Traditionally, when a client requested help in an area outside of their expertise, Accountants could make a recommendation. This method is a 20th-Century reactive model and lacks quality control.
In the 21st-Century, Accountants can provide clients easy access to a virtual team of experts or specialists if and when they decide to start their proactive planning process.
When introducing a new forward-looking approach, there are three reasons Paul Latham advocates for a proper presentation to achieve optimum success:
- A presentation keeps you on a script
- The more you do it, the easier it is to say (becomes routine)
- Presenting makes it feel real to the client
Providing context for what you’re doing, explaining why you’re doing it (and where it all fits in), makes it much easier for clients to understand the message of changing your Accounting focus to become their Most Relevant Advisor.