Today’s Bissett Bullet: “Very few business owners highly value compliance work. It is often viewed as a necessary evil and as such, the decision to change accountants for this sort of work will, more often than not, be driven by price.”
By Martin Bissett
Quantify, in monetary terms, what they earned during the time you freed up for them by completing that compliance work, however, and compliance suddenly becomes valuable.
What sales have your clients made in the time that you have saved them over the last 12 months? Justify your fee in terms of their return on investment and help them to understand why they need to change to your firm as a matter of urgency.
Today’s To-Do:
Who are you meeting to discuss compliance work? Find a client of a similar size and have the figure that you saved them at the ready.
See more Bissett Bullets here
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