How to Upgrade Your Client Base to Optimize Profits

Type: Webinar with NA CPE

06 June 2023 1:00 pm ET
06 June 2023 3:00 pm ET

1:00 pm – 3:00 pm ET

Untitled Document

2 hrs CPE/CPD in Taxes

Program Level: Basic 

How to Upgrade Your Client Base to Optimize Profits         

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Note: This webinar is hosted by the Center for Accounting Transformation. AGN is sponsoring spots for our members to attend. Register here and you will receive information on how to connect to the webinar directly from the C4AT. 

For many CPA firms, the COVID-19 pandemic resulted in a burst of new clients with many businesses needing the expertise of accountants to remain solvent. A lot of CPAs are reluctant to fire clients, and continue to work with “D” clients year after year. Add to this situation the perennial focus on work-life balance and the staffing shortage. More than ever, CPAs need to focus on and get paid for working with their best clients.

Upgrade your client base to optimize profits by retaining your best clients, obtaining more ideal clients, and transitioning out your worst clients. 

Learning Objectives

  • How to measure the impact of client retention on your bottom line
  • Practical client retention strategies you can apply at your firm
  • How to analyze your client base and identify the clients to transition out of your firm
  • How and when to transition clients out of your firm
  • How client retention can improve staff retention

Additional Information – Advance Preparation (recommended)

Prepare a spreadsheet/report of your client base segmented between individual and corporate clients/ Include as much information as possible:

  • Fee history (three years)
  • Realization (three years)
  • Payment history
  • Services provided
  • Timing of the work

You will refer to your spreadsheet/report throughout the webinar to get you started on the action steps needed to upgrade your client base.

Speaker Bio

Jean Caragher, MBA
Capstone Marketing

Jean Caragher gets things done. For CPA firms seeking to improve their marketing, Jean is the go-to resource for strategy and implementation. With over 30 years of experience working solely with CPAs, Jean knows the challenges and opportunities firms face today. Her experience and knowledge, combined with her practical approach, help growth-focused CPA firms attract the best clients and talent. Jean is a Certified HubSpot Partner, and a Certified Instructor of Advanced Pricing Methods®.

A well-respected industry specialist, Jean is an inaugural AAM Hall of Fame inductee, a multiple AAM-MAA award winner, and a CPA Practice Advisor Thought Leader. Prior to launching Capstone Marketing in 1998, Jean served as a CPA firm marketing director and association executive director. She has twice been named one of Accounting Today’s 100 Most Influential People in Accounting.

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