With the strong competition out there in the market place coupled with the relentless progress of technology, building strong relationships with others has never been more important for accountants as it is right now.
The days where partners can afford to employ young graduate accountants that don’t meet a client for up to five years whilst they wait for them to develop, are fast coming to a close.
It’s not enough to be “technically capable” accountants anymore, to be successful in this industry you must be able to influence, communicate effectively and form meaningful connections, both with clients and colleagues.
The Accountant of the Future
The accountant of the future is the trusted advisor, the financial mentor and the go-to expert of choice for business owners who need support.
These accountants are what are sometimes known as, “people, people”. They build trust with their clients and colleagues not merely through their expertise but because they are liked, because they are relatable and because they are able to communicate complex topics in language that their clients easily understand. They are skillful in the art of consultative sales and developing strategic alliances.
The accountant of tomorrow is able to listen and talk easily with clients. They understand their goals, aspirations and business challenges and as a result are able to provide more value adding business advisory services, that earn higher fees for their practices.
The Effects to Business
As technology continues to automate compliance and data entry work even further, accounting practices that haven’t invested in developing their accountants into practiced relationship builders will almost certainly feel the effects to their bottom line.
Those that are ahead of the game have already begun to take action and are recognizing there are great gains to be made, and are ensuring their accountants are comfortable identifying and discussing additional opportunities, so they can deliver more products to their existing clients.
Want to learn more about How to Become a Great Relationship Builder?
We are holding a series of special monthly “Lunch & Learn” live webinars just for accounting practices and would like to extend an invitation for you or your team members to attend.
The first webinar is on Wednesday 28th September 2016 at 12pm (AWST) and is called “How To Build Instant Rapport With Your Clients”
Click here to register for FREE: https://zoom.us/webinar/register/e841a680420c1806c5b9141539e44ee6
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Contact Claire to chat further on 0402 891144 or email her at firstname.lastname@example.org
As well as being a Chartered Management Accountant (CIMA) and ex-CFO with over 20 years experience, she has also worked extensively with small and medium sized business owners to help them grow profitable businesses.
She's also a certified coach, NLP practitioner, Metadynamics TM Consultant and contributor for Kochie’s Business Builders.
Latest posts by Claire Whitelaw Brown (see all)
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