Becoming the First Call
Key Points
- Building a strong professional network helps accountants transition from service providers to trusted advisors.
- Being your client’s “first call” requires credibility, connection, and consistent follow-through.
- Nurturing relationships and connecting clients with the right resources enhances trust and long-term loyalty.
For years, accountants have been told to go out and build a network to contribute to growth through the leads and referrals gained through those connections. However, I think a different and much more important reason to build a network is to better serve your clients.
In the accounting profession, networking can be an invaluable tool for providing better client service. Establishing and maintaining relationships with others who serve your ideal client is crucial to move from just an accountant into an advisor role for your clients.
I aim to have the type of relationship with my clients that I become their first call. But what does that mean, “first call?” It means I want the kind of relationship with my clients that I am their first call when they have an idea or problem or just need some professional advice.
Think about some of your clients. Who do they call first? Is it their lawyer, financial advisor, or banker, or is it you? When you are your client’s first call, it means that they have enough respect for your expertise and trust in your relationship that you are the first person that comes to mind when they need advice, and that’s a perfect place to be with your clients. This is a goal we should all strive toward with our best clients.
So how do you become the first call? You must have all the right tools in your toolbox to become the connector for your clients and build the trust that you are the person to come to for that help when they need something. This requires:
- Creating a circle of influence with the right people and resources to support your client’s needs.
- Nurturing strong relationships with individuals in your network to build trust.
- Connecting your clients with the right individuals and resources when you have the opportunity.
Let’s take these tools one by one.
Circle of Influence
When done right, professional networks provide exposure to knowledgeable individuals who can provide insight into other areas important to your ideal client. Let’s say you work primarily with high-net-worth individuals; financial advisors and attorneys would likely be good people to have in your circle of influence because they also work with your ideal client.
Building relationships with these professionals will give you access to their accumulated wealth of experience, which will help you foster better connections. This holistic approach to client service will make you a more effective and valued advisor.
Strong Relationships
Nurturing these relationships is essential to remaining competitive in an ever-changing market. Simply meeting someone once and taking their card isn’t building the ties necessary to bring value to your clients. Some ideas on how to nurture these relationships and stay top of mind include:
- Attending Conferences and Seminars
Attending relevant conferences or seminars is an excellent way to stay current on new developments within the field of your ideal client and meet other professionals that align with your services. Not only will you get to share experiences with individuals facing similar challenges as your ideal client type, but you may also find potential partners who can help with specific tasks or services when needed.
- Reconnecting with Previous Contacts
You never know when someone from your past may come back around as a great resource for your clients in the future. People change jobs and careers, so always strive to leave positive impressions on those you meet so if any future situation arises, there is an opportunity to revisit the relationship.
- Staying Active on Social Media Platforms
Social media provides an excellent platform to showcase your past work or accomplishments and gives others a glimpse into who you are (aside from being a professional). Use these platforms wisely – connect with like-minded individuals who could lead you in new directions or support your initiatives that would benefit your ideal clients.
- Joining Professional Groups & Associations
Getting involved in professional groups and associations gives you access to new ideas for serving your clients and opens avenues for like-minded individuals to refer business to you. These groups also allow you to stay connected with others who support your client base and share similar goals.
Becoming the Connector
Once you have a trusted network, it’s all about becoming the connector. An extensive professional network isn’t worth much until you put it to use. The value of all these resources is being able to connect problems to solutions.
If you have a client going through a messy divorce, have some good recommendations for attorneys and financial advisors. Maybe you have a client looking to invest in a new business; connect them with someone who can help find or negotiate a deal.
You’ve probably heard us talk about the value of an inquisitive mindset. When you are genuinely curious about your clients and strive to understand their needs, you will be able to connect the dots between their issues and the people you know that can help them.
Overall, having a strong professional network within the accounting profession is essential to delivering excellent service because it puts you in a position to be the first call. For your clients to trust that you have their best interests at heart and the right connections to deliver solutions, you need to build and demonstrate your value consistently. You’ll know you’re effective when you become the first call.
Frequently Asked Questions (FAQ)
- What does it mean to be your client’s “first call”?
Being the first call means your client trusts your expertise and values your judgment enough to reach out before anyone else when facing a decision or problem. It’s a sign of deep trust and a strong advisory relationship.
- How can accountants build trust to become a client’s first call?
Trust grows through consistent follow-up, proactive advice, and demonstrating that you understand your client’s goals. Showing genuine curiosity and delivering timely, relevant guidance are key to earning that role.
- Why is networking important for accountants beyond generating referrals?
Networking allows accountants to better serve clients by connecting them with trusted professionals in related fields. It transforms your role from service provider to problem solver and strategic advisor.
- What are practical ways to strengthen professional relationships?
Attend industry events, engage meaningfully on social media, and reconnect with past contacts. Regular communication and offering value, like insights or introductions, help you stay top of mind and build credibility.
