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Becoming a Trusted Business Advisor: How to Add Value, Improve Client Loyalty, and Increase Profits

Becoming a Trusted Business Advisor: How to Add Value, Improve Client Loyalty, and Increase Profits

William Reeb, Dominic Cingoranelli

ISBN: 978-0-870-51902-4

Nov 2016

400 pages

In Stock



Being your clients’ Most Trusted Business Advisor is not about selling and making pitches. It’s really about showing an interest in your clients, asking the kind of questions that will help you learn what is important to them, and then listening. Based on the AICPA’s successful Trusted Business Advisor Program and intended for CPAs who want to take their consulting practice to the next level, this workbook provides approaches to help you do just that.

By the time you finish working through the book’s helpful forms and exercises you will be better able to:

  • have critical conversations with your clients
  • ask the right questions effectively
  • be a better listener
  • easily identify services that will add value to your clients’ organizations
  • avoid administrative pitfalls throughout the process
  • effectively market your services, and
  • profitably grow your practice

Find out how to uncover critical client needs in ten minutes or less, how to help your clients prioritize their wish lists, and how to help them quantify the value of addressing each of the issues that keep them awake at night!

Section 1: The CPA as Most Trusted Business Advisor

Chapter 1: Becoming Your Clients’ Most Trusted Business Advisor 2

Chapter 2: The Changing Profession 12

Chapter 3: Making the Transition to Most Trusted Business Advisor: How and Why 39

Chapter 4: The General Contractor Model 59

Section 2: The MTBA Framework

Chapter 5: Developing Your Self Skills 72

Chapter 6: Refining the Most Important MTBA Tool: Communications 89

Chapter 7: Advanced Communication Skills: Working as a Facilitative Advisor Instead of as a Technical Expert 130

Chapter 8: Delivering Value-Added Services 146

Chapter 9: Advanced Advisory Skills and Practices: Conducting Effective Sales Calls With Clients and Prospects 167

Section 3: Administrative and Organizational Issues

Chapter 10: Billing and Engagement Considerations 223

Section 4: Identifying and Marketing Your Services

Chapter 11: Two Approaches to Providing Advisory and Consulting Services 256

Chapter 12: Marketing Your Firm and Your Services 283

Section 5: Putting It All Together

Chapter 13: Facilitating Your Clients’ Meetings 344

Conclusion 377

Appendix A: Sample Timed Agenda 380

Appendix B: Food for Thought for CPAs Regarding Facilitating Client Meetings 382