search query: @author Barefield, R. M. / total: 2
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| Author: | Doucet, T. A. Barefield, R. M. |
| Title: | Client base valuation: The case of a professional service firm |
| Journal: | Journal of Business Research
1999 : FEB, VOL. 44:2, p. 127-133 |
| Index terms: | Accounting Customers Service Companies Models Case studies |
| Language: | eng |
| Abstract: | A significant part of the value of a service business can be attributed to the value of its customer or client base. This study uses as an example an accounting firm to develop client base valuation model. The model helps to explain current approaches to client base valuation and also suggests issues that warrant further investigation. A critical investigatory issue is client base attrition. Using data from five accounting firm acquisitions, the study examines empirically the impact that key client contact personnel do have on client base attrition. Results indicate that the retention of key client contract personnel by the acquiring CPA firm significantly reduces client base attrition post-acquisition and can enhance the valuation of client bases by significant amounts. |
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