When a client engages me for any type of service, there are specific descriptions of what we will do and the goal or end result of the services. What is not figured in is “the Ed Mendlowitz factor.”
Once someone signs on with me, my radar gets turned on 24/7. What this is, is my thinking about them, their business or situation, and focusing on how I could help them additionally with any issues or problems they have and also to add unexpected value. Included is the full application of my knowledge and vast and extensive experience including my intense desire to apply what I can to help clients with their situation. This is all “thrown in” gratis with my pleasure.
The reality is that we are just another vendor to our clients regardless of how they act and respond when we are together. I am sure they greatly appreciate what we do for them, but when we are gone, so are their thoughts of us. This is not so for me and I am sure many of my colleagues. We take the relationships personally, dwell on every issue and carefully look for ways to provide tremendous value to them. Our mind works “overtime” thinking about them. We care, and I believe it is evident in the results. That is the primary reason for the long relationships most accountants have with their clients.
When clients engage accountants, they bargain for specific services, and they get that, and much more. In my case it is the “Ed Mendlowitz factor.” Gratis!
Edward Mendlowitz, CPA, is partner at WithumSmith+Brown, PC, CPAs. He is on the Accounting Today Top 100 Influential People List. He is the author of 24 books, including “How to Review Tax Returns,” co-written with Andrew D. Mendlowitz, and “Managing Your Tax Season, Third Edition.” Ed also writes a twice-a-week blog addressing issues that clients have at www.partners-network.com along with the Pay-Less-Tax Man blog for Bottom Line. Ed is an adjunct professor in the MBA program at Fairleigh Dickinson University teaching end user applications of financial statements. Art of Accounting is a continuing series where Ed shares autobiographical experiences with tips that he hopes can be adopted by his colleagues. Ed welcomes practice management questions and can be reached at (732) 964-9329 or emendlowitz@withum.com.
