{"id":15042,"date":"2019-02-04T08:00:21","date_gmt":"2019-02-04T14:00:21","guid":{"rendered":"https:\/\/taxprocenter.proconnect.intuit.com\/?p=15042"},"modified":"2023-08-22T11:09:17","modified_gmt":"2023-08-22T16:09:17","slug":"how-to-give-clients-better-insights","status":"publish","type":"post","link":"https:\/\/accountants.intuit.com\/taxprocenter\/client-relationships\/how-to-give-clients-better-insights\/","title":{"rendered":"How to give clients better insights"},"content":{"rendered":"<p>&nbsp;<\/p>\n<p>As tax and accounting professionals, we all want our clients to be successful. Yet, while most small business CEOs are really knowledgeable about their particular product, service or business, I find that most lack skills around financial and business insight. How do they get insights to make decisions about their businesses? It\u2019s time to \u201cbring in the accountants.&#8221; In order for our clients to be successful, we need to get them to focus on the key performance indicators of the business.<\/p>\n<p>The first step is educating them through a one-on-one meeting. As a CPA serving small businesses for more than 10 years, I am always astonished to hear how some clients interacted with their prior accountants \u2013 \u201cmy accountant just sent me the reports,\u201d \u201cwe met once a year or \u201cthey just reconciled the books.\u201d Huh? What? Clients need more guidance than reports and annual meetings; they need to know about the key areas of their businesses. What\u2019s their largest cost drivers? What expenses are likely to pick up once sales increase?<\/p>\n<p>To better educate our clients, I meet with them on a monthly basis using <a href=\"https:\/\/appcenter.intuit.com\/fathom\"title=\"\"  target=\"_blank\" rel=\"false noopener noreferrer\" data-wa-link=\"body_fathomApp\">Fathom<\/a>, a reporting app providing dashboards and reports. Fathom integrates with <a href=\"https:\/\/quickbooks.intuit.com\/accountants\/products-solutions\/accounting\/online\/\"title=\"\"  target=\"_blank\" rel=\"false noopener noreferrer\" data-wa-link=\"body_accnt-qboa\">QuickBooks\u00ae Online Accountant<\/a>, and you can use it as a stand-alone app with Intuit\u00ae <a href=\"https:\/\/proconnect.intuit.com\/tax-online\"title=\"\"  target=\"_blank\" rel=\"false noopener noreferrer\" data-wa-link=\"body_ito\">ProConnect\u2122 Tax Online<\/a>, <a href=\"https:\/\/proconnect.intuit.com\/lacerte\/\"title=\"\"  target=\"_blank\" rel=\"false noopener noreferrer\" data-wa-link=\"body_lc\">Lacerte<\/a>\u00ae or <a href=\"https:\/\/proconnect.intuit.com\/proseries\/\"title=\"\"  target=\"_blank\" rel=\"false noopener noreferrer\" data-wa-link=\"body_ps\">ProSeries<\/a>\u00ae. We walk the client through all the financial areas of their business to properly frame how the business operates, a process that enables us to analyze their financials. This meeting gives them time to think about the financial aspects of their business as well as ask questions. I also tend to give some homework. For example, I want them think about the adjustments they can make to affect some key performance indicators. By challenging them with such a task, you force them to really dig in and understand their business in a different perspective. Providing these insights causes the client to be purposeful in their actions going forward.<\/p>\n<p>Being purposeful in our business actions really sets the tone, so now it\u2019s time to help them set their goals. First, we get them to buy into the fact that operational goals are necessary. We purposely ignore sales goals to make them focus on more in-depth goals, including gross profit margin, net profit margin and breakeven points. As a result, when they realize whether their goals were met gives them a newfound understanding about their business. They become better owners and you\u2019re truly seen as their trusted advisor. We focus on these areas because clients tend to be so sales driven that they forget about the rest of the business. This typically leads to business owners quoting sales figures about their business, but leaving out the profitability in conversations.<\/p>\n<p>Another great way to build client insight is to provide comparative information with benchmark data. Helping them understand how their business stacks up to similar businesses is a great insight because it tells them if they are leading or lagging. It also helps set the conversation for goal setting and year-end planning. If you&#8217;re a niche practitioner, you likely have some benchmark data in your own practice that can give them greater insight. If you don\u2019t have a niche, you can look for benchmark data from AICPA\u2019s <a href=\"https:\/\/www.aicpastore.com\/PracticeManagement\/StrategyandPlanning\/management-of-an-accounting-practice-ehandbook\/PRDOVR~PC-MAP-XX\/PC-MAP-XX.jsp\"title=\"\"  target=\"_blank\" rel=\"false noopener noreferrer\" data-wa-link=\"body_aicpa-managementEbook\" target=\"_blank\">Management of an Accounting Practice survey<\/a> for accounting firms, <a href=\"https:\/\/www.clio.com\/\"title=\"\"  target=\"_blank\" rel=\"false noopener noreferrer\" data-wa-link=\"body_clio\" target=\"_blank\">Clio<\/a> benchmark data if you serve law firms, <a href=\"https:\/\/www.profitcents.com\/\"title=\"\"  target=\"_blank\" rel=\"false noopener noreferrer\" data-wa-link=\"body_profitcents\" target=\"_blank\">ProfitCents<\/a> by Sageworks and, depending on the business\u2019s size, even <a href=\"https:\/\/www.dnb.com\/\"title=\"\"  target=\"_blank\" rel=\"false noopener noreferrer\" data-wa-link=\"body_dnb\" target=\"_blank\">Dun &amp; Bradstreet<\/a>. All of these are good places to get trusted industry data in order to help your clients measure their businesses against similar operations.<\/p>\n<p>How do you give your clients insight into their businesses? Leave a comment below to share your ideas with others.<\/p>\n","protected":false},"excerpt":{"rendered":"<p>Expand your role as a trusted advisor with insights that help your clients understand more about their businesses.<\/p>\n","protected":false},"author":125102266,"featured_media":10591,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"rkv_reviewed_by_select":[],"rkv_browse_by_id":0,"rkv_cta_id":0,"rkv_optimize_for_pagespeed":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":"","customModifiedDate":"","_jetpack_feature_clip_id":0,"_jetpack_memberships_contains_paid_content":false,"footnotes":"","jetpack_publicize_message":"{title}\n\n{excerpt}\n\n{url}","jetpack_publicize_feature_enabled":true,"jetpack_social_post_already_shared":true,"jetpack_social_options":{"image_generator_settings":{"template":"highway","default_image_id":0,"font":"","enabled":false},"version":2},"_wpas_customize_per_network":false,"jetpack_post_was_ever_published":false},"categories":[646041873,561584],"tags":[],"intuit_collection":[],"intuit_series":[],"coauthors":[582953239],"class_list":["post-15042","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-advisory-services","category-client-relationships"],"header_image":"","yoast_head":"<!-- This site is optimized with the Yoast SEO Premium plugin v28.4 (Yoast SEO v28.4) - 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