Client strategies

If you find yourself talking for more than 10 consecutive seconds during a client meeting, stop and ask the client an open-ended question, and give them ample time to respond.

The key to commercialization is early adopters.

It’s a cultural issue, largely, but it doesn’t have to stay that way.

How many clients have told you they can’t wait until they’re retired? Suppose you ask them point blank, “What does retirement look like to you?”

Your clients’ complex financial lives offer major opportunities.

As the trusted advisor, you need to assume the role of the point person, or integrator.

Auditors need to provide value beyond the compliance function.

Next time you meet with a client, instead of just making small talk or asking, “How’s the family doing?” take it a step further.

CPA firms have lost sight of their central mission: building client value.