Management Seminar: Influencing the quality (not the quantity) of your clientele

Not all accounting firms wish to acquire a huge number of new clients.

In fact, as it can be quite a challenge to recruit and supervise employees in such manner as to ensure financial viability from their work.

Consequently, many practices have found it more useful to work with a small team of efficient professionals, thus retaining the same level of turnover / income while increasing the profits significantly through cutting overheads.

Thus, the idea of all-out promotion to acquire new clients is unappealing as it involves entering the same batch of problems that the accountancy firm experienced with a larger staff.

Hence, the emphasis shifts from quantity of clients to quality of them. How does one gradually influence the quality of clients?

Some educational steps are required with existing clients. Some marketing tools are required for finding high-quality clients to replace those existing clients who do not at all conform with your ideal client profile. Some additional elements may be required to client-communication and what's offered to them and how.

Management Seminar: Increasing turnover (and profit) from the average client

Whether or not the practitioner wants to increase the number of clients, he or she usually wants to enlarge the income and profits derived from clients on the average.

But how do you persuade clients to buy more services?

And, more importantly, how do you break through that glass ceiling set by hourly prices and the general pricing standards of the accounting industry?

The answer lies in offering something different, something almost all clients will find absolutely necessary once it's presented to them correctly... something they experience totally unique and not available anywhere else.

Such a service needs to be based on selling things OTHER than "service hours." It needs to be a BASIC service so that every client can join up... and it needs to be so make-sense and based on THEIR needs that most everyone WANTS to join up to it.

This seminar introduces such a service model and goes through why it's so desirable and how to present it to clients... and what can be achieved by doing so.

Touches the subjects of value pricing — pricing services at the value they represent to the client instead of how many hours they take to deliver — and the principle of value-added BASIC services.

Management Seminar: Employing the client's own willingness

Why is it so that clients (and potential clients) appear to resist just about everything we say to them?

How come our best laid plans for encouraging positive decision-making appear to cause little else than procrastination and indecision on the part of our clients and sale leads?

The solution lies in being able to employ the client's own willingness, to harness HIS willpower to work FOR the suggested solutions and not against it.

This seminar delves into a highly interesting mechanism of human behaviour in terms of what's true for a person and what he suspects... and how emotions and the SOURCE of data govern that assignment of "truth value" to information.

Learn how to plan your communication in such way that it maximises your chances of producing the wanted results... and find how you can prove ANYTHING to a prospective client by reversing the flow and having HIM prove it to YOU.

This skill is extremely useful and the seminar is also quite entertaining. As part of it I will also accept any communication problem you've had with clients and show how you can solve it rather easily by using this special technique!

Management Seminar: Client-Satisfaction

Funnily enough, you cannot really increase client-satisfaction by augmenting the technical quality of service delivery or by giving clients MORE for their money.

Satisfaction is a feeling based on what a person PERCEIVES.

The oddball thing about accountancy clients is that they DO NOT SEE what they receive. This is usually caused by their lack of familiarity with accountancy.

To top this, it's also normal for people not to look for what went RIGHT but instead they search for something that's WRONG.

Client-satisfaction can be created by including a few basic policies and tools into how you interact with clients so that their attention is focussed on what they RECEIVED and what was GOOD about it.

This, added with a touch of discreet educational elements (teaching clients to understand that which they receive better) will increase the client-satisfaction tremendously.

Client-satisfaction is there already so "increasing it" is a bit of a misnomer. "Making them REALISE how much they receive and how many reasons they have to be satisfied with your services" would be a more accurate definition for what really takes place.

Heightened client-satisfaction results in longer relationships with existing clients. Satisfaction also encourages referrals so that your clients feel more confident in recommending your services to their friends and associates.

Management Seminar: Starting a Referral Programme

Can be delivered as a second day and a continuance to the client-satisfaction seminar as the acquisition of referrals is intimately connected with the degree to which clients SEE how much they receive, as the more satisfied you are with someone's services the easier you'll find recommending them to someone who trusts you, right?

But referrals work on the principle of "you get what you ask for" and this theme concentrates on investigating the elements that would maximise the degree to which your clients THINK referrals and ACT when they hear that a friend could need a better accounting service.

How you implement it so that your clients "think referrals" and "SEE referrals" (recognise the smallest hints and signs of a friend needing better accounting service) and "ACT referrals" (do and say just the right thing when they see someone needs your services)... these are the key elements of a successful Accountancy Referral Programme.

Personnel Seminar: Understanding clients' satisfaction and interacting from that viewpoint

This seminar goes over the clients' viewpoint on communication with your personnel so they'll understand how the clientele RECEIVES information and what causes upsets OR concentration on negative points in general.

It's all common sense as such but before one fully understands the clients' viewpoint one cannot predict WHAT clients perceive in your communication and how they'll interpret it.

Most upsets remain unhandled simply because we don't even realise our communication created annoyance in the mind of the client. Many things prohibit clients from communicating when they feel slighted.

Manners and generally agreed upon rules of interaction make us shy away from confrontational elements of communication. Also, it can actually take a day or two for some innocent remark to gain "sinister meaning" for the client.

Suffice to say that dissatisfaction is a build-up of small non-optimum things that a client experiences coming from your firm.

These make him focus his attention on looking for MORE negative "proof" of your "ghastly intentions," which again make them interpret genuine comments as something completely negative... and it all builds up until one day the cup runneth over.

That's the actual structure of those inexplicable negative surprises when a client (whom you thought was satisfied) suddenly goes "ape."

This seminar explains this phenomenon and illustrates how each member of your staff can easily ensure that clients will SEE your good work and focus on the POSITIVE.

Management Seminar: Adding value to accounting services

The way to add value to your services is definitely not by empty cliches or by giving MORE for less money.

