The Account-Centric Approach: Improve Client Satisfaction While Increasing Your Revenues

Domain: Client Services

This discussion of account-centric techniques will demonstrate how accounting firms keep and expand client relationships through focused client care as well as solution and needs-based selling. The difference in compensation structures between law firms and accounting firms will be discussed and advice will be shared on how an account-centric program can be initiated in a culture where the team approach has been problematic. Marketing managers/directors will walk away with ideas about how to implement simple client feedback programs and account planning workshops. Attendees will be able to refresh department objectives beyond visibility and branding tasks and begin providing true business development support. The program provides examples of issue/action/ impact level discussions with clients, relationship maps, and pipeline trackers. The audience will learn how to choose clients for the program and identify client opportunities to link their firm’s capabilities with client needs.


Frank Ellis, Director, Business Development Leader, SingerLewak
Brenda Pontiff, Director of Marketing & Business Development, Burleson LLP

Member Price: $39
Prospective Member Price: $59