Why most firms fail at selling advisory services

Many accounting firms struggle to convert clients into tax planning or business advisory engagements. They offer valuable services, but face resistance or indifference.

The core issue?

They don’t truly understand their clients. Without clear insight into a client’s financial position and goals, firms pitch services that are irrelevant or poorly timed. The client disengages. The opportunity is lost.

The solution

Ask smarter questions. At TaxFitness, we recommend using a structured Interview Checklist—a powerful tool for collecting the right information and shifting the conversation from compliance to strategy.

What to capture

Client:

• Short-term and long-term goals
• Children, parents, dependents
• Assets (including business interests)
• Liabilities
• Income
• Expenses

Spouse:

• Goals
• Family obligations
• Assets, liabilities
• Income and expenses
• Entities (company, trust, SMSF, etc.):
• Strategic goals
• Key stakeholders (directors, trustees, beneficiaries)
• Business/investment assets
• Liabilities
• Revenue and cost structure

This isn’t just compliance data—it’s the foundation for meaningful advice.

Why this works

When you know what drives your client, you build trust. You spot opportunities. You tailor solutions that actually matter. It transforms your role from tax preparer to trusted advisor.

Turn insight into action

With the right information, you can map strategies from your planning database to the client’s exact needs. You show relevance. Deliver value. Drive results.