{"id":25658,"date":"2022-06-03T08:00:15","date_gmt":"2022-06-03T13:00:15","guid":{"rendered":"https:\/\/taxprocenter.proconnect.intuit.com\/?p=25658"},"modified":"2023-08-22T11:07:40","modified_gmt":"2023-08-22T16:07:40","slug":"ways-to-use-smart-client-management-for-proactive-advisory-services","status":"publish","type":"post","link":"https:\/\/accountants.intuit.com\/taxprocenter\/advisory-services\/ways-to-use-smart-client-management-for-proactive-advisory-services\/","title":{"rendered":"3 ways to use smart client management for proactive advisory services"},"content":{"rendered":"<p>What does it take to build the firm you\u2019ve always wanted?<\/p>\n<p>Does it mean taking on any client who walks through the door? Working long hours during tax season and taking zero vacations? Hustling all day, every day, to turn a small profit?<\/p>\n<p>I can confidently tell you that\u2019s not the way to build the firm you\u2019ve always wanted. While it may keep your doors open, it doesn\u2019t provide you or your staff with the work-life balance they crave. It also does not truly serve your clients.<\/p>\n<p><span class=\"youtube-player embed-youtube\" style=\"text-align:center; display: block;\"><iframe loading=\"lazy\" class=\"youtube-player youtube-player\" width=\"640\" height=\"360\" src=\"https:\/\/www.youtube-nocookie.com\/embed\/bjCl6DcMLyo?version=3&#038;rel=1&#038;showsearch=0&#038;showinfo=1&#038;iv_load_policy=1&#038;fs=1&#038;hl=en-US&#038;autohide=2&#038;wmode=transparent\" allowfullscreen=\"true\" style=\"border:0;\" sandbox=\"allow-scripts allow-same-origin allow-popups allow-presentation allow-popups-to-escape-sandbox\"><\/iframe><\/span><\/p>\n<p>Building the firm you\u2019ve always wanted comes down to smarter client management. And with the tools and applications available today, you have endless opportunities to leverage the data and insights needed to manage your firm, and easily create better <a href=\"https:\/\/accountants.intuit.com\/taxprocenter\/tag\/advisory-services\/\" target=\"_blank\" rel=\"noopener\">advisory services<\/a> for your clients.<\/p>\n<p>Smarter client management may be one of the most important roles inside your firm. Running your firm isn\u2019t just about getting a new client into your system and moving on to the next one. Instead, it starts with <a href=\"https:\/\/author.intuit.com\/fotf\/content\/5-steps-to-streamline-your-sales-and-onboarding-workflows\/\" target=\"_blank\" rel=\"noopener\">onboarding clients<\/a> and identifying how you can serve them in the best way. It\u2019s being proactive every day in managing them in the smartest way possible by gleaning insights to better understand their needs.<\/p>\n<p>As a tax and accounting firm, you have an opportunity to create an incredible client experience\u2014an individual human experience that flows through your two biggest assets: your staff and client base. And you need to be proactive in managing both. It requires a hands-on approach that allows you to really get to know your clients.<\/p>\n<p>Smarter client management is making sure you have the right clients using the right technology, and charging them the right fees and providing the right services. It\u2019s making sure you understand everything about them. It\u2019s not a one and done thing\u2014it\u2019s an ongoing, daily process. I realize how hard this can be, which is why I have identified three ways for you to use smarter client management to build the firm you\u2019ve always wanted.<\/p>\n<h2 class=\"heading-2\">1. Identify your ideal client<\/h2>\n<p>Building the firm of your dreams begins with identifying your ideal client. It\u2019s knowing who you want to serve and why. This is where it all starts.<\/p>\n<p>But how do you define your ideal client when your client list is a mile long? Start by sitting down with your staff and asking, \u201cWho are our best clients, and why?\u201d Your team\u2019s responses will likely include clients who pay on time, take your firm\u2019s advice, buy your services, and leverage your firm\u2019s technologies.<\/p>\n<p>Once you\u2019ve outlined the list of qualities that define your ideal client, start going through your client list to determine which ones are good fits and which ones aren\u2019t. Keep the ones that embody your definition of the ideal client and let go of the ones who don\u2019t. Fortunately, in today\u2019s market, firms can be selective with the clients they take on because there\u2019s a greater demand for their services than there is a supply.<\/p>\n<h2 class=\"heading-3 heading-2\">2. Sell from your sweet spot<\/h2>\n<p>Along with identifying your ideal client, you need to find your sweet spot. Think about what you want your clients to consume. Is it bookkeeping services, payroll services, and\/or advisory services? Then, consider what fees your clients are willing to pay for these services.<\/p>\n<p>Many firms aren\u2019t comfortable with the idea of having to sell and market their services\u2014it\u2019s not really part of their DNA. But with smarter client management, you aren\u2019t going out to find new business or new clients; you\u2019re simply maximizing your current client base by knowing your ideal client and offering services from your sweet spot.<\/p>\n<p>Identify all the ways you can serve your clients, and then leverage the data and insights you already have on your current clients to ensure you\u2019re serving them completely and holistically.