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Win new clients: Part four - deliver excellence

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24th Apr 2017
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In the fourth and final segment of this series on marketing around auto enrolment to win new clients, our expert panel reveals how to consistently deliver an excellent AE service.

The following video clip is taken from a recent Sage-sponsored webcast, called ‘How to use auto enrolment (AE) to win your next 20 clients’, which has been serialised on AccountingWEB in four parts.

Across all four segments Martin Bissett, founder of the Upward Spiral Partnership, and Mat Castle, a business development director at Smart Pension, uncover proven strategies to help win clients through the provision of AE services.

Click on this link and register for free to watch the webcast in full.

Topic 4 of 4: How to consistently deliver an excellent AE service

According to Mat Castle the first thing you need to do is understand the real costs around auto enrolment. The second is to understand what is a good quality scheme.

Castle said it was really important to get the ‘holy trinity’ of AE right, which is the adviser, the payroll software and the pension scheme provider.

“You want to make sure that the payroll software talks to the provider properly and integrates really well,” he said. “That payroll software they have, is it clunky? Is it going to give them a big admin burden or has it got a hi-tech, streamlined version using an API, like the fantastic PDX system that Sage has used?”

Find out more about AE providers, payroll processes and automaton in the video above.

At the coalface Martin Bissett added what he is seeing from high performing firms who are consistently delivering an excellence service. For Bissett it’s important to put together the right team and then understand their individual roles (even if there’s just two of you) before going out to market. He explained the Haines Watts ‘sunshine effect’:

“They made sure the team understood how their contribution resulted in the end product. So if we win a new client, who liaised with them at the front end? Who wrote the proposal? Who helped with pricing? When a client comes on board the celebration was throughout the team.”

Bissett’s other observation of high performing teams who have successfully marketed AE services were those firms who were reaching out little and often, resulting in a compound effect: “Three months further down the road we’ll see a full qualified pipeline of opportunity,” Bissett said.

To find out more watch the full webcast now.

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