Most advisory engagements don't begin with a client asking for advisory services; they begin with a seemingly simple tax question.
In this session, Randy Hughes, CPA, demonstrates how firms can uncover planning opportunities hidden within everyday client conversations and transform routine compliance discussions into higher-value advisory engagements.
Using a real client case study that began with a question about making a Q2 estimated tax payment, Randy walks through how the engagement evolved into a comprehensive review of a Schedule C business owner with related real estate activities, projected income, and cash flow concerns. What started as a routine tax question ultimately revealed multiple planning opportunities and potential five-figure tax savings.
Attendees will gain a practical framework for identifying advisory opportunities, asking better questions, and expanding client relationships through proactive tax planning. Along the way, they'll see how technology tools such as QuickBooks Online, ProConnect Tax, and Intuit Tax Advisor can help organize information, evaluate scenarios, and support the planning process while reinforcing the essential role of professional judgment and technical tax expertise.
Participants will leave with actionable ideas they can immediately apply to uncover advisory opportunities already hiding within their existing client base.
