This week I have been catching up with many of the accounting firms I coach on our quarterly momentum webinars. There have been lots of great ideas with people challenging each other to aim for even better results in the next 12 months. This afternoon there were two topics of conversation which I felt should be shared with a wider audience. They were:
1. Never assume. One of our clients, David, from Port Macquarie, NSW, reported that he had recently engaged a client in a coaching program. The client was crying out for help and saw enormous value in David’s offering. David laid out three options and the client selected option 3. The option was priced at $38,000 for a 12 month program. The client is delighted and David is very happy with the outcome. David made a comment on the webinar that many accountants and business people should note; he said ‘I had thought about talking with this client about this service for quite some time but I assumed they wouldn’t be able to afford it.’ Isn’t that interesting? Never assume. There is always money. Wages are being paid, the lights are on, business is happening. It is just a matter of priorities and if you demonstrate sufficient value and show the client a path to a brighter future, you have a win-win situation.
2. The power of proactivity. Brian, from Bowral, NSW told the group that the one thing he and his partner Kurt had resolved to do differently this year to get a better outcome was to become more active in client meetings. His observation was that the firm had done a fair amount of client visits but too many of them had been in the ‘how are you going, nice coffee’ variety. They are changing their approach by doing a little bit of work in reviewing trend analysis, comparison of profit versus cash movement and coming up with two or three ideas that the client could take to improve their business, then raising these issues with the client to create real engagement and open the client’s eyes to the opportunities in their business. I think that is a great insight and both Brian and Kurt and their clients will benefit enormously.
What is the number one thing that you are going to do differently in the next 12 months to get an even better outcome for you and your clients?