Latest Events and Programs

  1. Prepare your Practice for Sale - Your 3 Year Plan to Maximise its Value - Wed 30th May - 12.30pm to 1.30pm AEST
  2. Measuring the Right Stuff - What your firm should be focusing on in the new Financial Year.  - Wed 6th June - 12.30pm to 1.30pm AEST
  3. How to develop your coaching and training skills - A webinar for partners, managers and trainers.  - Wed 13th June - 12.30 to 1.30pm AEST
  4. 5 Steps to effectively manage clients expectations in the new Financial Year- Wed 20th June - 12.30pm to 1.30pm AEST
  5. How to make Advisors out of Accountants - The role of active listening and feedback in developing client relationships - Tues 26th June - 12.30pm to 1.30pm AEST
  6. 7 Steps to improve turnaround time through a better focus on Workflow - Wed 27th June - 12.30pm to 1.30pm AEST

New CD-ROM Coaching Programs on PERFORMANCE REVIEW and CONFLICT RESOLUTION for accounting firms. and for accounting firms. Click on the program title for further details.

Are you on the list?

Click here to view a list of just some of the accounting firms that have benefited from our webinars and workshops.

Contact Us

Business Aptitude
PO Box 700
Chatswood, NSW 2057
Australia

tel: 1300 883 789
fax: (02) 9904 8306
email: enquiry@bizaptitude.com.au

WHY DO STAFF RESIST OFFERING ADDITIONAL SERVICES TO 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 it 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 services and advice in an integrated manner to add significant value that other firms simply can’t provide.

Accountants may resist offering additional services to clients for a number of reasons.

  1. They may simply not understand the services offered.
  2. They may believe that the client is not interested or cannot afford the service.
  3. They may be afraid of a negative response from the client.

To overcome these issues, proactive firms are 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. 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.

The second step is to create additional capacity through better time management. Through a better focus on workflow and task management and a more structured work day, it’s relatively easy for your team to find an additional 10% in productive capacity.


To assist firms in increasing productive capacity, we've developed a comprehensive 10-part CD-ROM program on proactive time and task management. This program incorporates ALL of the tools and techniques we’ve seen work for accounting firms in becoming more proactive in managing time and improving productive capacity.

Modules within the program include Principles of effective delegation, Using administrative staff to create more capacity, Effective task management, Dealing with interruptions, Managing client expectations and A proactive approach to workflow.

The standard price for this program is $1,320 or $132 per module. However, until 15th June 2011, we are offering the program to firms at 25% off the standard price – just $990.

For more information on this program, CLICK HERE or contact us on 1300 883 789. All of our training programs are designed by accountants for accountants.

UPCOMING WEBINAR - TAKE CONTROL OF YOUR CLIENT RELATIONSHIPS IN THE NEW YEAR - 15th June 2011

The new financial year presents an ideal opportunity for firms to revisit the relationship that they have with their clients, in relation to scope of work, added value and fee for service.  This webinar will look closely at the challenges facing firms in maintaining balanced and proactive relationships with their clients. We'll discuss the client engagement process in detail.

CLICK HERE for more details, including registration.

Developed by Business Aptitude, leading Practice Management Consultants and Trainers to Accountants. For further information, go to www.bizaptitude.com.au