Value is in the eye of the beholder and thus any creation of added value has its final proof in whether or not the client CONSIDERS IT VALUABLE.

But what's valuable to any individual client? How do you find out and utilise this knowledge in your activity?

Here we discuss what's valuable to the average client (based on surveys conducted) and go through how you could add communicative elements into your service so as to add tremendous value to it in the eyes of the customer.

Management Seminar / Personnel Seminar: What business owners / executives think about accounting firms, accountants and accounting services?

This seminar can be delivered either for the top management or for the whole personnel as long as we know in advance which, as the information is given slightly differently for each audience (with the management data being a bigger body of data presented with more directness AND with some time spent on developing actual solutions for the firm).

Based on extensive surveys, this seminar offers much insight into how business owners think about accounting services, financial planning and taxation AND how this influences the way they experience communication from your firm.

An excellent and highly useful seminar with an entertaining quality as negative things are explained with "reverse logic" which makes the learning humorous.

Management Seminar:
Presenting accounting services

This seminar discusses presentation of accounting services, both to new prospective clients and to existing clients if they're being offered additional services.

The basics of presentation in this seminar are new to everyone in that I'll show how people RECEIVE information rather than how it should be presented. In fact, information should NOT be presented AT ALL... not if you want the client to BELIEVE what you're telling them.

How do you then present information if you can't tell them? Well, you do so by making THEM COME UP WITH THE DATA and then just letting them know YOU DELIVER THIS SERVICE.

This is achieved with a particularly interesting technique which involves asking questions whose ANSWERS form the information you wanted to present.

This way, the "idea" is THEIRS — they "invented it" by thinking up the answer to your question, see? — and that way this datum is absolutely TRUE and trustworthy... whereas if YOU state it as a claim, it will be "your truth" and as such suspect simply because you have a "vested interest..." you're selling something, see?

A great seminar for idea-awakening realisations in presenting your services in such a way that is guaranteed to find the "go-button" in every individual client.

NOTE: This is a management seminar, not one for sales persons, as the event goes into creating ideas on how this presentation method can be standardized in your firm.

If you wish to receive a seminar for your sales personnel, please let us know when ordering so we can modify the contents to suit the audience.

Management Seminar: How to help clients more

This is essentially a motivational seminar, not because of its subject but due to its end result, which is an increase / rejuvenation of the motivation to help clients.

Help is a very difficult subject for everyone and having your help rejected or unappreciated can have devastating effects on your motivation... and indeed in how you feel about yourself.

This seminar inspects how clients see your help and offers some extremely useful tips on how to ensure they'll both recognise and welcome (and appreciate) all that you do to help the clients.

Personnel Seminar: Goal building

This is a motivational seminar for the whole personnel with the idea of concentrating on creating one or more goals for the whole team (goals to which YOU have agreed first, of course) and achieving common agreement for going after those goals.

The better your goals are adopted and agreed upon by the personnel, the more coherent their effots are toward producing the results you want, both in terms of quality and quantity (efficiency).

A very useful and fun day whose results can be quite spectacular with positive and long-standing effects created for your firm.

Management Seminar: Finding an ample flow of new potential clients

Which are the secrets of continuous and profitable expansion of an accounting firm?

How do you open a flow of prospective clients and keep it going?

Why is it important what happens to these prospects after they've been contacted and how does that influence the way you approach them in the first place?

This seminar goes into explaining the whole flow of sequential steps required for a successful prospecting activity that will continue producing ample results, thus allowing your practice to expand continually without risk.

Management Seminar: Principles of successful telemarketing

This one-day seminar explains in detail how traditional techniques of "enforcing data" and "controlling the decision-maker's thinking" do not work well, leading to very few results and short customer-relationships WHILE actually creating a negative image of your firm with those decision-makers who refuse the contact.

We will also go through the two principal goals of prospecting by telemarketing, explaining why it's more important to "grow the field" than trying to "harvest" it... and how both are done so that telemarketing provides a high 10-30% success ratio eventually.

This seminar can include the tools of telemarketing but only if these tools are purchased AND agreed upon by you in advance. Please contact me for more information on this.

Management Seminar / Personnel Seminar: Sales Closing techniques

A one-day sales seminar on how to close a sale.

The seminar goes through various sales closing techniques and what's required to set the scene for each technique in order for it to have effect.

This seminar goes into the PRESET CONDITIONS of closure and explains what's needed to ensure that the odds are heavily in your favour.

An excellent booster for sales and one that also brings to light many previously unnoticed problems and considerations regarding sales closing.

Also possible to deliver with sales closing drills in the programme but for that please contact us first as additional arrangements are required and there will be addition to the overall cost of the seminar.

Management Seminar / Workshop: Public speaking

This one-day workshop includes two parts.

One is a lecture (or series of short lectures) on various techniques and insider secrets to successful public speaking.

The other is a workshop in which several members of the audience practice public speaking while being coached with "reverse-logic" methodology.

This is the technique of making the person do MORE of whatever non-optimum he does while on stage.

This is a very useful workshop if you have to give presentations to groups. You will learn to control a group and feel calm when delivering presentations. The public speaking workshop can also be quite fun!

Management Seminar: Expanding through delegating

How do you get others to do what you do... and do it successfully and in continuance?

More often than not, the main barrier to expansion lies in that only YOU can do certain things successfully... and thus you cannot expand as the demands on you become the bottleneck.

How do you ensure that someone else learns to do your task(s) and then performs those tasks with persistence and viable quality? How do you secure agreement from your clients so you can turn them over to someone else?

This seminar/consulting day is for the top executive / practitioner / partners of the firm and it offers workable ideas on delegating responsibilities and making yourself less irreplaceable so that you can go onto new challenges and still supervise the activity so it functions exactly as you want.

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