When clients of accountants are surveyed, they tend to say that when it comes to ‘value for money’ we score well, which is good news.
Also, when it comes to ‘technical competence’ we generally score ‘excellent’, but unfortunately both these are givens and certainly not differentiators.
Nearly two-thirds of clients of accountants said they want more business strategic input from us, but importantly we need to be seen to be providing this strategic input in separate meetings.
Otherwise, it gets ignored! The three most important things that clients say they want from their accountants, in survey after survey are:
- To understand them, their aims and their business.
- To be more proactive.
- To be in for the long haul with them
This opens the door for us to deliver exactly what they want the most from us.
For us, this means ticking ALL their boxes!
T is… TRANSPARENCY.
Transparency of billing and charges, as clients demand a clear understanding of fee changes, flexibility and most important choices and options.
It goes without saying, that it’s not OK anymore to charge annually with very little details of what’s been done.
I is… IN FOR THE LONG HAUL.
They want us there with them, from their start-up to their sale, through good times and bad and we demonstrate this long haul approach to them, by our advisory packages and strategic positioning.
C is… CONTINUOUSLY BE PROACTIVE.
to consistently and continuously be proactive and take the initiative, as they hate reactivity and this is at the core of being an adviser, it’s not just problem solving reactively when they occur.
K is… KNOW AND UNDERSTAND THEM.
It’s vital to them that we really understand their aims, aspirations and what drives their success. We need to be involved at a strategic level, demonstrating to them that we can help them with m what they want.
We ignore these wishes at our peril and it’s vital that we TICK all, not just some, of the boxes!
Quote of the Week
“To fix someone’s problem, you very often just need to emphatically listen to them.”
– Tim Ferriss
Book of the Week
Tools of Titans: The Tactics, Routines, and Habits of Billionaires, Icons, and World-Class Performers
by Tim Ferriss
From the Author: “This book contains the distilled tools, tactics, and ‘inside baseball’ you won’t find anywhere else. It also includes new tips from past guests on my podcast, and life lessons from new ‘guests’ you haven’t met.”