{"id":12367,"date":"2018-04-19T08:00:17","date_gmt":"2018-04-19T13:00:17","guid":{"rendered":"http:\/\/taxprocenter.proconnect.intuit.com\/?p=12367"},"modified":"2018-04-19T08:00:19","modified_gmt":"2018-04-19T13:00:19","slug":"how-to-identify-your-least-profitable-clients-and-what-to-do-about-it","status":"publish","type":"post","link":"https:\/\/accountants.intuit.com\/taxprocenter\/practice-management\/how-to-identify-your-least-profitable-clients-and-what-to-do-about-it\/","title":{"rendered":"How to Identify Your Least Profitable Clients and What to Do About it"},"content":{"rendered":"

In my experience, it\u2019s much more valuable to know who is not\u00a0<\/em>your customer or client than who is. Why? This journey led me down a road that is long-winding and has many different pathways. In the end – and thanks to the fact that experience is the best teacher \u2013 I \u00a0concluded that no matter what I believe about my contribution or my knowledge base, our value is determined by the client. When you speak to a prospective client, you have the opportunity to glean a lot\u00a0of wisdom.<\/p>\n

I love the word \u201cglean.\u201d Look it up. Words have meaning and weight, especially when used in the appropriate context. Merriam-Webster defines it as something to collect gradually, bit by bit. What does glean \u00a0have to do with\u00a0identifying\u00a0your least profitable clients?<\/p>\n

I have never done one of those analyses or even the Pareto principle\u2019s 80\/20 rule<\/a> where you segment your clients, figure out where you spend the most time and compare the results to revenues to determine the marginal utility of working with those clients who are a drain on your profits. Have you done this, and if so, did it change the way you saw your clients, or better yet, how they saw you?<\/p>\n

Maybe \u2026 maybe not. However, in order to develop more profitable relationships with our clients, we have to get them to see us a certain way. We have to overcome the inevitable concerns\/objections and achieve three objectives:<\/p>\n

    \n
  1. We know them and understand them; we demonstrate empathy from the get-go, and dare I say, we learn to love our clients \u2013 it works, try it!<\/li>\n
  2. We know and understand their business with regard to what they do; what they make, buy and sell; and their basic revenue and financial model. We\u2019ve already connected with the key decision makers in their company.<\/li>\n
  3. We know the key drivers to profitability, or lack thereof, in their business; we have a strong basis on which to review and discuss how they make money in their business.<\/li>\n<\/ol>\n

    I\u2019ll add one more \u2013 and this one\u2019s the kicker: we have a plan to improve profitability, communicate the plan clearly and succinctly, and have a program in mind. Moreover, we speak as someone who believes 100 percent that the outcome can be achieved.<\/p>\n

    The amazing reality is that all of this is quite achievable, and there are many business people who want to engage with tax and accounting professionals through this firm model. Our firm uses Intuit\u00ae\u00a0ProConnect\u2122 Tax Online<\/a> and QuickBooks\u00ae Online Accountant<\/a>, and as a result, we developed a platform for financial literacy. We convey and teach important business and financial principles when we can display and demonstrate the data in their world. It\u2019s super powerful, and it is happening today all around you.<\/p>\n

    Our financial literacy model explains what we already know about their business using common-sense language through the numbers. Think about it; there is already a streamlined process to capture relevant financial data using QuickBooks Online bank feeds, bank rules and batch reclassification tools. We\u2019re able to rapidly explain, in a matter of hours, not days, the key operational strengths and weaknesses of a company using objective data and common sense language. Business owners are desperate to receive this type of wisdom and partner with professionals who have the necessary acumen to deliver these types of services. How do we know this? Our clients tell us!<\/p>\n

    Since we\u2019ve made this shift in the way we operate, and even more importantly, communicate the value conversation, our business is now clearly able to attract the right type of clients who value informed communications on a daily, weekly and recurring basis. In short, identifying your least profitable clients isn\u2019t about some complicated algorithm or even the 80\/20 discussion. Instead, the focus is working with clients who value our services and use the insights we give them to improve their businesses.<\/p>\n","protected":false},"excerpt":{"rendered":"

    Determine which tax clients to focus on with this analysis from Peter Cullen, CPA.<\/p>\n","protected":false},"author":137650413,"featured_media":1899,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"rkv_browse_by_id":0,"rkv_cta_id":0,"rkv_optimize_for_pagespeed":false,"jetpack_post_was_ever_published":false,"_jetpack_newsletter_access":"","_jetpack_dont_email_post_to_subs":false,"_jetpack_newsletter_tier_id":0,"_jetpack_memberships_contains_paywalled_content":false,"useModifiedDate":false,"customPublishDate":"","_jetpack_memberships_contains_paid_content":false,"footnotes":"","jetpack_publicize_message":"","jetpack_publicize_feature_enabled":true,"jetpack_social_post_already_shared":false,"jetpack_social_options":{"image_generator_settings":{"template":"highway","default_image_id":0,"font":"","enabled":false},"version":2},"_wpas_customize_per_network":false},"categories":[507998780,116807],"tags":[],"intuit_collection":[],"intuit_series":[],"coauthors":[605132277],"class_list":["post-12367","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-grow-your-practice","category-practice-management"],"header_image":"","yoast_head":"\nHow 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