Time to Let Them Go? How to Re-Evaluate Clients and Get Engagement Letters That Stick

Not all clients should be retained, and not all services should continue without a proper paper trail. This session gives accountants, tax practitioners and business advisors the skills and tools to re-evaluate existing clients, assess risk, and update or issue engagement letters that protect both parties. Because “we’ve always done it for them” isn’t a defence when SARS, CIPC, or a client complaint comes knocking.

2 CPD units 9 July 2025 1 presenter

What will set you apart

By completing this course you will gain the following competencies

By attending this webinar you will gain the following competencies
✅ When and how to conduct a client re-evaluation—and why it’s essential
✅ How to assess service scope, risk, fit, and profitability annually
✅ What to include in an engagement letter for tax, accounting, payroll, and advisory work
✅ The difference between new engagements, renewals, and amendments
✅ How to disengage from a client ethically and professionally (if needed)

Event breakdown

Why Client Re-Evaluation Matters – Common risks from “legacy” clients – When to re-evaluate: annually, after a dispute, scope creep or compliance changes – The hidden costs of poor-fit clients
The Re-Evaluation Process – Practical questions to ask about each client: risk, relationship, relevance, reward – Service scope audits—what are you actually doing vs what you’re engaged for – Red flags: late payments, unrealistic demands, unclear records
Engagement Letters That Protect You – What must be included (across services: tax, accounting, advisory, etc.) – Responsibilities, limitations, deliverables, and communication expectations – Templates and examples for multi-service firms and solo practitioners
Updating or Issuing New Engagements – Annual re-engagement vs ongoing letters—what works and when – How to handle changes in scope, fees or compliance standards – Getting client sign-off without drama or delays
Disengagement and Client Exit Strategies – When to walk away—and how to do it properly – Sample disengagement letters and client closure checklists – Protecting your reputation and file in the event of disputes

Category: Practice ManagementType: CPD CourseCPD category: Practice Management

Description

Too many practitioners are stuck doing work they were never paid to do—or shouldn’t be doing at all. This session is your reminder (and your toolkit) to pause, reassess, and make sure your client base is still a good fit for your practice. You’ll learn how to re-evaluate client relationships with fresh eyes, revise or reissue engagement letters across service types, and protect your practice with clear boundaries. Whether you’re running a practice or working in one, these are the habits that separate professionals from problem-solvers on call.

Presenters

Eszter Rapanos — Eszter Rapanos is a Chartered Accountant (SA) with extensive experience in auditing, quality assurance and the public sector. She began her career at the Auditor-General South Africa and has worked on projects involving organisations such as the European Union, World Bank, GIZ and KfW. She has also held senior roles in audit, training and quality control within accounting firms. At CIBA, Eszter leads quality assurance and public sector initiatives, drawing on her strong technical, regulatory and professional experience.

You will earn a certificate

On successful completion you will receive a certificate for 2 CPD units in Practice Management.

Requirements

Laptop, desktop, or mobile device with internet access
Microsoft Edge, Google Chrome, Safari, or Firefox browser