In the second of a two part series, Finola McManus explains how partners can empower staff members to carry out business advisory work and discusses effective techniques for marketing these services to clients.
In my last article, I explained why accountants need to get over their fear of the term 'business advice' and explained how practices can offer added value to existing clients - and get paid for it. Business advisory skills tend to be associated primarily with practice owners or partners and there is a perceived gap in knowledge when it comes to passing these skills to other members of the team. With limited hours in the day, owners and partners can only do so much, so it’s essential they find a way to deliver high value support and services to clients...
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