today’s bissett bullet: “clients employ accounting firms to deliver outcomes, not services, whether that be basic compliance or far more aspirational goals.”
by martin bissett
the business model for accounting firms was set up over a century ago and because of the amount of regulation and legislation that the government issues in order for us to carry out compliance work, we often lose sight of what the client is paying us for in the first place. just because the profession has been a recorder of historical performance function up until now that does not mean it has to remain that way.
let’s face it, the clients do not care what qualifications we have, what letters are after our name, what our service lines are on our website. what they care about is whether we can achieve the desired outcomes that they want to realize in their business. talk to them on that basis.
today’s to-do:
take a look at your website to see whether or not you can find the letters after your name on the website. probably yes.
can you see whether the services that your firm offers are on the website? probably yes.
can you see the outcomes for the clients? whether they be tax saving, giving peace of mind or putting people in control of their finances, are they clear? you will find they probably are not. make a change today.
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