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Professionals who are involved in attest services cannot afford the appearance of also being an insider with their clients.

It is mandatory that accountants who are involved in attest work never allow their independence to be compromised.

You must abide by the code of ethics of your profession, as well as state and federal rules regarding independence.

The strongest and most profitable relationships with clients are those in which you are considered an insider.

When your and your clients’ interests are assumed to be the same, you are treated as one of the team rather than an outsider who has to prove himself. As I see it, there are three distinct levels of being an insider:

• Level 1 – The advisor can be an insider, if top management of your clients always checks with you prior to making important decisions.

Your clients trust you and rely on your perspective before deciding to act. Being accepted as an advisor may be an indication that your client would be receptive to level 2 insider status for you.

• Level 2 – The counselor is an insider who generally sits in on all key management meetings and participates from start to finish in the decision-making process.

From time to time, the counselor may take the lead in organizing planning meetings, conducting strategic advances, and negotiating contracts with your client’s customers.

• Level 3 – The Partner Leader is an insider who functions as a part-time chief: CEO, CFO, CIO, CAO, or CMO: Many accountants and attorneys function in such a role, sometimes without title.

Operating as a partner leader, you have the ability to inject forward-thinking strategy into the top management of your clients.
Being a Deep Insider
Many companies cannot afford, nor do they need, a full-time CFO. For example, the price tag on a top-level CFO might be $500,000 per year.

What the companies do need is $100,000 worth of a $500,000 talent. Instead, what many companies settle for is a $50,000 talent for which they pay $100,000.

The same concept is true with the CAO. Attorneys who fill the role of part-time CAO provide the high-level talent at a fraction of the cost.

So how does one become a deep insider? Usually, the client makes the decision after some period of relationship building.

You are more likely to be considered a candidate for this role if you are responsive, reliable, and creative for your client.

You also must have your sights set on something more than just a sale. Author Jim Holden believes that sales effectiveness moves through several stages.

The highest stage is insider status. With insider status you focus on helping the client in their markets as if you were an insider or partner with your client.

A great example is an insider status is the IBM and Federal Express alliance developed for service efficiency.

Federal Express stocks IBM parts in the FedEx warehouses for faster fulfillment. FedEx is focused on the IBM customer’s satisfaction with delivery of critical parts.

Wrapping up
When you begin to focus on your client’s strategic direction and customers, you will make yourself a candidate for deep insider status, perhaps as partner-leader.