THE INTEGRATION IMPERATIVE - How to introduce new services to your clients.
Do your clients know all the services you are able to provide to them? Do your staff understand how they can better support your clients?
A recent BRW report on accounting services in 100 top Australian accounting firms highlighted that “demand for strategic and tactical work on business improvement” outstripped other services offered by accountancy firms, with 36% of firms nominating business advisory services as their fastest growing business line. Additionally, one-third of firms nominated wealth management services as one of their three fastest growing business lines.
One of the major challenges accounting firms are currently facing is how to successfully provide these services in a seamless manner. Firms are telling clients that they offer an ‘integrated’ approach, but what does this really mean? We’re increasingly working with firms that want to be more than a ‘one-stop’ shop for their clients. They actually want to combine tax, accounting, business and financial advisory services in an integrated manner to add significant value that other firms simply can’t provide.
To do this, firms are proactively providing their teams with training on services and communication skills. Client managers are expected to consider what their clients really want, and look beyond numbers to better understand the needs of their clients. Through use of active listening skills, accompanied by a strong understanding of human psychology, accountants at all levels can take a more proactive role in developing and maintaining the client relationship.
How can you start this process with your firm? The first step is to show your team that they need not be afraid of asking questions to show interest in their clients. Then you need to ensure that all staff dealing with clients understand the services provided by your firm. Do your accountants really understand how financial advisors add value to clients? Are they confident in persuading clients of the need for a risk assessment in relation to life or income protection insurance? Use case studies to bring your successes to life. It’s the best way to show how committed you are to adding value to your clients.
Introducing a new workshop on Services Integration for Accounting Firms
Training Beyond Accounting is running a 1/2 day workshop in Brisbane, Sydney and Melbourne to help firms develop a truly integrated approach to services and client management. In this workshop, Dale Crosby, Director of Business Aptitude will lead presentations and discussions on:
- The challenges and opportunities faced by accounting firms in developing their service base.
- How to market your services directly to clients so that they can better understand the real benefits that an integrated approach can bring to them.
- How to engage accounting staff by showing them how they can add real value to their clients and more fees to the firm.
- What results firms can achieve through a consistent focus on internal lead generation activities.
A FIVE-STEP process proven to bring accounting and financial advisory teams together will be presented, together with feedback on how to overcome key roadblocks to integration success. A workbook will be provided.
Dates : 30th August (Brisbane), 6th September (Sydney) and 8th September (Melbourne).
Timing: 8.30am - 12.00 noon
Venue : Level 6, 10 Eagle Street Brisbane (30th August) | Level 10, 1 Margaret St Sydney (6th September) | Level 14, 140 William Street Melbourne (8th September)
Fee : $330 standard fee, $275 for earlybird (to 15th August).
EARLYBIRD EXPIRES IN 4 DAYS
CLICK HERE for more information, including registration details. Or contact Dale Crosby on 1300 883 789.
This workshop is brought to the accounting profession by TRAINING BEYOND ACCOUNTING, specialist providers of leadership, communication and practice management training and coaching. Visit www.bizaptitude.com.au for further information on our capabilities and experience working with accounting firms.
