Steven Briginshaw FCA is an entrepreneur, speaker and business mentor.
He is the author of the International Bestselling Book The Profits Principles™ - The practical guide to building an extraordinary business around doing what you love.
Steven’s mission is to help revolutionise accountancy and business education to give existing and future entrepreneurs what they need to help solve meaningful problems & build purpose led impact-making businesses.
He sold his accountancy firm in 2015 and has worked with small businesses since 2000.
You're welcome and thank you Era :)
Thanks Eric. Glad you found it helpful :)
Great article Amanda and really interesting stats. Relationship is so important and even more so with 40% taking up to 24 months to be ready to buy.
Thanks for sharing DJKL.
There certainly are different levels of support for different clients priorities.
I would say, from my experience working with 100s of business owners, the majority of clients don’t want to examine the numbers but most want to know how to grow and improve their business. Which, as we know as accountants, comes back to making fact based decisions using the numbers (historic and predictive).
The two part article series is explaining how as accountants we can help our business owner clients more by doing what we’re good at, understanding and interpreting numbers.
I’m sure you use the numbers to make the best suggestion for your clients when you’re advising your clients about the marketing approach or the best project a, b, c or d, as you mentioned. So you are a ‘real’ adviser already :)
Accountants often become the intelligent business friend to the business owner as well and get asked the other questions you mentioned, which, depending on how one feels about it, can be a bless or a curse.
I can’t say first hand as I wasn’t born then but happy to share some of the stories I’ve been told, from reliable sources, if you’d like to hear them :)
For sure. They feature in the Number Analysis level along with anything that requires analysis that an accountant is already trained to deliver. My short list of examples wasn't exhaustive :)
You're a very lucky man :)
I completely agree but sadly, from the business owners and the accountants I speak with, it's not happening.
Absolutely! A great question that we all need to ask but it can be extended to ‘what is an ideal client’? When we work with clients that we enjoy working with, can really help and they can pay the right value it’s a win/win/win situation. I wonder how many accountants still take on clients that are not ideal? I wonder how many accountants actually know their who is an ideal client? And I mean specifically, SMEs isn’t an answer (although I often hear it). There are 5 million SMEs in the UK in different industries, sizes, business phases etc. They all can’t be ideal. Rant over :)
Thanks for your comment Kent Accountant.
Exactly! You’ve hit upon an element I cover in part 2 :)