Last night over dinner at our Product Development Symposium, I had a conversation with a terrific accountant called Mark Hann about an alternative approach to engaging clients using PANalytics. Mark said he had watched a mock meeting video that I had done on how to present a Business Performance Review and Growth Equation using our PANalytics tool but felt it did not work for him because he prefers to spend much more time on presenting the financials and tax to the client. His question to me was, how can I secure a follow up meeting with the client to do some planning, rather than trying to cram everything in to what could become a three hour meeting.
Here is what I came up with:
1. Before the year end meeting, run Quick Targets in PANalytics, entering data for what YOU believe the client should be aiming for (see attached image – quick and easy to do)
2. Run your year end meeting as normal but close it by showing the client the targets you have nominated. Say to the client: “We were doing some thinking about your business and these are the sorts of targets we think you should be capable of achieving. How do you feel about that?” Let the client comment and have a brief discussion. Update the targets to reflect the discussion. Once saved, the targets will now appear for that client on your Firm Dashboard, meaning you can monitor their performance in real time (assuming they are on cloud accounting)
3. Say to the client: “What I’d like to do is set a time for a follow up meeting – no charge. At that meeting, we’ll do three things: 1. We’ll see how you are tracking against the targets 2. I’ll have ACCOUNTANT come down to your place beforehand to dig out some more information so that we can do a more detailed plan and show you what’s really possible in your business and 3. I’ll bring you a couple of ideas that you can take and implement to improve your business. Let’s lock in a date now in 6-8 weeks’ time.”
Thoughts, alternative approaches, questions? Fire away.
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