If you’re an accountant and you believe that your competition is OTHER firms of accountants, then you’re operating at such a dangerously low level.
You see, the bar’s been raised and it’s now set so high, that most firms of accountants have never even looked up to even see it.
And while many accountants got stuck wondering whether they should move from desktop Sage to the cloud;
While they went in and out of meetings deciding whether they should increase their prices so they could give more value to their clients;
While multi partner firms argued over whether they should cling onto their failing systems that everyone was ‘used to’;
While firms became obsessed with the terms in a letter of engagement to protect themselves if everything went wrong;
They failed to look up and ask “what if everything went right?”
And because they failed to look up, they failed to see the ever rising bar that ‘some’ accountants we starting to fly over.
While they were all to busy discussing things which their clients just did not care about, the world changed on them.
This is What Your Client Is Thinking
You see, as your client, I’m not comparing you to other accountants, I’m comparing you to anything I want to compare you to.
I’m comparing you to the fact that I can call my bank at 10pm on a Sunday and speak to a human being who can answer my concerns.
I’m comparing you to the fact that I can order school clothes from Next tonight at 9pm, and my children will be going to school on them the next day.
I’m comparing you to the fact that I can order a book on Amazon on a Saturday and be reading it with my coffee on the Sunday morning.
That’s the level of outstanding, world class service that your clients now expect.
They are too powerful and too to expect anything less, and it’s only going to get worse.
Where Some Accountants Have Set The Bar
There are accountants now who are producing Monthly Management Reports within a week of month end, and sending it to their clients via video, ahead of their monthly meeting.
There are accountants who complete Annual Accounts within 30 days of year end.
There are accountants who had all of this year’s tax returns completed at the end of last year.
There are accountants who know every one of their clients business and personal goals and reference them in every report they provide them with.
There are accountants who have their clients name printed on a parking space when they arrive, on a screen as they walk in the door, where everyone greets them by name because they know they’re arriving and where there’s a drink waiting for them, made to their liking, because they asked them what they wanted when they booked the meeting.
Do you know how I know this?
Because I’ve just described the firm that I’m a Director of AND many other firms of entrepreneurial, profitable, forward thinking accountants that I’m privileged to work with.
It Wasn’t Always Like This
When I first met My Accountancy Place, they had 1 guy meeting prospects and existing clients, ‘attempting’ to agree fees on some complicated Excel spreadsheet (which he thought was whizzy cool), which then eventually got emailed to Amy who only worked Monday, Wednesday, Friday, who then created some proposal type thing and a Letter of Engagement in Practice Ignition, which the client got 2 days later.
What was all that about?
Your clients value their time above everything else and they’re not prepared to wait for ANYTHING.
That was why we had to invest heavily into developing our our cloud based pricing and proposal technology to solve this problem, because there was nothing out there that could get close to the world class experience we wanted our clients to have.
If you can’t achieve an incredible experience on a first date, what chance do you have when you get married?
It’s exactly the same with meeting clients for the first time, giving them a proposal and signing them up.
If that isn’t a WOW experience, then they know that it’s only going to go downhill from there.
With the technology we developed, we now have EVERY member of staff being able to EASILY agree fees with clients, produce a STUNNING proposal and a DYNAMICALLY GENERATED Letter of Engagement….. INSTANTLY……. whilst they’re still with the client, which they can sign there and then if they want to, which then triggers off the invoicing, payments and onboarding of that client.
NOW that’s a WOW experience.
And that client then KNOWS, that what’s about to follow is also going to be at a world class level, and we’ve worked extremely hard to ensure that it is, with full systemisation of our firm, constant staff training, bringing our clients in to talk to the team and many other innovations.
So Where SHOULD You Look?
If you’re looking towards other accountants, aiming to be slightly better than they are, then you’re going to lose.
You need to look at what your clients really want, what they expect, and what some of the world’s leading businesses are doing.
You can have your phones answered 24/7 by someone who knows your business.
You can develop an international team who can help you to achieve results faster.
You can buy in the right technology that serves your clients and your business at a world class level.
If you are going to look at other accountants are doing, make sure you’re modelling your own firms on the very BEST accountants out there. Any by best I don’t mean biggest, I mean the ones who are getting the results.
The world has changed.
The bar has been set so much higher now, and it’s rising all the time
The leading firms of accountants are playing a different game now.
Which one are you playing?
P.S. If you didn’t know, the cloud based pricing and proposal technology we developed, is what we then opened up to other, like minded accountant who also wanted to wow THEIR clients, in the form of GoProposal