10 shocking mistakes that frustrate your clients

During my annual networking ski trip I asked a number of my fellow entrepreneurs and business owners to talk to me about their accountants. I have since written 3 articles for AccountingWeb by reference to the notes of those conversations.The first article has been published and has already stimulated much online discussion.

By way of summary and especially if you don’t have time to read the whole thing I have summarised below the 10 mistakes which were identified as frustrating by my interviewees:

  1. Working too close to deadlines – regardless of when clients supply their information;
  2. Charging differing (time based) fees each year even when the work done is substantially the same;
  3. Failing to offer business focused advice to business clients;
  4. Taking an unreasonable amount of time to respond to client enquiries and to follow up after meetings with them;
  5. Refusing to provide regular advice sought by clients;
  6. Omitting to provide the most basic piece of advice sought by clients as it’s not embedded in the accountant’s standard procedures;
  7. Delegating work to junior staff who cannot communicate effectively with clients;
  8. Failing to make the client feel that their views and desires are important;
  9. Taking on a client even though it will become obvious the accountant has no relevant experience of that business sector and is unwilling to close the gap;
  10. An absence of processes such that client feels the accountant is disorganised and making it all up as they go along.

When these sort of issues come up during mentoring conversations I stress that what matters is the client’s perception, as their perception is their reality.

The skill comes in learning how to help clients to recognise that you are doing your best to help them, that you’re on their side, and that you understand and want to help them succeed in their business.

The language you use in conversations, emails and forms/checklists all contribute to your clients’ perceptions. How confident are you that your clients aren’t harbouring unspoken frustrations that could mean they are ready to move to a new adviser any day now?

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Should accountants outsource their facebook activity?

I recently wrote an article which posed the question: Should accountants be more active on facebook?

I concluded by noting that every survey I have seen about accountants’ use of social media suggests that facebook remains a minority interest. This comes as no surprise to me and I don’t see this changing very much celebrex 200 mg.

Sure, there are some accountants who could secure valuable business benefits from becoming more active on facebook. Those who are best placed to do so are those willing to focus on promoting a specific niche service, to a distinct group of facebook users.

In order to keep the article to an acceptable length I removed the following section. This addresses the issue of whether it is worth paying someone else to set up and/or manage your practice’s facebook activity.

It’s easy to find people to whom you can outsource your facebook related activity. They tend to be enthusiastic as to what you and your practice could achieve through facebook. I remain cynical about this for the vast majority of smaller firms of accountants.

If however you are tempted then, before agreeing to commission such a service I would encourage you to do a little research of your own. Those who offer such a service tend to be excellent sales people. Their blogs and articles talk about all of the potential (theoretical) benefits of being active on facebook.

I would suggest that you first speak with previous clients who outsourced their activity 6 months or more ago. You are interested in those whose objectives and ideal clients are similar to yours.

This is the same approach one should adopt when considering any form of new marketing activity.

I would ask those who have used the service to explain the demonstrable financial benefits they have secured and which can be directly attributed to their outsourced activity on facebook. Do they feel that the fees they have paid and the time devoted to discussions with the consultancy have been warranted?

Almost every time I have asked accountants about this they simply repeat back what their marketing consultants have told them. Few have won much, if any business, through facebook. But they ‘believe’ that having a facebook page helps them to stand out, shows they are modern and that it will, at some stage, prove a worthwhile investment.

If that’s good enough for you, then go ahead.

Back in 2011 I wrote a blog post intended to reference  ‘Examples of good facebook pages for accountants’.  I invited readers to post links to such pages. Despite the many comments on that blog post, which has also become one of the most popular I have written, I am still waiting ;-(

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