Client strategies

Ed Mendlowitz shares why he became an 'expert generalist.'

Since professional services are intangible, the prospect is most likely probing for assurance to offset their natural skepticism.

While successful tax professionals find themselves with a surplus of business from January to April, the months of May to December are way too light.

Despite gentle nudges, love taps and tactics to shorten the cycle time, the process is slow and the lag time is painful.

From a CPA’s perspective, the thing your clients value most is not a spreadsheet, financial statement or tax return; it’s the clarity you give them that helps them make better financial decisions.

When choosing a mid-market CPA firm, many clients pay more attention to the ability to “connect” with the client service partner and staff than to the quality of the work performed.

With technology and cloud accounting, does it matter where your office is located? The answer is: Absolutely.

It’s tough to stand out as a professional services firm these days, especially in a field like accounting.

The Tax Cuts and Jobs Act offers accounting firms an opportunity to go beyond their traditional compliance services.

Reverse-engineering your sales approach by looking at things from the eyes of the prospect can boost your effectiveness.

Being available is essential for maintaining and strengthening relationships with clients…and everyone else you interact with professionally.

Accountants are being called to change — before change is forced on them.

Rainmaking can be fun if you follow a process designed to improve your batting average.

Advertising, building a client base and handling technology all present major issues to a new practice.

Art Kuesel on how opening up with clients and other professionals can bolster a professional relationship.

One proven growth strategy is to offer more services to the same clients.

When a client engages me for any type of service, there are specific descriptions of what we will do and the goal or end result of the services.