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Client management

A strong client relationship is vital to the success of any accounting practice. On this page we provide a selection of resources on client care, client management and how to build successful client relationships.

Featured article

The value of client managers
AccountingWeb, December 2017
Client managers can keep firms moving while everyone else is standing still. In self-assessment season, even a small accountancy practice could benefit from a client management specialist.

ICAEW resources

Supporting your clients
ICAEW resources on how to develop client relationships, best practices for making referrals and options for providing services to both businesses and individuals.

Online articles

The Library provides access to leading business, finance and management journals. These journals are available to logged-in ICAEW members, ACA students and other entitled users subject to suppliers' terms of use. 

Two truths and a lie: Introduction to deception detection

The authors present a learning activity to help accounting students identify common signs of deception that may be present in interactions during auditing or forensic accounting engagements. Students create a short, simple video as a base for the activity, then engage in a review of assigned materials, group discussion, and an individual written self-reflection.

Do you know what your firm sells?: A lack of clarity can be an enterprise killer for accountants

Redefine the range of services your firm offers, based on the market and evolving client needs.

They need you, they're just not always sure what for

Accounting Today's 2018 Small Business Accounting Insights survey uncovers accountants' clients' biggest needs.

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Useful links

CaseWare top 100 practices survey 2015 
Results from a CaseWare survey of accountants at the UK's top 100 practices, which looks at how often accountants meet their clients to discuss business and strategic matters. Requires free registration to download.

A selection of articles and links on CRM systems are available from our Customer Relationship Management (CRM) page.

Articles and books in the Library collection

Selected articles and books

Generating leads
Financial Accountant, Sep/Oct 2014
The author outlines tried and tested ideas for attracting new clients to a practice. Identifying a practice's ideal clients is the foundation of successful lead generation; a mixture of traditional and new lead generation methods yields the best results.

Wallet share: grow your practice without adding clients
(Createspace, 2013)
Introduces the 3x3x3 client service model to help practices strengthen relationships with their clients.

Find more articles and books

To find out how you can borrow books from the Library please see our guide to book loans.

You can obtain copies of articles or extracts of books and reports through our document supply service.

Can't find what you are looking for?

If you're having trouble finding the information you need, ask the Library & Information Service. Contact us by telephone on +44 (0)20 7920 8620, by web chat or by email at library@icaew.com.

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