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Improving Profit: Using Contribution Metrics to Boost the Bottom Line by Keith N. Cleland

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Accounting Firm Wins by Losing a Third of Its Fees

Losing a client to a departing staff member is an ever-present concern for professional firms—a problem this practitioner succeeded in overcoming.

When the two partners of Jones & Associates reflected on the profession’s advertising slogan, “Not Your Average Accountant,” they considered their practice to be well above the average.

They practiced out of an upmarket office and ensured the latest magazines were available in a foyer staffed by a chic receptionist. They also offered regular seminars on matters related to client concerns, including taxation, retirement, financial planning, computerization, ...

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