sometimes it’s as easy as being available.
by ed mendlowitz
call me before you do anything: the art of accounting
tax season has always been the best time of the year for me to get new business.
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the reason is that there is much less competition.
i never turn down an opportunity to get new business, whether it is tax work, audits, consultations or special assignments. tax season notwithstanding, i am always available to meet with someone who needs an accountant.
tax season is by far the busiest period of the year for accountants. besides individual and corporate tax returns, we perform year-end audits and reviews, and need to meet with clients’ bankers and boards of directors. we are very busy and, because of this, we sometimes neglect to return calls or respond to emails on a timely basis.
clients and those who need our services do not care about tax season, especially if they need something right away. they do not understand their call being put on a queue for when we catch our breath. for that reason, when i respond in my normal asap manner, there is a pleasant surprise because many times i was the only one who responded. “showing up” is the best way to get new business and keep an existing client happy.
i know many accountants who have phone messages and automatic email replies saying that it is tax season and they will respond in a few days unless it is for an appointment to get a tax return done. who wants to have a tax return prepared by someone who is “too busy”? for that matter, who wants to use anyone who is “too busy”?
sure i am busy, but projecting a calm, in-control appearance and being available can create more confidence than most anything you can say. as to the work, it will get done. it needs to be properly scheduled and staffed. the staff needs the right training with proper review procedures established and with the appropriate technology and administrative backup. your staff needs to be client-centric and perform their services with the same importance clients ascribe to it, meeting deadlines and without needless errors.
when things are under control, they get done better, more effectively and more efficiently.
i also find that many firms slow down their marketing, article writing and responding to reporters during tax season. stupid, stupid, stupid!
2 responses to “why tax time is the best time to get new business”
jamila allen
starting a new business is a daunting task because there are lots of things you need to look after. and commencing business during tax season is one of the best decision since the competition is much less during the tax season which can be considered a win-win for you and your business.
frank stitely
this article is so right. you have to do capacity planning and have a firm grasp of how you are going to get through tax season. also, avoid annual tax season meetings, and you’ll have the time to take on new business. last year, we got a lot of new clients by being the experts on 199a. we did that through blogs and presentations to groups. you really do have to be available during tax season. as my ex-wife said, “the world doesn’t stop for tax season.” regrettably, i have to admit she was correct. but that’s the only thing she was right about.