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ADVISORY & CONSULTING

Seven Steps to Indispensability

two women sitting across a desk from one anotherAnd the six benefits that will accrue.

By Gary Bolinger
Profit in Disruption

Being seen by a client as indispensable has at its core two factors:

  • the client’s perception that you understand their most important things and
  • that you are key to helping them achieve them and stay on track.

MORE: How Do You Rate on the 34 KPIs for Client Relationships? | The Key that Unlocks Client Advisory Services | If You Can’t Explain It, No One Will Buy It | The Three Types of Advisory Services Clients Need Today
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Success is a perception that varies with individuals. For control freak entrepreneurs, feeling successful is a big deal and if we can help them feel more in control and thus more successful, then we are well on the way to them seeing us as indispensable.
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ADVISORY & CONSULTING

How Do You Rate on the 34 KPIs for Client Relationships?

Technology is an enhancement, not an alternative.

By Gary Bolinger
Profit in Disruption

In order to effectively engage with clients, the following are key ingredients of the relationship:

  1. Trust
  2. Quality communication
  3. Ongoing valuable benefits to both persons and aiming for the classic win: win
  4. Regular framing of the relationship.

MORE: The Key that Unlocks Client Advisory Services | If You Can’t Explain It, No One Will Buy It | The Three Types of Advisory Services Clients Need Today
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Mutually agreed transparency, high-quality and considered communication, striving for two-way benefits and correctly framing the relationship will create the desired beneficial outcomes in that relationship. Such terminology can appear lacking in empathy, but these factors translate into an improved business and personal relationship.
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ADVISORY & CONSULTING

The Key that Unlocks Client Advisory Services

Man looking at 5 keysWhich of the five types will you deploy?

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By Gary Bolinger
Profit in Disruption

An annual strategic review is key to a structured advisory services practice. The review provides an annual event where everyone’s attention is focused.

MORE: If You Can’t Explain It, No One Will Buy It | The Three Types of Advisory Services Clients Need Today | You Can’t Separate the Business from the Client | Tell Managers What Ownership Means | Clients: What Accountants Don’t Understand | Why Accountants Fail at Consulting
GoProCPA.comExclusively for PRO Members. Log in here or upgrade to PRO today.

The review can follow the annual financial report or precede when budgets are being put together. The annual strategic review articulates and confirms your strategic role. And make no mistake, the annual strategic review delivers a process to secure recurring fees and upon which to hang your advisory hat. The client receives a copy of the plan and then the fun starts when you support them in the implementation of their plans, one project at a time and one action at a time. Billable time.
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ADVISORY & CONSULTING

If You Can’t Explain It, No One Will Buy It

Woman working at desktop computerWhat’s your advisory process?

By Gary Bolinger
Profit in Disruption

Every firm that is serious about advisory services needs one client-facing advisory process that you can articulate to the market, but that is also consistent with how you deliver advisory services and of course operate internally. There is no need to “customize” the advisory process based on the client.

MORE BOLINGER on ADVISORY: You Can’t Separate the Business from the Client |Tell Managers What Ownership Means | Clients: What Accountants Don’t Understand | Why Accountants Fail at Consulting | Advisory vs. Low-Value Clients | What + Who Leads Firms to Better Service | How Accountants Are Profiting in Disruption | Ask the Right Question(s) | Seven Elements of Engagement for CPAs | True Advisory Work Isn’t Just Consulting

GoProCPA.comExclusively for PRO Members. Log in here or upgrade to PRO today.

The value in advisory services is not just in fees from strategic reviews but from all of these services, and often the fees from consulting can be very significant. For this reason, your advisory services need to be structured and not ad hoc. It is important that you have an articulated, repeatable advisory process, which must be client-facing, not just a list of technical services.
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ADVISORY & CONSULTING

The Three Types of Advisory Services Clients Need Today

How to use the whole-of-client approach.

By Gary Bolinger
Profit in Disruption

Planning for positive change and why people do what they do (or don’t) is fundamental to advisory services.

MORE BOLINGER on ADVISORY: You Can’t Separate the Business from the Client | Tell Managers What Ownership Means | Clients: What Accountants Don’t Understand | Why Accountants Fail at Consulting | Advisory vs. Low-Value Clients | What + Who Leads Firms to Better Service | How Accountants Are Profiting in Disruption | Ask the Right Question(s) | Seven Elements of Engagement for CPAs | True Advisory Work Isn’t Just Consulting

GoProCPA.comExclusively for PRO Members. Log in here or upgrade to PRO today.

Your clients have both personal and business goals. Over time you should assist the client in achieving both business and personal goals.
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