Get Deeper Client Engagement and Shine with Client SpotLightNovember 28, 2017
Like most practitioners, you have a number of clients with whom you want to have a stronger relationship. You work with them once or twice a year, and you know you can do more for their business. But you’re stuck on how to move out of a seasonal arrangement without sounding like you’re vying for more dollars. You want deeper client engagement but don’t know how to get it.
Don’t worry. We have good news for you.
CCH recently conducted a study of CPA clients. The study asked about top areas of interest in working with a CPA. Two-thirds of the respondents indicated “better business management.”
Put another way, they wish you offered these types of services. The good news is you do. The bad news is they don’t know it.
Client SpotLight offers Deeper Client Engagement
Our strategic training partner, The Growth Partnership, offers a program called the Client SpotLight Process. Through this method, firms focus on a single relationship and work synergistically to elevate it. Firms leveraging this approach realize seven key outcomes, including increased loyalty, ability to cross-sell services, and minimized fee sensitivity. As a bonus, the staff learns to think like partners.
The Client SpotLight Process is a step-by-step system to review a client’s business and examine opportunities for deeper work. Users of ABLE’s CRM platform have access to comprehensive outlines, forms, checklists, and scripts to assist with the technique. It really is easy than you think, and can be seamlessly added to your workflow.
Processes like this keep your firm relevant. The field is becoming more competitive. You are up against other firms, less expensive providers that can “just get the job done,” and now, robots. It’s more important than ever to hone in on your most important connections, extend engagements, and earn loyalty.
ABLE’s foundation is strengthening relationships with your most important contacts. Schedule a demo to see how easy it can be to acheive deeper client engagement.