Client strategies

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.

Setting a growth goal is about much more than picking a percentage -- firms need to dive deeper to understand what it will really take to hit that goal, says Bob Lewis of The Visionary Group -- and they need to make sure they have people who can bring in the new business they need.

With a little bit of data analysis, accountants can help small businesses develop more profitable approaches.

I always prepare for client meetings. Sometimes I overprepare because I don’t want to be unprepared and also because I want to control the pace, direction and timing of the meeting.