Not everyone is looking for a financial return. The important thing is to establish what outcomes they want to get from working with you, establish milestones with dates that will show they are on track and what that will mean to them. If it is purely financial then you need to agree what you are going to work on for the quickest wins in the business, that may be to put testing and measuring on marketing, creating a marketing plan to generate more leads/clients, a sales training/system to improve conversion, look at their overheads using the Profit maximiser tool to show the value of working on that.