It's not that any of us purposely want to mislead our customers, but most of us are optimists. We want to communicate what we hope to deliver, and we often fear that under-promising could disappoint a customer.
Clint Eastwood in "The Rookie" said, "If you want a guarantee, buy a toaster." There is no question that many CPA firms are conservative, but are they so conservative they are missing value-added opportunities?
Periodic client review meetings give CPAs and financial advisors the opportunity to put all their tools to work. They’re a good way to reconnect with your clients after tax season and continue to build and strengthen the relationship you have with each other.
In any business, it's extremely difficult to sustain growth through a series of transactional sales activities. Building strong, lasting relationships is crucial to the long-term success of your business.
When meeting with clients, accountants may be most comfortable getting down to business by crunching numbers and going through reports. This approach may seem logical, but it's not always the best approach for relationship building.
The largest U.S. accounting firms believe they are nearly 100 percent focused on client needs and expectations, and perceived by their clients as technologically savvy, with the adoption of paperless and cloud-based technologies, according to a recent survey.
Now I’m not proposing we launch a new TV series where business owners stay in a fancy mansion surrounded by eager CPAs vying for their business. But, I think we all have been there in the heat of the competition for new clients.
Are you really passionate about what you do or are you just pretending? Do you get excited about helping your clients be more successful? Do you seek out opportunities to learn new things that will help your clients overcome their most difficult challenges?