Client acquisition

A merger in Salt Lake City puts two local auditors ahead of the pack.

Done right, it's the first step to innovation for accounting firms.

Do you see the gleam of understanding and interest in the eyes of your listeners when you tell them about your services? Or do they just stand there, numb and uncomprehending, wishing they were somewhere else?

Accountants need to really understand their clients' perspectives to live up to their 'trusted advisor' status, says Geni Whitehouse.

It’s tough enough to grapple with sexual harassment in the workplace. It’s more complex when clients are involved.

This perspective has been written for CEOs at CPA firms doing $50 million to $100 million in annual revenue with quality profits per partner who want to make their firms bigger, better, stronger and more profitable.

When it comes to the extremely important business of selling professional services, why do we often choose to shun goal setting?

Taxpayers who prepare their own returns can sometimes end up being new clients.

The Big Four firm had the larger number of new clients for the year, but the Seattle firm netted the most.