Can You Win Without Selling?

I was leaving a networking event recently, at the very time a man named Ken Evans was walking into the event. He stopped, put down what he was carrying and introduced himself. He asked me if I had seen the expo in the building next door. I said no. He said, I’d like you to come with me because there are two people you should meet. So, I went. He introduced me to two people who could help me...

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Is Your Customer Service Good Enough to Make Me Buy Local?

Does your firm have in place scripts, processes and follow-up structures to convince me that I should buy local, instead of using a do-it-yourself option or an out-of-town competitor? I’d like to share with you the story that happened to me recently. A few weeks ago, I needed by buy some copies of my book. One place has been sending me information for about 18 months. Finally, I had the need...

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Training Your Staff for Client Interaction

Powerful client interaction is very rarely attributable to a person on your staff who is naturally able to engage clients in the right kind of conversation. The kind of interaction you want everyone on your staff to have with every client is the conversation that  encourages clients and prospects to continue to do business and, perhaps, even bring in more business. In many cases, members of your...

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Capitalize on Tax Season Opportunities

A recent trend in accounting firms has been to have as little contact with clients during tax season. Where possible, the firms ask clients to email information or gather records and information and leave it with the receptionist. It is clear that this approach increases productivity during tax time. It is also clear that these firms are missing significant opportunities to help their clients and...

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