Friday, November 3rd, 2017

Be a Proactive Advisor

“Profit in business comes from repeat customers, customers that boast about your project or service, and that bring friends with them.” – W. Edwards Deming

Thanks so much to SageWorks for sponsoring my webinar yesterday: Women in Accounting – Thriving now and into the future and thanks to the hundreds of people who joined in. You are probably using ProfitCents in your accounting practice, if not, check it out.

At the end of my presentation, Colin Tierney of SageWorks shared some interesting points. I wanted to share some of them with you:

  • 25-40% of new business generated by top CPA firms comes from cross-selling to existing clients
  • 75% have changed firms because their CPAs are providing reactive services rather than proactive advice
  • 80% of the accounting market sees an immediate demand for advisory

I hope these numbers inspire you. Profession leaders are urging CPAs to move toward more advisory services. You are “the most trusted advisor.” Capitalize on that fact. Don’t compete on the price of your compliance services. Be more proactive and help your clients become more profitable.

  • "Many receive advice, only the wise profit from it."
  • Harper Lee

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