The other day, after a follow-up telephone conversation with a ‘future client’, I realized it was a pretty good microcosm of how most of my conversations with clients go:
For instance:
- This Small Business Owner had “back-burnered” his decision about retaining an accounting professional in favor of running his business’ day-to-day operations.
- He was happy that I called about it. (Although I must admit, only slightly happy that I called. It wasn’t like he was sitting around pining for a good conversation about why he should retain my services — he was just happy that I reminded him of this important thing he had been putting off.)
- He had somebody knowledgeable with whom to discuss the issues.
- Once we shared a common understanding of the issues and options, he made the decision about our next course of action.
- And when this Small Business Owner hung up the phone, there was a plan in place.
Instead of discussing the status of his decision-making process, we could have easily been discussing payroll process, estimated tax payments, allocation of expenses, or any number of accounting issues that are extremely important, but not urgent. My clients don’t need to be distracted throughout the course of business by these issues, because I’ll be watching them.
One day, after I have reviewed this Small Business Owner’s file for that month, he’ll get a phone call:
- It will be about an important accounting or tax issue that had “back-burnered” in favor of running the business.
- This Small Business Owner will be (slightly) happy that I called about it. (Not happy that he had to think about something that can be boring and dry, but happy that it is a small problem that will never grow into a large one.)
- This Small Business Owner will have had an expert with whom to discuss the issues.
- Once we share a common understanding of the issues and options, he will make the decision about the course of action.
- And when this Small Business Owner hangs up the phone, there will be a plan in place.