<\/p>\n<p>It&#8217;s really about education. If you know what it is you want to sell and you can educate prospects on why this makes sense for them, then the sale comes \u2026 it just happens. It\u2019s about bringing clarity. And the more you know about your clients, the more you can educate them on the services they need.<\/p>\n<p>For example, consider a client that\u2019s a partnership\u2014that\u2019s insight #1. You know they\u2019re in a partnership. You know they don\u2019t have a buy-sell agreement (insight #2), and you know their lack of a buy-sell agreement isn\u2019t funded by life insurance (insight #3). These three pieces of information give you a lot of insight into this client\u2014information that can be leveraged to educate the client. In this instance, there are several things that can go wrong and unravel if they don\u2019t get things buttoned up, such as the partnership dissolving or a partner passing away. This is the type of data and insights you can use to educate the client on why your advisory services make sense.<\/p>\n<p>If you can educate clients on why a specific service makes sense for them, you\u2019ll close the sale. It\u2019s selling, but it doesn\u2019t feel like selling; it feels like helping. And the more you know about your clients and your firm\u2019s sweet spot, the more you can maximize your advisory services.<\/p>\n<h2 class=\"heading-2\">3. Productize your advisory services<\/h2>\n<p>Many firms are under the impression that there\u2019s an unlimited number of consultative services they can provide, but the reality is: It\u2019s super finite.<\/p>\n<p>You need to identify the things your firm is really good at, such as retirement services, payroll services, buy-sell agreements, or education planning, and then productize each and every one\u2014whether it\u2019s 10 products or 50. When it comes to productizing your services, there are two key components:<\/p>\n<ol>\n<li><strong>Having clarity on the products you want to sell.<\/strong> Determine the products that fit in your sweet spot. Identify the products that you enjoy offering and that provide value to your clients.<\/li>\n<li><strong>Gaining insights into your client base.<\/strong> Use the technology you already have to gain insights on your clients as friction-free as possible. Surface the details about what your clients need so you can provide the products that solve their problems.<\/li>\n<\/ol>\n<p>Smarter client management means using the information you already have to provide the services <em>you want to provide<\/em> to the clients who need those services. It means streamlining your client list and product offerings, and it\u2019s how you start building the firm you\u2019ve always wanted.<\/p>\n<h2 class=\"heading-2\">It\u2019s time to figure it out<\/h2>\n<p>To build the firm you\u2019ve always wanted, identify your ideal clients, sell from your sweet spot, and productize your advisory services so you can be proactive in serving those clients. Use the insights you already have to develop and build relationships with your ideal clients, and continue to surface insights that let you better serve them.<\/p>\n<p>This is all smart client management: the proactive, ongoing daily activity of managing that asset. That\u2019s how you build the business you\u2019ve always hoped for.<\/p>\n<p>You have the chance to do that right now by taking advantage of what we\u2019re calling the Great Reassessment. Now is the time to stop and reassess what you\u2019re doing and start something new, so that you can build the firm of your dreams.<\/p>\n<p><strong>Editor&#8217;s note:<\/strong> This article was originally published on <a href=\"https:\/\/www.firmofthefuture.com\/content\/ways-to-use-smarter-client-management-for-proactive-advisory-services\/\"title=\"\"  target=\"_blank\" rel=\"false noopener\" target=\"_blank\">Firm of the Future<\/a>.<\/p>\n","protected":false},"excerpt":{"rendered":"<p>You already know quite a bit about your clients, so put that knowledge to work to provide the best services in the best possible way. Darren Root, CPA.CITP, CGMA, explains.<\/p>\n","protected":false},"author":107201973,"featured_media":25659,"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":true,"jetpack_social_options":{"image_generator_settings":{"template":"highway","default_image_id":0,"font":"","enabled":false},"version":2},"_wpas_customize_per_network":false},"categories":[646041873],"tags":[],"intuit_collection":[],"intuit_series":[],"coauthors":[509474206],"class_list":["post-25658","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-advisory-services"],"header_image":"","yoast_head":"<!-- This site is optimized with the Yoast SEO Premium plugin v27.3 (Yoast SEO v27.3) - https:\/\/yoast.com\/product\/yoast-seo-premium-wordpress\/ -->\n<title>3 ways to use smart client management for proactive advisory services - Tax Pro Center | Intuit<\/title>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/accountants.intuit.com\/taxprocenter\/advisory-services\/ways-to-use-smart-client-management-for-proactive-advisory-services\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"3 ways to use smart client management for proactive advisory services - Tax Pro Center | Intuit\" \/>\n<meta property=\"og:description\" content=\"You already know quite a bit about your clients, so put that knowledge to work to provide the best services in the best possible way. 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