi_related_posts":"","_relevanssi_noindex_reason":"","footnotes":""},"categories":[5],"tags":[79],"class_list":["post-24182","post","type-post","status-publish","format-standard","hentry","category-outlook","tag-marketing"],"acf":[],"yoast_head":"<!-- this site is optimized with the yoast seo plugin v24.0 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>managing risk in client relations - 卡塔尔世界杯常规比赛时间<\/title>\n<meta name=\"description\" content=\"actionable intelligence for tax, accounting, and financial professionals\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"\/\/www.g005e.com\/2012\/11\/14\/managing-risk-in-client-relations\/\" \/>\n<meta property=\"og:locale\" content=\"en_us\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"managing risk in client relations - 卡塔尔世界杯常规比赛时间\" \/>\n<meta property=\"og:description\" content=\"actionable intelligence for tax, accounting, and financial professionals\" \/>\n<meta property=\"og:url\" content=\"\/\/www.g005e.com\/2012\/11\/14\/managing-risk-in-client-relations\/\" \/>\n<meta property=\"og:site_name\" content=\"卡塔尔世界杯常规比赛时间\" \/>\n<meta property=\"article:publisher\" content=\"https:\/\/www.facebook.com\/cpatrendlines\" \/>\n<meta property=\"article:published_time\" content=\"2012-11-14t21:20:47+00:00\" \/>\n<meta property=\"article:modified_time\" content=\"2024-09-01t18:49:22+00:00\" \/>\n<meta property=\"og:image\" content=\"\/\/www.g005e.com\/wp-content\/uploads\/2011\/08\/bruce-w-marcus.jpg\" \/>\n<meta name=\"author\" content=\"bruce w. marcus\" \/>\n<meta name=\"twitter:card\" content=\"summary_large_image\" \/>\n<meta name=\"twitter:creator\" content=\"@cpa_trendlines\" \/>\n<meta name=\"twitter:site\" content=\"@cpa_trendlines\" \/>\n<meta name=\"twitter:label1\" content=\"written by\" \/>\n\t<meta name=\"twitter:data1\" content=\"bruce w. marcus\" \/>\n\t<meta name=\"twitter:label2\" content=\"est. reading time\" \/>\n\t<meta name=\"twitter:data2\" content=\"2 minutes\" \/>\n<script type=\"application\/ld+json\" class=\"yoast-schema-graph\">{\"@context\":\"https:\/\/schema.org\",\"@graph\":[{\"@type\":\"article\",\"@id\":\"\/\/www.g005e.com\/2012\/11\/14\/managing-risk-in-client-relations\/#article\",\"ispartof\":{\"@id\":\"\/\/www.g005e.com\/2012\/11\/14\/managing-risk-in-client-relations\/\"},\"author\":{\"name\":\"bruce w. marcus\",\"@id\":\"\/\/www.g005e.com\/#\/schema\/person\/cc438e42bae7d615d1a87ffcc9b1e97f\"},\"headline\":\"managing risk in client relations\",\"datepublished\":\"2012-11-14t21:20:47+00:00\",\"datemodified\":\"2024-09-01t18:49:22+00:00\",\"mainentityofpage\":{\"@id\":\"\/\/www.g005e.com\/2012\/11\/14\/managing-risk-in-client-relations\/\"},\"wordcount\":411,\"commentcount\":0,\"publisher\":{\"@id\":\"\/\/www.g005e.com\/#organization\"},\"image\":{\"@id\":\"\/\/www.g005e.com\/2012\/11\/14\/managing-risk-in-client-relations\/#primaryimage\"},\"thumbnailurl\":\"\/\/www.g005e.com\/wp-content\/uploads\/2011\/08\/bruce-w-marcus.jpg\",\"keywords\":[\"marketing\"],\"articlesection\":[\"outlook &amp; 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