Ways to Stay Client-Focused


Before you meet with a client, relax. Deep breathing or sitting still with eyes closed for 60 seconds is often effective.

Be prepared for client meetings and have an objective. Then be flexible enough to drop all plans. The point is to be ready to meet reality, not to try to control it.

Don’t multitask. When you’re with a client, turn off your mobile devices and don’t check e-mail. Sit with your back to glass doors or windows to avoid distractions.

Start all client interactions by checking the agenda. “Could we start with X and Y? Is there anything else we need to cover today?”

Listen, listen, listen. When clients are discussing something, first let them describe it in their own words.

Source: Trust-Based Selling: Using Customer Focus and Collaboration to Build Long-Term Relationships by Charles H. Green. McGraw-Hill, 2006.

SPONSORED REPORT

Taking stock of artificial intelligence

Artificial intelligence is either the greatest thing to ever happen to human work or the dread of our existence. This independently written report explores how AI will reshape the workplace and how analytically minded individuals can stand out.

PODCAST

How tax reform will impact individual taxpayers

Amy Wang, a CPA who is a senior technical manager for tax advocacy at the AICPA, answers to some of the most common questions on how the new tax reform law will impact individual taxpayers.