The Journey to Becoming a Cherished Advisor: The Soft Skills Needed to Create Long-Lasting Client Relationships

  • Wednesday, May 22, 2019

    1:00am – 2:00am
  • 1
    Personal Development

As accounting and bookkeeping professionals, we strive to improve our clients' businesses with the financial information we provide to them. Yet many of us still spend the majority of our time entering data and crunching numbers, which doesn't leave enough time in our day to help our clients actually improve their businesses at a holistic level. With cloud technology, artificial intelligence and machine learning, much of the traditional data entry tasks of the past will be reduced. However; the human side of the experience can never be replaced by technology, only enhanced. Our clients are asking for our time, and now with technology's gift of more time, we can learn to create the value our clients want by clearly communicating the meaning of financial data in a way that helps each company succeed and thrive. As a Cherished Advisor, you become a strategic partner that your business clients appreciates, highly values and can't imagine living without.


* Recognize what clients want versus accountants

* Identify the soft skills needed to create better relationships with your clients and grow new service lines

* Establish ways to build additional value beyond accounting for your clients

* Identify sales and marketing techniques needed from discovery and throughout the client relationship


Understanding what clients want versus accountants

Overcoming the fear of technology and disruption

Defining what a Cherished Advisor is

Learning soft skills to become a Cherished Advisor

Mentoring your team to become advisors

How to build additional value beyond accounting for your clients

The tools to utilize to become a thought leader in your selected niche

Delivering engagements in different ways

Creating a customer experience in your firm

Developing a sales process

Ongoing customer relationship management

Evaluating client happiness

Creating internal staff happiness

Additional Information

Designed For

Senior Level Associate, Management, Partners, Firm Owners


American Institute of CPAs


Base understanding of cloud technology and optional reading of Amy Vetter's book available on Amazon.com: Integrative Advisory Services: Expanding Your Accounting Services Beyond the Cloud

Field of Study

Personal Development

Course Number


Level of Knowledge


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