How To Offer Clients Help In Action Plan Implementation

Why Your Firm Should Have Retainer Arrangements
November 27, 2017
Give PANALITIX a Round of Applause: Our App Partner of The Month
December 18, 2017

Last time, I showed you the key to creating a powerful action plan. Also, I showed you the step-by-step process to helping your clients create an action plan. Now, I’m going to show you how to offer to help clients implement their action plan. You do this by asking the client the following question:

‘That is an excellent action plan that, when implemented, will move you strongly towards the objectives we discussed. If I may, let me ask you one question: do you feel confident that you can implement the action plan on your own or do you feel you would benefit from our getting involved with you in the implementation phase?’

Again, clients need to be led. They don’t understand what happens next. So you need to ask this question so that they understand that you are able to be as involved as they wish you to be. In all of the planning sessions I have run, only one client has ever said in response to that question that they are confident they can implement on their own. I can only put that down to the fact that they attribute the outcome of the day to the role you have played thus far; as such, the level of trust increases dramatically and when you provide a forum for them to continue with the relationship at this higher, much more valuable level, many clients will accept the invitation. I found that the most common ‘next steps’ from a planning session were in the following three areas:

  1. Monthly meetings – check in, update on financials and action plan
  2. KPI monitoring – in addition to the meetings, a regular process of the client reporting back the KPIs; the more frequent, the better as it allows you to step in and recommend corrective action as and when required
  3. A full profit improvement program where you might get involved in interviewing customers and team members, reviewing costs, facilitating workshops; a much higher and more valuable level of involvement.

Planning is extremely powerful. Ensure all of your best clients know that you can offer it as a service. And be alert for opportunities to step in and suggest a planning session. Both you and your clients will benefit enormously.

You too can get a customized business performance plan for your firm.

About the Author


Colin Dunn

Director & 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.”

Comments are closed.

Bitnami