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:

• Recognize how to measure the impact of client retention on your bottom line


• Identify practical client retention strategies you can apply at your firm


• Define how to analyze your client base and identify the clients to transition out of your firm


• Determine how and when to transition clients out of your firm


• Summarize how client retention can improve staff retention

• Fee history (three years) 


• Realization (three years) 


• Payment history 


• Services provided 


• Timing of the work