search query: @author Pallais, D. / total: 5
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| Author: | Pallais, D. Good, E. |
| Title: | What do clients want? |
| Journal: | Journal of Accountancy
1996 : DEC, VOL. 182:6, p. 75-80 |
| Index terms: | ACCOUNTING CLIENTS DEMAND |
| Language: | eng |
| Abstract: | If a CPA firm wants to expand, there are two ways to do it: sell more services to existing clients or find new clients. Conventional wisdom is that the former is more efficient because the relationship and track record already exist. But not all clients want additional services. Is the disposition to obtain additional services a characteristic of the client? Or a reaction to the CPA who serves that client? During the work of the American Institute of CPAs special committee on assurance services, the authors explored why clients obtained enhanced CPA services by questioning satisfied clients and the partners who serve them to find common elements of their relationships. |
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