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With crypto still a new financial instrument, accounting practitioners need to be aware of delivery and expansion issues. Firms and practitioners must be up to date on changes in accounting and regulatory treatment to best advise both current and future clients.

Selling is about helping a prospect find a solution to a problem. All you need to do is educate your client that you are the best solution provider. You will be considered a trusted advisor, or if you are exceptional, the client’s most valuable advisor.

Many firms are scrambling for qualified staff to fill vacancies and are turning to outsourcing and offshoring. However, firms need to be mindful of their respective state board rules, IRS rules and other standard-sending bodies’ rules.

Recruiting and retention are woven together in a tapestry, and the most successful firms excel at both. Accounting firms with the lowest turnover demonstrate all or most of certain characteristics.

To be great at selling your services, you have to be better than just yourself — you have to change your behavior and adjust to the needs of your prospect.