How to discover new outsourced accounting opportunities during tax season

Although tax season can be one of the most challenging times for tax professionals at your firm, it’s also a time when you can gain more insight into client needs and expand relationships. During client meetings, there is so much that can be uncovered during tax season and if the right questions are asked, it can open the door to new opportunities for client accounting and advisory services.

Simply arm your tax colleagues with sound, probing questions that will get clients talking about their business. Suggested conversation starters, include:

  • What are your business growth goals?
  • Would you like to receive special reports to run your business weekly or monthly?
  • Would you like to have a dashboard where you can view your daily cash flow on a 24/7 basis?
  • Is it difficult to keep a good bookkeeper? Are you the bookkeeper?
  • What is your biggest pain point with your business?

Ready to get started? Here are 3 steps you can take to partner with your tax team.

  1. Education: It starts with internal education. Ensure your colleagues are aware of the types of accounting and advisory services you provide and the value these services offer clients. Set up a meeting to get everyone on the same page, and discuss how you can work together.
  2. Internal Materials: Create internal materials for your tax colleagues such as note cards with the top five questions, a high-level sales pitch that includes core benefits of client accounting services, videos, and more.
  3. External Client Materials: Provide external marketing materials about your services that tax professionals can share with clients such as flyers, case studies, a link to your website, and more.

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