The Journey to Becoming the Most Relevant Advisor
While some accountants wish for a “magic bullet” to make themselves instantly indispensable, Paul emphasizes that achieving this role takes commitment, consistency, and a series of purposeful steps. By approaching each client’s unique needs systematically, accountants can transition from reactive service providers to proactive advisors.
Step 1: Begin with Diagnostics
The journey to relevancy starts with a diagnostic process that uncovers a client’s pain points, goals, and roadblocks. Paul shares some key questions to help identify these areas:
- What are your business frustrations?
- What are the blockers to your success?
- What inefficiencies are impacting your operations?
These diagnostic questions encourage clients to reflect on their challenges, opening up opportunities for the accountant to offer solutions that go beyond compliance.
Step 2: Establish Direction with Vision Workshops
After identifying problem areas, Paul recommends hosting a vision workshop. This workshop helps clarify the client’s goals and establish a strategic path forward. Paul notes that visual aids, like a seven-step business journey diagram, are effective tools for guiding this conversation. By visually mapping out where a client is and where they want to be, accountants can help clients see the value of forward-looking planning.
- Plate Spinner Analogy – Paul often uses the “plate spinner” analogy to illustrate the limits of juggling tasks without a plan. This resonates with clients, helping them recognize the need for structured growth and more efficient business management.
Step 3: Create and Implement a Plan
Once the vision is clear, it’s time to develop a concrete plan that outlines the steps needed to move forward. Paul advises firms to meet regularly—ideally monthly or bimonthly—to review progress, address new challenges, and adjust the plan as necessary.
- Vision, Plan, Desire – Focus on the client’s vision, create a step-by-step plan, and foster the desire to follow through.
- Regular Engagement – Consistent meetings are essential to becoming the most relevant advisor. Meeting only once a year won’t allow you to maintain a close relationship or adapt to evolving needs.
Building the Relationship Over Time
Paul emphasizes that relevancy doesn’t happen overnight. Instead, it’s a gradual process that requires sustained effort, regular check-ins, and a commitment to the client’s success. Through frequent touchpoints and accountability, clients begin to view their accountant as a true partner, not just a service provider.
Key Takeaway: There’s Never Been a Better Time
With ongoing uncertainty and business challenges, there has never been a better time for accountants to position themselves as forward-looking advisors. Clients are more open than ever to discussing their future goals, making this the ideal time to introduce proactive services and strategic planning sessions.
Conclusion: The Path to Becoming the Most Relevant Advisor
While there’s no magic bullet for instant success, accountants can follow a clear, structured path to becoming their clients’ most trusted advisors. By conducting diagnostics, hosting vision workshops, and engaging in regular follow-ups, accountants can foster strong, lasting relationships that emphasize proactive support. Take the first step today and start building a pathway to relevancy in your clients’ lives.
