What to Offer Clients Next? The Six-Step Checklist to Product Progression [Checklist]

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What to offer clients next? the six-step checklist to product progression (checklist)

 

 

 

Do you often find yourself asking ‘what’s next?’ when it comes to delivering products or services to your clients? Your answer, create a product progression plan. When it comes to continually and confidently serving your clients, a product progression plan will transition you from a one-hit wonder to a John Lennon with your clients. A progression plan will allow you to divide the big goal or solutions into smaller projects so the client can improve and move in a positive direction without getting overwhelmed.

Having a thought out plan on how you will consistently serve clients is essential to growing a profitable business. It’s time to take control of your numbers to become a better advisor and better serve your clients. Use this business improvement checklist, the digit flow, to help you find “what’s next” as well as broaden and strengthen your product progression.  

The digit flow checklist is designed to help you as your relationships with your clients mature and you’re looking for new services to offer. This checklist has six suggestions for services you should be capitalizing on. Following this systematic approach will provide your firm with a variety of products and services to constantly offer clients and prospects.

Take a look at this checklist and see how many of these you’re already profiting from. If you can only check one or two, now you know what to offer next. How does your firm measure up?

 

1. ACCOUNTING SOFTWARE

Does your firm have all cloud-based software? Cloud Accounting is real time, integral and easy to calculate and manipulate. It plays a significant role in the efficiency of your firm and immensely reduces the time spent on each project. You can sell your clients cloud accounting tools and services that best fit their needs and improve their business processes.

 

2. BOOKKEEPING

Take control of the bookkeeping. Does your client currently do the bookkeeping for themselves? If yes, make sure they have bookkeepers on payroll, otherwise, offer to add in this service. You can either keep bookkeeping in-house or outsource a team to complete this work for you, but make sure your bookkeeper is updating your client numbers frequently.

 

3. COMPLIANCE AND TAX

This is like the free space on a Bingo card. It should already be your expert, shining moment with clients. Your clients are most likely interested in focusing on the Awesome 8, like tax minimization, over compliance work so be sure to find products or services that will best serve their needs.

 

4. BUSINESS ADVISORY

Do you help your clients manage and improve their numbers with cash flow, forecasting, assets, profit improvement and planning services? Follow the mantra, “provide every service to every client that helps them achieve their goals”. You’ll find that the additional services provided are usually in the advisory space. Financial consulting and coaching are the answers. Keep searching and asking for the additional services your client needs. If you don’t have that product or service currently available, then create it in multiple packages and make it available to sell as soon as possible.

 

5. WEALTH DEVELOPMENT

What do your clients do with the money once they are making it? Helping your clients manage and grow their wealth can be either done in-house or outsourced to a strong joint venture partner. If outsourced, let the client know and refer them to your partner. By following this section of the Awesome 8, you can develop new services like a revenue growth program or a monitoring and accountability program.

 

6. ESTATE PLANNING

This can be anything from insurances and wills to structures and succession planning. How do you handle this service for your clients? Similar to wealth development, estate planning can also be done in-house or by a strong joint venture partner. Whether your client wants to pass the firm to another partner or exit entirely, by implementing the Awesome 8, you can provide services such as a debt restructuring program to assist with estate planning.

 

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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 since invested over 20 years helping business owners to improve their businesses with a focus on attracting new clients, better managing existing clients, developing new products, building an engaged team and strengthening internal business processes.

PANALITIX provides software, content and advisory solutions to empower accounting businesses. Learn more by clicking the box below.