77% of our surveyed accounting partners target their existing client database to engage advisory services. By focusing on selling to existing clients, you not only reduce your cost-to-acquisition, but you can take advantage of any up-sell opportunities to grow additional fee revenue. This webinar with Matt Wilkinson from Bizink and Danelle Whaanga ACA from Spotlight Reporting will give you the insight and know-how to successfully pick the low hanging fruit. *What you’ll Learn* - How to set clear strategic advisory goals for your firm, and clearly articulate this to your team - Identifying clients & key criteria for advisory services - Using a Service Opportunity Matrix to to develop a full armoury of advisory services and identifying suitable target clients - How to execute your strategy with your custom services for targeted clients

2. Danelle Whaanga, ACA
Customer Success Manager

6. Chartered Accountant
10 years
Consultancy Services,
Big Firm
Own boutique practice
2001-2014

7. Pick your Low Hanging
Fruit
• Setting Clear Strategic Goals
• Inspire & engage your team - and yourself
• Identify clients and advisory services
• Service Opportunity Matrix
• Execute, Execute & Execute

9. The Future of Professional Services

10. The Time Is Now
Ban Excuses
Start Tomorrow

11. I’m too busy
My team don’t get this
My clients don't get this
It’s too soon
Tax season!
It’s hard
What, I have to spend money!!??
Compliance is our priority for now
#ban_excuses

12. Half of our subscribers
in year one experience
10-50% Advisory Fee growth

13. Start Tomorrow

14. Start Tomorrow - Set Goals
1. Grow Existing Revenue (Average Fee Per Client) by x%
2. Attract New Revenue from preferred personas - $
3. Do interesting work of value and purpose - specify
4. Save time - hours per week, be specific
5. Have happy, engaged clients - measure this
6. Grow Value - for you, the team and customers.
7. OKR - Objectives & Key Results

15. Objectives & Key Results
OBJECTIVE
Gain more value from current clients and bring an extra $XX in gross profit
Key Result Key Result
Increase Average Revenue Per client by 20% Increase MRR by Service by 30%
TASK OWNER Score TASK OWNER Score
Advisory Service campaign
so 60% of our clients
purchase at least 1 service
Anna 0.8 Build 1 new core service for each type to increase
revenue by $10,000
Phil 0.7
Implement fixed fees for tax
lodgements to increase fees
Sean 0.6 Increase value of advisory services to increase
MRR per client by 10%
Anna

16. Grow Perfect

17. 77% of Accounting firms
target existing clients

18. CLIENT'ACCEPTANCE'FORM'
Business/Individual-Name:_______________________________________________-
-
' ' Yes' No'
1' Growth'potential'–'does'the'business'have'the'ability'
and'potential'to'grow?'
'
' '
2' Relevance'G'is'the'business'and/or'industry'of'interest'
or'relevance'to'our'firm?'''
'
' '
3' Fees'–'are'the'owners/decisionGmakers'fee'averse?'Do'
they'understand'valueGpricing'and'see'our'services'as'
an'investment?'
'
' '
4' Breadth'–'is'the'business'likely'to'be'able'to'scale'their'
investment'with'us?''
Do'they'need'(either'now'or'potentially'later)'a'trusted'
advisor'matrix'of'services?'
'
' '
5' Scope'–'have'we'identified'the'services'we'want'to'
deploy'and'when?''Has'the'team'discussed'these'and'a'
simple'outline'plan'to'deploy?'
'
' '
6' Cloud'–'is'the'business'cloudGenabled'and'achieving'
efficiencies,'or'prepared'to?'
'
' '
7' Ethics'–'have'we'done'our'due'diligence?'
'
' '
8' Legal'–'are'there'any'legal'or'profession'concerns?'
'
' '
9' Terms'–'is'an'engagement'letter'signed'and'have'the'
the'terms'been'discussed'and'understood?'
'
' '
10' Sanity'Check'–'is'this'a'‘good'fit’?''Are'we'sure?'
'
' '
'
'

19. Client Selection

20. Learn to sell - and coach your team
Selling is just two humans connecting on value…
Business is Personal…

22. Business is personal
Business Goals
Personal Goals
Financial Goals
Understand all pieces of the puzzle

23. Engaging the right
discussion
1. No boundaries - business, financial and personal are on-topic
2. Financial Information as your platform - forward looking discussions
3. You can only Manage what you measure
4. “How can you afford Not to Know the impacts of your decisions”
5. “What are you wanting from your Accountant” - is out
6. “What are you looking to achieve” - is in

24. Revenue and Value Right Under Your Nose

25. Perfect Advisory Services

26. Advisory - Low-Hanging Fruit
1.Offer a Board experience with Spotlight Reporting, build the Pack
2.Only 15% of Spotlighters are actively promoting Forecasting as a
service…even the smarties aren’t talking enough about Cashflow!
3.Do a Dashboard promotion alongside GST or Annuals…for free
4.Look for Consolidation opportunities
5.Do some Tax planning and minimisation
6.Explore scenarios, goals and simple plans to achieve these…

28. 5 ‘Grow Perfect’ Learnings
1. Select clients well - up-front acceptance and resignation process
2. No boundaries - business, financial and personal are on-topic
3. Compelling services - compellingly marketed and sold
4. Shock and awe - do more, be available and deliver delight
5. Price with confidence…as price only matters where value is weak.

29. We are your advisory services partner
and a final word…

30. Go forth and pick that low hanging fruit!