Client Satisfaction

Key Elements of a Client Satisfaction Program

How to Ask
• Written surveys (mail, online)
• Interviews
• Clients panels, focus groups
• Short surveys after completion of engagements
• Events: Seminars, social events (golf, theatre, etc.)
• Communication: Newsletters, e-newsletters

What to Ask
• How you were selected: Competitive fees, Industry expertise, Location, Integrity and ethics, Personal relationships, Professionalism, Range of services, Reputation , Size of the firm, Technical expertise
• What do you enjoy most about working with ?
• What are you dissatisfied about with your relationship with ?
• What do you think differentiates (your firm) from other accounting firms?
• In the past year have you considered changing CPA firms? If yes, why?
• Questions regarding referral activity, quality/timeliness of services, frequency/quality of communications, their engagement team,
• Cross-selling questions: You are currently providing, Another Company is Currently Providing, Planning to Purchase in the Next 12 Months
• Rate value for fees paid

When to Outsource
• When you don’t have the internal resources
• When you are interested in obtaining more unbiased feedback

Referrals

You have a successful referral program when …

As follow up to today’s webinar, “Client Satisfaction and Service: How to Retain Clients and Grow Revenue in a Recession,” you have a successful referral program when …

• You can identify the bankers, attorneys, etc. of your clients.
• You meet with your referral sources/COIs on a regular basis.
• Your professional staff has specific referral marketing goals.
• You track these meetings.
• You track referrals given out/received.
• Your people can describe the type of new business you are targeting.
• You are training/mentoring/providing opportunities for your people to build their own networks.
• You utilize the networks of your colleagues to solve others’ problems.
• You ASK your clients and referral sources for leads.
• You thank your referrals sources for leads – the value of handwritten notes.