Your product portfolio plays an important role in the business improvement of your Accounting firm. Creating products for your Accounting firm shouldn’t be a difficult project. Do you typically find large projects overwhelming and end up putting them off? If yes, you might have a difficult time getting anything started or accomplished. Break the big project down into more manageable tasks. Start by “writing the brochure first” and then create the product. This way you don’t waste any resources creating something that the market won’t have interest in. Be sure to ask and implement the following eight questions to best create and optimize your product portfolio.
Developing a strong, leveraged product portfolio all starts with what you know. Package what you know in different ways and sell it over and over again. What are you and your team knowledgeable on? Those are the services or products your firm should focus on.
Which of your clients will buy the service? Will the market accept the product? Just because you believe in your product or service, doesn’t mean the market will. By figuring out which niche market or clients to sell your services to, you can better package and market it. Actively research and sell to your existing clients.
Follow the products or services that have higher margins, it’ll increase your profits. Are you packaging products together, separately or both? Packaging also depends on who you are selling. Since each client or niche market will have different goals and customization needs, adapt your product packages to effectively target each.
There is a wide variety of technology available to and used by Accounting businesses. Does your firm have a Cloud accounting system? The development of Cloud technology is the most significant efficiency gaining and time reducing tool ever created for accounting firms. Think about what different technologies cost and find a balance between the proper technology to use for each project.
You need a consistent marketing approach to best improve revenue and profit. Be sure you are marketing your products in a way to get clients to positively respond. Direct response marketing will help generate responses which will lead you to finding new projects and new clients.
What are your product or service packages? Focus on your best buyer strategies and how to effectively reach who the product is applicable to. Make sure your clients are buying every service they need to help them achieve their goals. Remember, selling is just about having a conversation, it’s not an interrogation, and if you ask the right questions, you’ll hear your clients asking for additional advisory services.
You need to have a structured approach to properly implement your products and services. A product roadmap is essential to this process. It shows how your company will implement and deliver new products. Keep the Awesome 8 and the eight non-negotiables in mind to create more profit, more capacity and more revenue.
To grow your numbers and sell more products to clients, you need the right tools and skills in place. What processes does your firm have in place to find new clients and services? What processes are in place to monitor your existing clients and seek out opportunities to provide them additional services?
Rob NixonCo-founder at PANALITIX
About the Author
Rob Nixon is the world’s foremost authority on how accounting firms can achieve peak performance. Since 1994, he has been running businesses that specialize in helping Accountants run better, more profitable businesses. His speaking work has taken him around the world where he has spoken to in excess of 170,000 Accountants. Currently, his landmark strategies and products are used by Accountants in over 30 countries.
On average, clients increase profit by 75.5%, enhance capacity by 30.6% and achieve sustainable revenue growth of 52.1% - in just 12 months.
Rob is the author of two best-selling books “Accounting Practices Don’t Add Up – why they don’t and what to do about it” – and “Remaining Relevant – the future of the accounting profession”. Both have received rave reviews from Accountants and industry professionals from around the world.
Rob’s latest book “The Perfect Firm: Your Playbook for Building a Perfect Accounting Business” aims to help Accountants build their perfect accounting firm.
In 2005, he created the revolutionary coaching model called coachingclub. The coachingclub model enabled firms to be accountable, to consistently learn and to share ideas amongst their peers. So far, over 800 accounting firms have graduated from his coachingclub program. The vast majority of firms have doubled or tripled profits because of the program.
Rob is a keen golfer (single figures) and adventurer (he is ticket holder 293 on Virgin Galactic to go into space). He lives in sunny Brisbane, Australia with his lovely wife Natalie and three children.