Client strategies

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.

No one cares how smart you are; they just want you to help them make better financial decisions.

Preparers share how they'd change things if they could do 2018 over again.

There are lots of potential missteps that can trip you up along the road to making your firm more visible to the right prospects.

Businesses are transitioning to the next generation of owners, too – and they’re mostly Gen Xers.

A merger in Salt Lake City puts two local auditors ahead of the pack.

The move to advisory services starts with a question (or two).

Accounting firms and tax pros can do more than just relax after tax season.