Dan Henn CPA

The riveting world of client acceptance for tax professionals—a realm where the power of “yes” and “no” shapes the destiny of your practice. Here, amidst the thrill of tax codes and the mystique of deductions, lies a less-discussed but equally critical skill: the art of selecting clients. Without it, you risk opening the floodgates to a deluge of nightmares dressed as clients. So, buckle up as we embark on a journey to master this art, peppered with professionalism, a dash of humor, and the ultimate quest for a drama-free tax season (Oh YES, PLEASE!).

The Cast of Unwanted Clientele

Imagine, if you will, you are the director of the stage set for the performance of your career, only to find the roles filled by the most uncooperative cast imaginable. Enter the Whiners, Complainers, Procrastinators, Non-listeners, Fibbers, and the most dreaded of them all, the Non-payers. Without a discerning client acceptance process, your tax practice becomes an open audition for these characters, each more capable than the last of turning your professional life into a tragicomedy.

The Symphony of Screening

To avoid such a fate, one must conduct the Symphony of Screening, a meticulous composition played before a client crosses the threshold into your esteemed practice. This symphony involves more than just assessing the financial health or complexity of a potential client’s tax situation. It’s about tuning into the harmony of mutual respect, honesty, responsiveness, and, let’s not forget, the ability to adhere to the sacred ritual of payment.

Conducting the Audition

Let’s dive deeper into the art of conducting this audition, shall we? The first step is setting the stage with clear expectations. This means communicating your policies, your working style, and your fees upfront. It’s like setting the dress code for your performance; nobody likes a surprise tuxedo requirement at the last minute.

Next, we have the audition itself. Here, you’re not just listening for the obvious cues. You’re watching for the subtleties: How do they talk about their previous tax professionals? Do they show up to the audition (read: initial consultation) on time? Are they prepared, or do they expect you to perform a miracle with a shoebox full of unsorted receipts?

The Art of Saying “No”

Perhaps the most powerful instrument in your symphony is the ability to say “no.” It might feel counterintuitive. After all, we’re in the business of growth, aren’t we? But saying “no” to a potential client who … Continue reading

In the ever-evolving landscape of tax law and tax practices, staying ahead is not just a matter of professional pride but a necessity. For tax professionals, this environment presents a unique challenge and opportunity. The key to not only navigating but thriving in this complex field lies in a holistic approach encompassing education, coaching, and mentorship. Together, these elements form a robust foundation for any tax professional aiming for excellence in their field.

The Imperative of Continuous Education

Abraham Lincoln is quoted to have said “Give me six hours to chop down a tree and I will spend the first four sharpening the axe.” That sure is a long time to sharpen an axe, but the point is preparing for the job at hand, in our case learning about running a tax practice from technical aspects to managing a firm to bringing in clients, is way more important than the job itself.

At the heart of a successful tax practice lies the commitment to continuous education. Tax laws, regulations, and practices are in a state of perpetual flux. What was relevant yesterday might be obsolete tomorrow. Staying educated is not merely about fulfilling CPE requirements but ensuring that your advice and strategies are both compliant and optimized for the current legal landscape.

The value of education extends beyond mere knowledge acquisition. It is about developing a mindset geared towards proactive learning and adaptability. With each update or change in tax legislation, there lies an opportunity for tax professionals to distinguish themselves as trusted advisors who are not just reactive but ahead of the curve. This can apply not only to your technical tax knowledge but also to marketing, practice management, process automation, and hiring techniques.

The Strategic Advantage of Coaching

Just like in sports, every entrepreneur and business owner needs to have a coach to help guide them and help them achieve more than they could do on their own.

While education provides the necessary knowledge and skill set, coaching offers a strategic lens through which to apply this knowledge effectively. A coach works to refine your professional goals, strategies, and processes, offering insights that are tailored to your unique career trajectory and practice area.

Coaching extends into areas such as business development, client management, and even work-life balance. It provides a structured framework for professional growth, helping tax professionals navigate the complexities of their careers with clarity and purpose. Through coaching, tax professionals … Continue reading