CPA Practice Advisor - 6
to Ensure Successful
(and Profitable)
By M. Darren Root, CPA.CITP, CGMA
WE ARE IN the business of building relationships. No matter how advanced technology becomes, at the heart of the accounting profession, we are people of our
people-our clients. That means face-to-face meetings with clients are still (and
will likely always be) a mainstay component of a firm's business model. And now
well into busy season-the one time of year you can bank on seeing clients in the
office-firms need to make the most of "live" time.
Having clients onsite, live and in-person, represents a golden
opportunity. Firm partners and staff who have mastered the
client meeting understand that a successful meeting is about
so much more than providing a rich experience. Of course, you
want clients to feel special and loved, but you also want to use
this time to collect data and get to know your clients on a much
deeper level.
So, why is data collection so important? The answer is fairly
straightforward: Because data is the gateway to providing a
superior client experience-one where the focus is on making
the client's life better overall. Think about it, if we understand
clients at every level, we are far better equipped to proactively
offer services and advice that align with their life goals. It's
about digging deeper and uncovering not just the clients' needs
(bookkeeping, payroll, etc.), but also unearthing their wants. Do
clients want to retire by age 55 and travel the world, to save for
their children's education, to grow their business by 30% and
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expand into new market spaces? Data offers us far more detailed
insight into our clients' lives.
THE 3 SECRETS ...
Data is at the heart of the three secrets that ensure a successful
and profitable client meeting. Data is the glue that holds the
broader business model together. So, for your next client meeting,
consider applying these tested and proven concepts:
1.
GO IN WITH DATA
COLLECTION AT THE TOP
OF YOUR LIST
It's all about the data! While you may think you have adequate
information on your clients, trust that there is always something
you don't know. This is why you should be actively collecting data
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CPA Practice Advisor
Table of Contents for the Digital Edition of CPA Practice Advisor
From the Editor: It's Really the 21st Century Now
From the Trenches: Do You Have a Clear Technology Vision?
Three Secrets to Ensure Successful (And Profitable) Meetings
Technology In Practice: CES 2020 Highlights: New Workstations for Accountants
2020 Product Reviews: CRM Systems for Accounting Firms
The Staffing & HR Advisor: 5 Tips to Prevent Staff Burnout During Tax Season
The ProAdvisor Spotlight: Take the Pain Out of Payroll with New Features in QuickBooks Online Payroll
2020 Product Reviews: Expense Management Systems
The Leadership Advisor: A Different Kind of Value: Defining Your Professional Purpose
Apps We Love: Meeting & Calendar Apps
The Millennial Advisor: "Alexa, Call My Accountant": Staying Relevant in an AI World
Three Visionary Trends to Consider in 2020
A Year in the Life of a Payroll Accountant: What is a Payroll Lookback Period for Forms 941 and 944?
AICPA News: A Round-up of Recent Association News and Events
Bridging the Gap: Six Steps for Adopting a Growth Mindset
CPA Practice Advisor - 1
CPA Practice Advisor - 2
CPA Practice Advisor - From the Editor: It's Really the 21st Century Now
CPA Practice Advisor - From the Trenches: Do You Have a Clear Technology Vision?
CPA Practice Advisor - 5
CPA Practice Advisor - Three Secrets to Ensure Successful (And Profitable) Meetings
CPA Practice Advisor - 7
CPA Practice Advisor - Technology In Practice: CES 2020 Highlights: New Workstations for Accountants
CPA Practice Advisor - 9
CPA Practice Advisor - 2020 Product Reviews: CRM Systems for Accounting Firms
CPA Practice Advisor - 11
CPA Practice Advisor - The Staffing & HR Advisor: 5 Tips to Prevent Staff Burnout During Tax Season
CPA Practice Advisor - The ProAdvisor Spotlight: Take the Pain Out of Payroll with New Features in QuickBooks Online Payroll
CPA Practice Advisor - 2020 Product Reviews: Expense Management Systems
CPA Practice Advisor - 15
CPA Practice Advisor - 16
CPA Practice Advisor - The Leadership Advisor: A Different Kind of Value: Defining Your Professional Purpose
CPA Practice Advisor - Apps We Love: Meeting & Calendar Apps
CPA Practice Advisor - 19
CPA Practice Advisor - The Millennial Advisor: "Alexa, Call My Accountant": Staying Relevant in an AI World
CPA Practice Advisor - Three Visionary Trends to Consider in 2020
CPA Practice Advisor - A Year in the Life of a Payroll Accountant: What is a Payroll Lookback Period for Forms 941 and 944?
CPA Practice Advisor - 23
CPA Practice Advisor - AICPA News: A Round-up of Recent Association News and Events
CPA Practice Advisor - Bridging the Gap: Six Steps for Adopting a Growth Mindset
CPA Practice Advisor - 26
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