For an accounting firm, tax time is an opportunity to have multiple conversations about a company’s business, operations, where they spent and where they are investing. Unfortunately, most firms concentrate on doing the tax work and not expanding the conversation while they are there.
You can use tax information to create the discussion but your there for hours at a time and it’s only natural to talk about different business issues. You have to make that effort, but it is well worth it and clients will love you for inquiring and maybe offering some ideas.
If you are not taking advantage of the face to face time that is available you are missing a golden opportunity to get to know your client better, learn more about their business and offer them some unbiased advice in areas you may not normally be associated with; by doing this you increase your value and expand your credibility with them.