Yes, all of your CPA friends are moving into the “dark zone” when the press of preparing returns and last minute appointments by tardy taxpayers are making them more than a little stressed.
But one person’s busy season is another person’s referral opportunity.
Consider the CPAs who refer clients to you. Or, depending on your networking, consider the CPAs who do not refer clients to you. What can you do to build a connection or strengthen a relationship?
The usual tactic that many professionals take with CPAs at this time is to leave them alone.
But we always say, let’s “zig” when others “zag.”
Have you ever considered making a lunchtime delivery to your CPA colleagues? Talk with your contact in the firm first to find out if the office has a favorite lunch place, or if there are any particular issues you need to be aware of. If the managing partner absolutely hates the smell of Chinese food and you send over a massive buffet, it won’t do much for the relationship.
Success is in the details.
If they are stocked up for lunch, consider a late afternoon snack that arrives in the office at 3:00 PM – fresh baked goods and fresh fruit, along with hot coffee in a box with all the accompaniments would be a welcome treat.
Don’t forget weekends – CPAs are working six, and often seven, days a week. Maybe Saturday would be your best delivery date.
Check your client list to find out what CPA firms your clients use – having a client in common is an acceptable reason to reach out and establish a new relationship.
This is a lightening quick connection during their busiest season, so don’t expect a call back or an extended conversation.
And one last thing: don’t just send someone to make the delivery. Meet the delivery truck there or if appropriate, bring lunch or the afternoon snack over with one of your team members. Make sure to bring everything – cups, napkins, etc. The point is to make their day a little brighter and as easy as possible.
Do your follow up in May, when they have fully recovered!