Thursday, January 8, 2015

3 Resolutions to Position Your Accounting Firm for 2015

Once busy season begins, you’ll have precious little time to consider whether your accounting firm has made the right moves to build client relationships and grow in 2015.
Instead, you’ll be feverishly working to meet imminent deadlines and to survive the grueling work schedule.
Studies have shown that accountants’ top pain points consistently include winning new clients, retaining current ones and managing a compressed workload. Now is the perfect time to work toward addressing these concerns.
Here are three resolutions accountants should make to help turn this busy season into your firm’s most productive ever in terms of developing business for the entire year.
1. I will use busy-season meetings to cultivate engagements for the rest of the year. As you talk with and meet with business clients in the coming days and weeks, commit to taking steps that will help secure advisory engagements during the rest of the year. For example, develop a list of all services your firm offers, using terms the client can understand or including examples. Distribute the list by email or in person to each client when you present their financials or tax returns. 
Another option: Make sure you ask each client about their pain points or challenges so that you can look for opportunities to help with those issues. A client may tell you they worry about being able to retire and sell their business, or they may worry they aren’t keeping up with competitors. Asking questions and initiating dialogue will deepen the client relationship and reveal opportunities for additional engagements later in the year....

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Source: Mary Ellen Biery (

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