The Client-Centric Firm: Turning Relationships into Growths

Growth looks different for accounting firms today. Traditional strategies and tactics are being disrupted by M&A, private equity, and changing firm dynamics. At the same time, client buying behaviours are evolving and clients are raising the bar—expecting more proactive advice, deeper insights, and tailored guidance. For firms across the BDO Alliance, this presents both a challenge and an opportunity: how can you evolve your client engagement strategy to drive meaningful growth and stand out in a crowded market?

Join us on May 22nd at 11:00 AM EST, for a BDO Alliance USA Member fireside chat with Kristen Petrel, Director of Industry Segments and Client Growth, and Lauren Price, Marketing Manager at LBMC, a Top 40 US accounting firm and industry leader in financial, human resources, technology, information security, and wealth advisory services, who successfully adapted their client engagement strategy to navigate these industry shifts.

Hear how they:

• Transformed their approach to client engagement: moving from transactional interactions to deeper, relationship-driven services.
• Better aligned their professionals with client needs: LBMC improved account planning by identifying key internal connections, ensuring the right professionals were engaged on key accounts, uncovering cross-selling opportunities, and proactively planning for leadership or ownership transitions within client organizations to strengthen retention.
• Created a firm-wide client-centric culture: improving data quality and relationship visibility empowered professionals to stay informed on client interactions, track key account insights, and foster stronger firm-wide collaboration for more meaningful client engagement.

Moderated by Introhive’s VP of Marketing and Business Development, Pouneh Hanafi, the conversation will also feature insights from Introhive’s Head of Industry, Accounting & Advisory, Adam Klein—formerly Chief Growth Officer at Top 75 firm Bennett Thrasher, with previous leadership roles at Top 25 firm Aprio—who brings a unique lens on firm growth, leadership alignment, alignment across both marketing and business development, and building scalable client strategies across the middle market. With deep industry insight, Adam will help frame LBMC’s story within the larger challenges and opportunities facing BDO Alliance firms today. 

Together, this panel will deliver practical, relevant takeaways you can apply, no matter your firm’s size, structure, or where you are in your client engagement journey.

Want to know more in the meantime? Download the Case Study to see these strategies in action.