Scenario 1 – You are the owner of an accounting practice and you’re at an accounting conference. There are two competing sessions you’d like to attend. One is about tax updates, the second is about client care. Which one do you attend?
Scenario 2 – You are the owner of an accounting practice and you’re at an accounting conference. There are two competing sessions you’d like to attend. One is about the tech stack in your practice, the second is about client care. Which one do you attend?
Scenario 3 – You are the owner of an accounting practice and you’re at an accounting conference. There are two competing sessions you’d like to attend. One is about recruitment, the second is about client care. Which one do you attend?
Based on attendance figures from conferences held in the UK and US over the last three years, more than 90% attend the first session in each scenario.
Objection 1 – ‘But of course, you shout, that’s our job, that’s what we’re paid to do. The client would soon complain if we weren’t up to speed on tax or tech or didn’t have capacity.’
Objection 2 – ‘But of course, you shout, I have no team to send to the sessions, I’m a sole practitioner.’
Objection 3 – ‘But of course, you shout, my clients will get fined if I don’t file on time. I need to find quality staff.’
These are the objections of an accounting practice.
The large clients are increasingly being looked after by accounting businesses.
Why? Because accounting businesses have figured out one thing that accounting practices have not.
Accounting practices focus on doing what’s required for the part in red in the picture below.
Accounting businesses have figured out that the client wants them to focus on the part in green.
How you get there is up to you. But here’s a free starting point.
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To your success
Martin Bissett
