Client strategies

The world of accounting can be a harsh environment. How do you stand out in a crowded field?

Don’t underestimate the power of your network.

Learn one new thing that you can use to provide a value-laden benefit to your clients.

To get more business, accountants need to invest more in the time they spend face to face with prospective clients.

Researching new business prospects before picking up the phone or sending an email will help you determine whether they are a good fit for your accounting firm’s services.

Most people who set their inboxes to OOO don’t put much time into what they’re conveying to the outside. They should. And so should you.

Firms need to adapt their business development efforts to the reality of the pandemic.

With the many issues presented by 2020, it’s a great time for a deeper conversation with clients.

Writing a weekly column forces me to always be looking for ideas and has made me much more observant of what goes on in the public accounting profession as a whole and also within firms of all sizes.

Do you want to be a high-volume practice that does lots of repetitive work (like a dentist)? Or do you want to be a low-volume practice that solves complex cases and problems (like a surgeon)?