Sounds counterintuitive, I know. But as you become more accomplished and have a track record of helping clients improve their businesses out of sight, your value increases dramatically. Equally, if you have decided to build a business within a business around your business improvement services, constantly look for ways to drive down your personal labor intensity. Your value lies in your clients having access to you when they need it, rather than you turning up on their doorstep every week.
The key is getting a capable team of people around you who can do a lot of the analysis and preparation work required to support your business improvement projects. People who can crunch numbers, help a client define key performance indicators, create systems to extract and report upon key management data, run small workshops and pull together budgets and cash flows. Partners should not be doing this work.
We have a friend, Taki Moore, who is acknowledged as the marketing guru for business coaches. Taki has a wonderful turn of phrase when assessing a potential project; he will reject it if it ‘stinks of effort.’ This is all about your work-life balance. As you advance in your career, you should be working fewer hours for higher returns.
So how do you do that? Well, first of all you need to accept the fact that it is not all about you. By empowering your team and systematizing your approach, you can de-you the process. I have related how I ended up facilitating my first planning session. But I was not a one-off. Within three months, we had another manager doing a super job running planning sessions and team workshops with her clients.
About the Author
Colin DunnDirector & Co-founder at PANALITIX
Colin is a Chartered Accountant who, having spent almost 10 years with one of the fastest growing and most innovative firms in the UK, has spent the last 19 years working exclusively with the Accounting profession with a focus on helping them implement business advisory services with their clients. He is passionate about helping turn Accounting practices into Accounting businesses and holds a Bachelor of Arts (Hons) and is a qualified ACA. Colin is relentless in the pursuit of improving the performance of every firm he coaches.
Colin is the brains behind ENGAGER (previously the PANALITIX app), TRUST and Proactive Success System, PANALITIX’s three cloud applications for Accountants.
He is also a prodigious author and generator of content, primarily in the form of ‘how to’ material to enable Accountants to respond to client needs with value-based services. He is the author of the bestselling book “Accountants: The Natural Trusted Advisors.”