Client strategies

The last few years offer important lessons for accountants going forward.

At some point everyone has some time pressure, some much more than others, but time pressure is a reality.

Serving a single family can be a complex — but profitable — niche.

Most accountants sooner or later need to have awkward conversations with clients about overdue bills or work that goes beyond the scope of their services, but putting off those conversations can mean they never collect those extra fees.

A new business model can enable a firm to run more efficiently, staff to be more productive, and clients to be better served.

The conflicts are fewer than many think, but they still require attention and planning on the firm's part.

Having a goal of added services for 5% of tax clients generates revenue and in some cases provides a life-altering benefit.