If you’re a successful architect, engineer, marketing consultant, accountant, or whatever, people will expect you to be good at what you do – and you should be. One of the ways that you bring value is by doing what you do with professionalism and excellence. But is that enough? Possibly. Could you do bring more value? Probably. You bring value not by just what you do, but by what you know and who you know.

What do you know that would bring value to your client that is outside the scope of what you do for them? How would your client feel about you if you made a suggestion that could save him around $10,000 a year?

Here’s an example: Our firm does accounting, but not income taxes. We interface with our client’s CPA to make sure they have the data that they need, but they are the tax pros and handle all the strategies and planning. We do the implementation. When a client called me this week about a second business he is starting, we had a discussion about what tax entity he has been using and what tax entity he plans to use going forward because it will impact the recordkeeping we do for him.

Examining his current financial statements I placed a call to his CPA and asked the question: Would it be time for him to take an S Corp election? The answer was yes. The result to the client will probably be a $10,000 savings on his income taxes this year.

Do you think both the CPA and I will have a happy client? Oh, yes. Why? We watched their back, looked out for their best interest, and brought value outside of the scope of our engagement.


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