Turning CPAs from Adversaries to Allies: A Strategic Approach
The Common Pitfall
Many advisors make a critical mistake: completing extensive planning work before involving the client's CPA. As illustrated by the "Mike Stewart" case, this approach often leads to rejection and wasted effort, regardless of plan quality.
The Strategic Solution
Instead of waiting until after the plan is complete, engage with the client's tax professional early in the process. Here's how:
Initial Client Assessment
During the first meeting, inquire about their tax preparation approach. Clients typically fall into three categories:
- Self-Preparers or Tax Service Users
- Understand their reasoning
- Offer potential future CPA introductions
- Position yourself as collaborative professional
- Current CPA Relationship Ask clients to rate their relationship as:
- Great: Strong, long-term relationship
- Average: Satisfactory but not exceptional
- Poor: Dissatisfied with service
The Engagement Process
For clients with "great" or "average" CPA relationships:
- Request an introduction early
- Use templated email communication
- Schedule brief initial calls
- Focus on mutual client benefit
Key messaging should emphasize:
- Open communication channels
- Collaborative approach
- Professional respect
- Client-centered focus
Building Trust with CPAs
When connecting with CPAs:
- Acknowledge their expertise
- Differentiate yourself from typical advisors
- Make them part of the planning team
- Focus initially on specific client needs
- Build toward broader partnership opportunities
The Benefits of Early Engagement
This approach creates several advantages:
- Controls the process
- Builds professional trust
- Prevents defensive reactions
- Creates collaborative opportunities
- Improves client outcomes
By transforming potential adversaries into allies early in the relationship, advisors can create more effective partnerships and better serve their mutual clients.
Remember: It's not about selling the CPA on a partnership immediately - it's about demonstrating your collaborative approach and professional respect through action.
