You've made the decision to take a step up from offering accounting services only and start consulting. You're confident enough in your skill set and abilities to venture into this part of your firm's journey, but maybe you're still feeling a bit shaky. Here are some of our favorite tips on how to be a credible consultant that your clients trust.
1. Be available.
Your clients need to trust you as you're advising them in their business. During times when they have questions or concerns, they should be able to reach you as they seek answers and reassurance. This is part of building a foundation of trust.
2. Keep client's goals in mind
Some ideas you might suggest to clients could very well make sense to you for what your vision might be for their businesses. Blanket statements or solutions are often too easy to prescribe. What's crucial is for you to listen to your clients and what they want for their business specifically. What are their goals? What are their problem areas or areas of concern? Take those specifics and run with them as you tailor their service and your recommendations to them.
3. Know the industry
You, as your clients' CPA, know the ins and outs of their particular company. You've watched them progress and maybe even struggle over the years you've worked with them. But what do you know about the specific industry they're in? You don't know what you don't know and you certainly can't be an expert on what you don't know. Ask questions and get to know the industry your clients are in from the inside out so your advice can be effective.
4. Be the expert.
Your clients came to you for consulting services for a reason. They trust your advice and expertise. So when you meet with your clients, don't bring questions, bring suggestions. While it's important to listen to your clients' concerns and goals, coming to meetings and asking "what do you think?" might result in you getting off track and focusing on the things you (as the expert) know don't need to be tended to at the moment. Give your advice, give your suggestions, and implement them.
5. Keep pursuing your clients
It can be easy to get comfortable once you've established a core group of clients that you're consistently doing consulting work for. Not pursuing other clients or new clients, a feeling that maybe you don't have to go the extra mile anymore. This kind of thinking is toxic. As in any relationship, your relationship with your clients has to be renewed and pursued. Help them develop new goals, encourage them to keep growing, to change when necessary, and not get complacent themselves.
Your clients are counting on you because you have the credibility to deliver. Staying diligent in these five practices will encourage trust and strengthen relationships with your clients as you embark on your new consulting practices.