Integrative advisory services : expanding your accounting services beyond the cloud / by Amy Vetter
By: Vetter, Amy.Publisher: Hoboken, N.J. : Wiley, 2018Description: ix, 182 p. ; electronic resource.ISBN: 9781119415978.Subject(s): Financial advisory services | Public practice | Diversified companies | Organisational effectivenessOnline resources: Download as an eBook
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HISTORY OF THE ACCOUNTING PROFESSION - FROM COMPLIANCE TO ADVISORY: Technology and humans -- Looking back on accounting -- Reaching for the cloud -- Humanity versus machine -- New opportunities abound -- Where does your business go from here? BRINGING THE HUMAN SIDE TO TECHNOLOGY: The old way of data flowing versus the new way -- What CEOs want from their CFOs -- Choosing your vertical industry niche -- Steps to create your cloud platform -- Step 1 - Review the status quo -- Step 2 - Identify pain points and opportunities -- Step 3 - Identify areas where technology can do the heavy lifting -- Step 4 - Conduct due diligence of products and vendors -- Step 5 - Conduct a test or pilot program -- Step 6 - Review the program's success and return on investment -- The cherished advisor journey. THE CHERISHED ADVISOR - THE TRANSFORMATION JOURNEY BEYOND THE TECHNOLOGY: Documenting the business processes -- Conducting a client interview -- Following up after the interview -- Obtaining needed technical and business skills -- New staffing model -- Standard niche team roles -- Operations team -- Pricing and packaging. STRATEGIES FOR MARKETING YOUR NEW ADVISORY EXPERIENCE: How do you want to design the client experience? -- Building an overall architecture -- Your mission statement -- Your brand promise -- Customer experience -- Breaking down your services into segments -- Creating customer segmentation -- Assessment and deployment -- Creating and implementing a marketing strategy -- Marketing strategy -- Marketing methods -- Internal marketing -- Marketing budget -- Return on investment -- Online marketing -- Website -- Social media -- Blogging -- Email newsletters -- Email Signatures -- Networking -- Referrals. CREATING A SUCCESSFUL SALES MODEL AND CLIENT ONBOARDING PROCESS: The science of the sale -- The simple sales process -- Discovery and qualification -- Client presentation -- Engagement letter -- Client onboarding process -- External -- Internal -- Evaluating the process -- Onboarding checklist -- Creating a project plan -- Automating your internal processes with CRM -- Project list -- Check-in. BUILDING LASTING RELATIONSHIPS: Creating personalized virtual relationships -- Creating touch points to stay engaged -- Interpersonal awareness to succeed as an advisor - collaboration, influence, negotiation and communication -- Measure client satisfaction with a net promoter score -- How NPS works -- Calculating your net promoter score -- Leadership capabilities to grow the people around you - team satisfaction and rewards -- Implementing a reward system -- Overcoming fear of change -- Daily procedures -- Succession planning tactics for bringing up the next generation of leadership -- Creating internal processes.
Offers accountants strategies to diversify services and provide clients with integrative advisory services. Shows how to take a more active role in clients' businesses by analysing the story behind the numbers, understanding operations, and guiding clients towards their goals. Includes relationship building, sales models, client onboarding and team building.