Publisher's Synopsis
Updated and expanded edition with 70% more content. New clients are important to every practice. Professional service firms invest heavily to secure new clients in terms of marketing spending and practice development efforts. Firm compensation systems typically tilt towards rainmakers. Yet a significant source of additional revenue is sitting inside a firm's current client base and it can be yours with very little investment. If you aren't regularly diagnosing client needs and addressing them, someone else will. Perhaps they already have. The authors' 3x3x3(sm) client service model is a collection of proven best practices that will help firm leaders, business developers, and marketing directors grow their practices, create "sticky" clients and increase wallet share. Use the tools in this book to: 1. Learn how clients want to be served 2. Create clients loyal to your firm 3. Capture incremental revenue 4. Uncover high quality referrals 5. Drive greater accountability 6. Bulletproof your clients from competitors To listen to a 10 minute podcast by the authors about the book, go to JenningsWire PR: http: //lnkd.in/J7NtUK What others are saying: "Wallet Share is an easily digestible road map to better serve, acquire and retain clients. The learnings and processes advocated in this book have given clarity and a common language to our efforts. We understand our business better and our priorities are clear. I plan to make available a copy of Wallet Share available to each of our partners and managers and to use the methodologies outlined to move us forward as a team and grow our Firm. " -Harold Gaar, Former Managing Partner, Travis Wolff The ideas and processes in this book are simple and pragmatic, which will allow almost any firm to put them to good use. From client service plans and partner accountability to client prioritization and retention, it's clear that Lee and Tom understand the keys to growing a CPA firm. The challenge for the reader will be to stop allocating resources to lower value-added activities to be able to implement some or all of the ideas found in this book. Those who can, won't regret it. -Bruce Shapiro, Group Managing Partner, Plante Moran PLLC "Wallet Share is a great written summary of the value L. Harris Partners brings to the CPA community. It is an amazing investment in time and a great reminder of the importance of client prioritization and retention. Tom and Lee bring tremendous value to CPA Partners looking to grow their practices profitability. I highly recommend reading Wallet Share to CPAs looking to better their practice in a simply but easily defined method. We purchased 100 books to send to our best CPA clients. I felt it was that good of a read." - Julio Gonzalez, CEO, Engineered Tax Services "What a gem. An easy read, but absolutely packed with actionable ideas to capture the over-looked growth from the current client base. Highly recommend to anyone interested in retaining clients and growing their practice." -Kimberly Merrill, Senior Vice President, Engineered Tax Services
