How to Upgrade Your Client Base to Optimize Profits

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.

Attend this session and learn:

  • 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.

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.

About Jean Caragher

President, Capstone Marketing

Before creating Capstone Marketing in 1998, Jean Caragher paid her dues as a marketing director working in the trenches with multiple accounting firms. As a result, she knows what you’re going through. Totally. Then one day she was overheard saying, “Wouldn’t it be great if I could do this for CPAs all over the country?”. And so she did. Jean is one of the accounting industry’s premier marketing consultants, providing marketing ideas for accountants for the last 35 years.

Jean is a popular and well-known speaker and has made presentations for the AICPA; Association for Accounting Marketing; PDI Global; Association of Accounting Administrators; American Women’s Society of CPAs; and, many accounting firm associations and state societies. Jean also conducts a variety of marketing training programs for CPA firm partners and staff.

Jean has written or been quoted in hundreds of articles on professional services marketing appearing in Journal of Accountancy, Accounting Today, The CPA Insider, Seasonality Success, The Practical Accountant, CPA Practice Management Forum, Bowman’s Accounting Report, CPA Marketing Report, Professional Marketing, MarkeTrends, Partner-to-Partner Advisory, and other publications.

Jean practices what she preaches her CPA firms to do: get out there, become visible, gain prospects’ trust and you will flourish. Learn more about Jean and Capstone Marketing at

This webinar is part of our Redefining Value webinar series. View the other virtual events and learn more about this series.

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