by Dale Crosby | Jan 29, 2018 | Blog, Client Management, Communication Skills
When should accountants take on responsibility for client relationships? In my previous blog, I touched on the sometimes sensitive topic of leverage of resources and responsibility for workflow within accounting and advisory firms. Benchmark reports have demonstrated...
by Dale Crosby | Dec 19, 2017 | Blog, Business Advisory Services, Client Management
Every principal and partner of a small accounting firm wants to attract high value business clients. However, it seems that many of these clients don’t necessarily want to work with a smaller firm. Instead, they are often attracted to larger firms that come with the...
by Dale Crosby | Nov 28, 2017 | Blog, Client Management, Communication Skills
Independent marketing reports suggest time and time again that the best potential for fee growth for accounting firms lies within their existing client base. It also makes sense that clients who already have a trusted relationship with their accountant would be more...
by Dale Crosby | Oct 3, 2017 | Blog, Business Growth, Client Management, Communication Skills
In recent years, there’s been a significant increase in M&A activity with accounting and financial advisory firms. There’s a clear benefit in providing a more integrated financial service offering to clients. However, it can be a real struggle to manage the...
by Dale Crosby | May 2, 2017 | Blog, Client Management
It’s been close to 20 years since Ron Baker published his book ‘The Professional’s Guide to Value Pricing.’ In that time, there’s been a lot of discussion about what value pricing really means and how it would change the face of public practice accounting. And what’s...
by Dale Crosby | Feb 5, 2017 | Blog, Client Management
You’ve got the client across the line, everyone’s excited about the next steps. You’re definitely in the ‘honeymoon’ stage of the advisory project. Fast forward 3 months and some issues have developed. The project is not moving ahead as quickly as you both had...
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