Your next client might be sitting in the cubicle next to you.

…if I ever go looking for my heart’s desire again, I won’t look any further than my own back yard. -Dorothy (The Wizard of Oz )

I once had a friend who was the controller for a small university nearby. He wasn’t a CPA, but he did the books and tax planning for many of our friends. Most of his clients were either his co-workers or people he met while at the university. If you are looking to find more clients and expand your Accounting and Tax Preparation business, Dorothy may have been right. Sometimes you don’t have to look beyond your own back yard.

Look around at your co-workers… what do you see? At first glance, all you might see are fellow workers, at the grind, plugging away at their job, just like you. Now, take another look, squint your eyes… just a little, and you may be looking at your future clients. Of course, your knowledge of accounting and tax practices could also lead to further promotion as your fellow workers advance in their careers too.

You’ll also be glad to know, that if they look at you, they could be looking at the answers to their accounting and tax problems. You might be surprised to know that many of them, just like you, are either thinking about starting their own business, already have a business they operate on the side, or are helping somebody else in the process of becoming a business owner. Who knows, maybe even the next Bill Gates. (Didn’t he start in a garage?)

OK… my biggest client could be in the next cubicle… how do I make a connection?

It’s really pretty simple, and it really doesn’t take that much courage. Just say to yourself, “I can do this.”

Let your co-workers know of your expertise, (if you are not in the accounting department at work), that you are helping small businesses get, and stay, on top of their finances. Speak with confidence and you might be surprised at just how effective this can be.

Will my co-workers believe that I can help…I’m only doing this part-time?

Yes. But there is a cost to their trust and confidence. It all starts with three simple steps. In fact, I’ll bet you’re doing these already.

• Always keep your promises. If you say you’ll do it, do it.
• Make sure that you provide the help, information and resources that you promise, when you promise them. Never leave your co-workers in a lurch.
• Look for opportunities to offer a helping hand. If you see a co-worker having a hard time, if you can, offer to pitch in and help. (Even if there’s nothing you can do, they will appreciate the offer.)

Believe it or not, it can be that easy. As your co-workers ask for help, make sure they go to the top of the list for client services. Make sure that their experience with you is the best it can be; then, you will quickly become a hero both in the office and in your Accounting and Tax Preparation business.

You will be the person they go to when they have an accounting or tax problem. You will be the person that they know they can trust and depend on. It’s no secret that most people find accounting and tax issues difficult to understand.

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