{"id":26055,"date":"2022-07-25T08:00:07","date_gmt":"2022-07-25T13:00:07","guid":{"rendered":"https:\/\/taxprocenter.proconnect.intuit.com\/?p=26055"},"modified":"2023-08-22T11:07:37","modified_gmt":"2023-08-22T16:07:37","slug":"how-to-identify-clients-for-the-advisory-services-youre-offering","status":"publish","type":"post","link":"https:\/\/accountants.intuit.com\/taxprocenter\/advisory-services\/how-to-identify-clients-for-the-advisory-services-youre-offering\/","title":{"rendered":"How to identify clients for the advisory services you\u2019re offering"},"content":{"rendered":"

In my last article<\/a>, I showed you why advisory services<\/a> are better than compliance services, and which services you should choose to offer. Now it\u2019s time to identify the ideal clients who want those very advisory services. By taking these steps, you can move to a more advisory-centric practice and increase your revenue.<\/p>\n

Let\u2019s go!<\/p>\n

First things first: What am I offering?<\/h2>\n

First, a story. I used to work at the IRS. As a result, you\u2019d think that I\u2019d offer IRS remediation services to new clients, but I don\u2019t. Instead, I only offer them to existing clients. Before you identify which clients are best to target, you have to know which advisory services you enjoy offering the most. You\u2019ll not be doing yourself or your clients any good by offering services you don\u2019t enjoy delivering.<\/p>\n

Once you\u2019ve got that down, here\u2019s a simple two-step process for targeting the right clients.<\/p>\n

Step 1: What are your clients\u2019 biggest pain points?<\/h2>\n

Compare the advisory services you\u2019ll be offering to your prospective clients\u2019 biggest pain points. In other words, in which client areas do your abilities in the services you offer make the biggest impact and deliver the greatest incremental value?<\/p>\n

Here\u2019s an analogy: Let\u2019s say you feel like having the best steak. You wouldn\u2019t go to a sushi restaurant, even if it\u2019s great and even if they may offer teppanyaki on the side. You would go to a steak restaurant.<\/p>\n

If your clients are in tech and need CFO advisory services<\/a> that calculate churn, burn, and annual recurring revenue, but you don\u2019t offer those services, you\u2019re not solving their problem. When you address your clients\u2019 biggest pain points, not only are they going to be happy to pay you big time; they\u2019re also going to rave about you to all their colleagues in their industry. You want them to say, \u201cMy accountant is the best!\u201d<\/p>\n

Step 2: Who are my ideal clients? <\/span><\/h2>\n

Now that you know your clients\u2019 pain points and which services you\u2019re going to offer, it\u2019s time to figure out who these clients are.<\/p>\n

But that\u2019s not enough. \u201cNeeding\u201d doesn\u2019t make them good clients. Paying does. So, you\u2019ve got to consider which ones have the budget, revenue, and culture that align with your business needs and revenue goals. These will be your top clients.<\/p>\n

A great potential client in dire cash straits is a actually a terrible client. This doesn\u2019t mean you should get rid of all your clients that don\u2019t<\/em> fit. Perhaps you enjoy working with someone for other reasons, and certainly, then, you should continue working with them. But when you can\u2019t decide on that basis, always ask yourself if this is the type of client you really want. Follow this plan. Soon, you\u2019ll only have clients that are ideal.<\/p>\n

Suppose you specifically like working on business tax returns in which your firm prepares monthly financials and quarterly CFO metrics. You charge these clients a monthly fee. You enjoy this type of work since clients that can afford this usually have more complicated and sophisticated challenges. That\u2019s where you shine as an advisor. Equally important, you can easily eliminate any new clients which don\u2019t fit this criterion.<\/p>\n

In Part 3 of this series, I\u2019ll show you how to approach, market, brand to, and win the business of these clients. In the meantime, here\u2019s your homework: Given the advisory services you offer, decide which clients will be your most ideal ones.<\/p>\n","protected":false},"excerpt":{"rendered":"

Offering a range of advisory services is great, but how do you figure out your best-fit clients to advise? Get timely tips from Romeo Razi, CPA.<\/p>\n","protected":false},"author":144649048,"featured_media":27007,"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],"tags":[],"intuit_collection":[],"intuit_series":[],"coauthors":[646041850],"class_list":["post-26055","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-advisory-services"],"header_image":"","yoast_head":"\nHow to identify clients for the advisory services you\u2019re offering - 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\/how-to-identify-clients-for-the-advisory-services-youre-offering\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"How to identify clients for the advisory services you\u2019re offering - Tax Pro Center | Intuit\" \/>\n<meta property=\"og:description\" content=\"Offering a range of advisory services is great, but how do you figure out your best-fit clients to advise? 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