Client strategies

Whether you call it value billing or advanced pricing, the way accountants charge for their services is going to change in the near future, and consultant Michelle Golden dives into how.

Building a wealth management practice among the midsized mass-affluent

Accountants too often shoot themselves in the foot when it comes to talking to clients about fees, and Inovautus Consulting’s Sarah Johnson Dobek encourages them not to be afraid to stand up for themselves and their value to make these conversations less awkward.

Thanks to technology, we see clients less, but speak and interact with them more, maintaining and strengthening the relationship.

Who would the changes help — and hurt? Baird’s director of advanced planning weighs in.

Or do you just want to carp about the one that got away?

How would your firm's culture change if your best clients were always in the room?

A month ago I wrote that I “gave away consulting and coaching” services. However, that is not the whole story and because of the calls I got, here is some more of what I did and do.

It is significantly more expensive to attract a new client to an accounting firm than to invest in client retention.

Clients buy something they need or solutions to problems, not hours. Here is a situation that has actually occurred in a client’s legal matter.

An inside look at how one firm boosted its sales tax services with a new billing philosophy.

Tax pros differ over whether they want the taxpayer present for their process.

The future lies in becoming a product-management firm.

The cleanup goes on long after the storm has passed. Here’s how financial planners can provide advice for one of clients’ most expensive traumas.

A deeper into look at your firm's skills and services may reveal some surprises.

Just as no ship would sail without navigational tools, no successful professional services firm would attempt to grow their business without a solid sales and marketing strategy.