L5 Notes_Part_1 - 2. out compete call for proposals partner...

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© W.R. Knechel The Lifeblood of Audit Practice New Clients
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© W.R. Knechel Obtaining New Clients How do firms grow and expand their practice? a. Form a reputation of competence and integrity with former clients,employees, employers, co-workers, and classmates, as well as underwriters and financial and business leaders b. start a new firm c. obtain clients from other firms 1. purchase (ex: retiring CPA's practice)
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Unformatted text preview: 2. out compete call for proposals partner incentives key referrals (e.g., small firm can't handle SEC refers you see (a) above, personal contacts, participating in community activities, speaking engagements, repeat business) advertising target specific industries lowball 3. merge with other firms (e.g., retiring CPA wants to ease clients transition) - discuss pitfalls or merging d.special services...
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L5 Notes_Part_1 - 2. out compete call for proposals partner...

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