Integrative Advisory Services

CHAPTER 3The Cherished AdvisorThe Transformation Journey beyond the Technology

To cherish means to hold dear, to be treasured or valued. As accounting professionals, we go into this profession to help our clients thrive, and the ultimate goal is that they feel we have provided them with the value they paid for. The foundation for becoming a cherished advisor is how you develop and manage your relationship with your client. This interaction between accountants and clients goes beyond cloud technology, data, and figures. It is about delivering value that a client needs from you as an accounting professional, such that the client can't imagine not having you as part of the business. You are that crucial to their success.

Many accountants offer the same type of tax and financial reports that you can, but what makes you a cherished advisor is that you become an integral part of the client's operations. Your client seeks you out for advice and counsel to help make the real business decisions that he or she needs help with during the month. He or she is invested in your insight because you offer advice about their business through a different lens.

Another way to think about being a cherished advisor is moving away from tangible services to intangible ones. A tangible service is something your client can see, like a financial report or tax report. The intangible is the learning you do about your client's business—not only knowing the financial side, but also understanding the client's ...