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:
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:
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.”