Make them love you

摘要

The rise in the audit threshold and the Accounting Standards Board's new Ethical Standards are making it ever more difficult for small and medium-sized firms to rely on audit as a fee generator, or loss leader. But as clients who no longer require (or want) an audit redirect their funds into other areas, practitioners also have an opportunity to redirect their efforts providing clients with the sort of value-added services that can make a visible difference to their business and tie them more closely to the firm. Selling additional services to an existing client is much easier than finding new clients, so concentrating your efforts on them makes a lot of sense. But where do you begin? How do you identify the clients with most potential? How can you ensure that you offer them the right service just when they need it most? How do you find the. time to give them the personal touch?