Client Relations and Practice Development

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Client Relations and Practice Development

• The Young CPAs and Emerging Professionals
  Conference
• Friday, May 22, 2009

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A Quote from Oscar Wilde

•  I put all my genius into my life I put all my
  talent into my works.

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You and Your Firm

• Personality of a public accounting firm
• Size
• Type of Clients
• Ownership
• Environment
• Did you interview your firm?
• Your role as an accountant
• Level
• Responsibilities

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What Does Your Firm Expect From You?

• Core values from the CPA Vision Project
• Continuing Education and Life-Long Learning
• Competence
• Integrity
• Attunement with Broad Business Issues
• Objectivity

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Your Value to the Firm

• Get the work done!!!
• Overall attitude
• Focus
• Firm direction
• Working better
• Client needs
• Client contact
• Client development
• Bringing em in!

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Client Development

• Know your firm and what they are looking for
• Does the firm (or do you) have an emphasis on the
  type of work to bring in?
• Likewise the type of client?
• Keep those core values in mind
• Communicate your interest in client development
  and seek input from management
• Develop a plan, an approach develop a comfort
  zone

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Client Development

• Develop rules that the firm can live with
• Cold calling
• Advertising
• Firm comfort zone
• Concentration of work and deadlines
• Relationships with other firms
• Firm liability for client actions
• Are you alone out there?

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Client Development

• Develop rules that YOU can live with
• You are unique
• You never stop learning
• You represent your firm and your profession
• Dont do anything you cant tell your mother
  about
• Know your environment
• Know your MOJO and share it
• Develop an inner circle
• Dont be afraid of failure

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Pick Your Comfort Zone

• Your most effective client wooing is done where
  you are most comfortable . You just have to make
  yourself available and speak up!
• Hobbies
• Sporting events
• PTA meetings
• Social events
• Clubs and associations
• Outreach ..

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Roxies Practice Development!
Choose a job you love, and you will never have
to work a day in your life. - Confucius
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Marketing Whose Job Is It?

• Everyone in a company/firm is responsible for
  marketing
• Receptionist
• File Clerk
• Administrative Assistant
• Office Manager
• Accountants
• Interns
• Partners/Owners

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What Can I Do to Meet People?

• Get involved!
• Volunteer
• Not-for-profit organizations
• Professional organizations
• Attend Social Events
• Chamber of Commerce
• Client gatherings

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What is the Best Way to Bring in Business?
Do great work and your clients will market for
you
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How to get Clients by Word-of-Mouth Referrals

• Do great work
• Tell people about it
• Ask for their business

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Kyms Lookback!

• Plan instead of panic
• Dont forget the firm as a business, rather than
  just meeting deadlines
• Type of clients
• Expectations
• Know your own strengths and weaknesses
• Get some help the right people!
• Always take time to ask yourself questions
• Be true to yourself

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Roxies Lookback!

• Dont be afraid to meet people
• Be proud of what you do
• Let your clients help you market
• Get involved in your community
• Get involved in professional organizations
• Always look for the next opportunity

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Contact us Anytime

• Kym Anderson
• [phone]
• kyma_at_jonesandco.net
• Roxie Samaniego
• [phone]
• rsamaniego_at_cpawsc.com