Here are 3 steps you can take to become your client’s key advisor, their indispensable CPA, and their most valuable asset.
Step 1 is to decide to be not only a historian, but also a futurist. If you want your clients to view you as an asset and not as an expense, you need to provide more valuable services in the form of tax and business consulting. When you shift your focus to the future of your clients, your analysis and advice will show them how they can reduce their taxes and increase their cash flow. They will see the added value you provide and will have no issue paying more for your services. You can then increase your staff, which will make it easier to continue to do the historical work that needs to be done. Your clients will see you as the most valuable member of their team through providing the advice and analysis they most value.
Step 2 is to go from being reactive to being proactive when it comes to how you communicate with clients. Rather than waiting for your clients to call you, call them instead. Reach out to your clients on a regular basis. Don’t bill them for that time but instead consider it business development. Listen, as they will tell you what is going on their life. 90% of the time they will ask you to do more work and it will be tax and business consulting work. When you talk with your client about doing tax and business consulting work for them, always remember to be transparent and give them the time it will take and the price. Immediately after the call, send your client an email detailing the discussion with the price. It’s important to have this confirmation in writing. Don’t forget, communication is important with your client. If your time estimate is off, communicate to your client ASAP.
Step 3 is to create systems. Take time to assess where you are and where you want to be to improve your practice. Strive to develop systems that allow for more efficiency. If you are understaffed, you need to increase your staff.
You always need to call your clients. They deserve to hear from you. Remember, when you provide your clients with analysis and consulting, you are providing them with more valuable services, and when you do this you will increase your business and become your client’s premier advisor.
Want to learn more about how to get better clients, a better practice, and a better life? Book a call with us today and see if joining TFW Advisors® is right for you!