Why Good Clients Get Better Service
As an accounting advisory consultant, I have worked with a variety of clients over the years, and I can confidently say that good clients receive better service and results. To some, the reasons why a good client gets better service are obvious while to others, it may be a frustrating mystery. Today, I’m going to share the secrets behind why good clients receive better service!
Let’s start off by defining what makes a good client:
A good client is one who values their accountant's expertise and recognizes that accounting is a critical component of their business. They understand that their accountant is not just a bookkeeper, but a strategic partner who can provide valuable insights and recommendations to improve their financial health. Good clients are open-minded, receptive to feedback, and willing to make changes to their business operations based on their accountant's advice.
In contrast, a bad client is one who is disengaged, unresponsive, and uninterested in their accountant's input. They view their accountant as a necessary expense rather than a valuable resource and are often resistant to making changes or improvements suggested by their accountant. These clients tend to have a more transactional relationship with their accountant and are more likely to switch providers based on price alone.
When comparing the above definitions, it’s clear that good clients will be more receptive to the value their consultants give. But let’s dive deeper into what I believe are the three core reasons: collaboration, communication, and preparation.
Collaboration: Having a more collaborative relationship with the accountant is essential for receiving and extracting value from them. Accounting consultants likely have a history of working on dozens or hundreds of different clients, and most clients don’t realize how much experience they can tap into when they call their accountant. When a client values their accountant's expertise, they are more likely to seek their advice and involve them in important decision-making processes and utilize the accountant’s often untapped potential. Additionally, this collaboration allows the accountant to better understand the client's business and goals, which in turn enables them to provide more tailored advice and recommendations.
Communication: Historically, my best clients are responsive to emails and phone calls, provide timely and accurate information, and are proactive in sharing important updates or changes in their business. This level of communication enables the accountant to stay up-to-date on the client's business operations and identify potential issues or opportunities early on.
Preparation: With all the potential benefits that an experienced accounting consultant has to offer, the clients that are the most prepared are the ones who are able to benefit the most. These clients provide their consultant with clean and accurate financial data, which saves time and allows them to focus on higher-value tasks such as analysis and planning instead of data cleaning and entry. Good clients also tend to have a better understanding of their financial statements and key performance indicators, which makes it easier for their accountant to provide actionable insights and recommendations.
In addition to these benefits, good clients tend to have longer-lasting relationships with their accountants. When a client values their accountant's expertise and enjoys working with them, they are more likely to remain a client for years to come. This long-term relationship allows the accountant to develop a deeper understanding of the client's business and goals, which in turn enables them to provide even more valuable advice and recommendations.
In conclusion, good clients receive better service and results because they value their accountant's expertise, have a collaborative relationship, communicate effectively, are organized and prepared. I have seen firsthand the benefits of working with good clients, and I highly recommend that businesses strive to be good clients to get the most out of their accounting relationship.