Using Specialty Tax to Build Your Book of Business with Alex Wilson, CPA, Yeo & Yeo

How can CPA firms turn existing client relationships into new growth opportunities? In this episode of Let’s Talk Tax, host Tim LeMasters sits down with Alex Wilson, CPA, PFS, of Yeo & Yeo to explore how specialty tax for CPA firms can become a powerful tool for building your book of business.

Rather than focusing solely on compliance, Alex shares how emerging leaders can uncover new value by listening for key client “triggers” like expansion, new product development, M&A activity, and facility changes. These moments often reveal opportunities for services such as cost segregation, R&D tax credits, international tax, and location advisory.

The conversation also highlights the importance of proactive, year-round client engagement. From asking better questions to maintaining consistent touchpoints during and beyond busy season, Alex explains how CPA professionals can differentiate themselves and strengthen long-term relationships. They also address a common challenge: introducing new services. The reality? If you’re not bringing these ideas to your clients, someone else will.

Whether you’re looking to grow your book of business, elevate your advisory approach, or better identify specialty tax opportunities, this episode offers practical insights you can apply right away.

What You’ll Learn:

—How to identify specialty tax opportunities within existing clients
—The role of “client triggers” in uncovering new value
—Why proactive communication drives stronger relationships
—How to confidently introduce new services
—When to bring in specialty tax partners