CPA Referrals: Tips on Turn Downs
Posted by Ned Miller on Wed, Dec 28, 2011 @ 11:20
Question: What advice do you have about turning down a CPA’s client? What should I say to the CPA?
Answer: Few bank Relationship Managers look forward to bearing bad news. Here are some things to keep in mind:
1. Do it quickly. A quick “no” may score you points. Show specific reasons why you are passing on the deal. Discuss what the CPA’s client would have to do differently to improve the chances of approval.
2. Anticipate how the CPA will react. Generally speaking, CPAs are rarely surprised if you have taken the time to explain what you’re looking for before you ever see a referral.
3. Don’t pass the buck. Blaming others is not a winning strategy. Even if you feel like the messenger, don’t play that role. Use “we” not “they” in explaining your organization’s position.
4. If you think another financial institution might be willing to help the CPA’s client, say so. If not, say that too.
5. Make sure to take some time to reeducate the CPA about what you’re looking for. A quick review of your target profile might be appropriate.
6. Ask for another opportunity to work with one of the CPA’s other clients.
For more insights on how to work constructively with accountants, sign up for our next live webinar on January 9 at 11 AM Eastern on “Getting Referrals from CPAs.” Joining Buck Bierly will be August Aquila, President of Aquila Global Advisors, who was named one of the 100 Most Influential Figures in the Accounting Industry by the AICPA.
You can register for the session three ways: (1) Call Susan Lersch at 610-296-4771 or (2) email her at susan.lersch@mzbierlyconsulting.com or (3) go to the Training Center section of our secure Webex website at https://mzbierlyconsulting.webex.com and pay the $225 fee for the webinar by credit card.
For more details on the webinar go to http://www.eventspan.com/event/2012-01-09-getting-referrals-from-cpas