Tax Season provides an exceptional opportunity for individuals and firms to grow their practice. While it is well known to be the busiest time of the year for accountants, it also provides the most unique opportunities for identifying up-sell and growth potential in current clients. A simple change in mindset and training on how to uncover opportunities can set you up for significant growth in 2020.
Accountants that have strong growth goals in 2020 should attend this one-day workshop to learn the following:
Understanding the Impact of the Client Experience
Accounting firms are now being forced to move beyond commoditized services like tax preparation and find other ways to provide value to clients in order to win new business and retain clients. One differentiator that firms are embracing is exceptional client service. While this looks different for each firm, the client experience during tax season can impact whether or not that client expands their services with you or potentially looks for a new firm for their tax work. This workshop will guide you through the process of formalizing the client experience you plan to provide based on the your intended impact for client service.
Uncovering New Opportunities With Current Clients
If your goal is to begin providing new services to clients in addition to tax preparation, identifying those opportunities are easiest while you are completing the tax preparation. Clients value their relationship with their accountant most when the accountant is providing services above and beyond compliance work. You have the unique opportunity to uncover potential consulting or additional service areas while working on their tax return with very little added work. Additionally, current clients are the easiest to “sell” since they are already using your services and hopefully value your relationship. Utilizing this time to uncover new opportunities can set you up for significant growth after tax season and has the potential to build better relationships with your clients. This workshop will guide you through the workflow for identifying new opportunities and how to train your staff for this as well.
How and When to Ask for the New Business
Once you have identified opportunities to provide additional services to your clients, it is important to understand how and when to ask for the new business. Accountants tend to shy away from up-selling current clients for fear of rocking the boat. In reality, your clients appreciate a consultative approach and will appreciate your insight on how to provide them better service. In this workshop, we will work through different scenarios on when you should ideally ask for the new business and also how to have those conversations with clients.
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This session qualifies for 8 hours of CPE credit
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