ESS Biz Tools

    Business Advisory Services - Training

    Small to medium sized businesses rely on professional advice and services to increase their profits.  In fact, an MYOB survey shows that 52% of business owners turn to their accountant for assistance or information on better ways in which to run their business.  So what is the other 48% doing?  It’s reasonable to assume that some may not be aware of the non-compliance services you offer.  Considering over half of the businesses surveyed turn to their accountants it would appear to be an area, within your accountancy business, worth developing.

    Moving from compliance work to business advisory services however, may not be a simple transition.  This is why we've developed the above systemised process...

    For the complete systemised process, ensure you are logged into your account and click on the relevant links below... 

    BAS

    Training Modules - preparing for delivery

     

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    • 570 - Business Advisory Services Modules570 - Business Advisory Services Modules

      •  570-001 - Introduction to Business Advisory Service570-001 - Introduction to Business Advisory Service

        This topic is presented under the following headings:

        • Consideration Of Business Advisory Services
        • What Needs To Be Done To Introduce Business Advisory Services?
        • Analysis Of Accountancy Business’ Current Performance.
        • How Much Income Is Currently Being Generated From Business Advisory Services?
        • Partner Evaluation Of The Accountancy Business’ Readiness For Business Advisory Services
        • Team Member Interviews To Determine Attitude To Business Advisory Services
        • Succession Planning
        • Classification Of Clients
        • Interview Of “A” And “B” Class Clients
        • Review Of Products/Services That Could Be Offered
        • Analyse Clients Into Industry Groups
        • List Of Key Products That Your Accountancy Business Could Offer As Part Of Business Advisory Services
        • Summary Of The Investigation Of Business Advisory Services
        • Report On Business Advisory Services Strategies

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      •  570-002 - Getting Organised for Business Advisory Services570-002 - Getting Organised for Business Advisory Services

        This topic is presented under the following headings:

        • Review Of Report On Business Advisory Services Strategies
        • Balanced Scorecard Questionnaires
        • Think Tank Meeting To Consider Business Advisory Services
        • Some Papers To Assist In Getting Organised For Business Advisory Services
        • Accountancy Business’ Readiness To Deliver Business Advisory Services

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      •  570-011 - Team Training for Business Advisory Services570-011 - Team Training for Business Advisory Services

        Preparation For Team Training

        If you've not already done so, we recommend that, prior to reading this paper (Team Training For Business Advisory Services), you read the papers and forms contained within:

        • Introduction To Business Advisory Services - Paper 570-001
        • Getting Organised For Business Advisory Services - Paper 570-002
        • Offering Business Advisory Services - Paper 570-003
        • Implementation Of Business Advisory Services - Paper 570-010

        Having read these papers, we believe you'll be well prepared to commence team training for the delivery of Business Advisory Services.

        PAPER CONTENTS

        • Preparation For Team Training
        • Identification Of Team Members
        • Succession Planning Within The Accountancy Business
        • Balanced Scorecard Questionnaire
        • Client Services Officer's Duties
        • Special Mentoring Programme
        • Product "Champions"
        • Industry "Champions"
        • Team Member Involvement
        • Career Development Prospects
        • The Right People
        • Team Training For Delivery Of Business Advisory Services
        • Team Member Responsibilities
        • Personal Plan Checklist
        • Mentor's Checklist
        • Business Development Manager
        • Training Programme
        • Implementation Of Team Training Programme

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      •  570-012 - Leadership Strategies for Business Advisory Services570-012 - Leadership Strategies for Business Advisory Services

        As gold or silver subscribers to ESSBIZTOOLS you have access to its comprehensive Client Business Development Modules, the supporting Mentoring and Coaching Modules and Webinar Presentations needed for the implementation of Business Advisory Services. The implementation of new capabilities in any organisation invariably involves change, and change is notoriously difficult to implement successfully and failed change projects can be very costly, both in profits and the adverse effect on staff morale and retention.

        While leaders need to be decisive and firm, they must also develop the people skills that enable them to create the environment, irrespective of management level, in which their team members work willingly together to support the mission and achieve common goals.

        PAPER CONTENTS

        • Introduction
        • Process
        • Eight Steps
          • Establish the Need to Change
          • Create an Implementation Guidance Team
          • Develop a Vision and Strategy
          • Communicate the Vision and Strategy
          • Cover all Areas and Encourage Ideas and Involvement
          • Generate Quick Successes
          • Build on the Successes
          • Consolidate and Integrate the Changes into the Culture
        • Conclusion

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      •  570-013 - Marketing Strategies for Business Advisory Service570-013 - Marketing Strategies for Business Advisory Service

        To establish Business Advisory Services you need to talk to your clients in relation to the type of services they'd like to receive. Contained within the Business Advisory Services' modules are checklists of services that could be provided to clients. Why not use these to have a fruitful discussion with your clients on the types of additional services they'd like to receive.

        PAPER CONTENTS

        • Overview
        • Market Research - Clients
        • What Is Happening In Your Market Place?
        • Does Your Market Require Business Advisory Services?
        • Are You Ready To Deliver Business Advisory Services?
        • Checklist For Marketing For Business Advisory Services
        • Client Retention Strategies
        • Strategies To Improve Your Conversion Rate
        • Successful Marketing Hints
        • Use The Marketing Positioning Checklist To Help You Plan Business Advisory Services
        • Establish Performance Standards
        • Identify Clients For Business Advisory Services
        • Implementation Plan Summary
        • Implementation Of Business Advisory Services
        • Local Search Marketing

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      •  570-014 - Review of Products Services That Could be Offered570-014 - Review of Products Services That Could be Offered

        There are a lot of changes occurring in the market place for small/medium enterprises which will affect accountancy businesses over the next three years.

        ESS BIZTOOLS believe that the vision for accountancy businesses in Australia is very bright, especially if the accountancy business provides a wide range of services for their clients. The services would include:

        • accountancy and tax services
        • financial planning
        • chief financial officer's services
        • strategic management consulting
        • business advisory services

        These are the products which, we believe, accountants should be offering to their clients; not to reduce the dollar income from accountancy and tax services, but to reduce the gross income percentage attributed to accountancy and tax services by providing services that, a number of SME surveys have indicated, the SME community want their accountant to provide.

        PAPER CONTENTS

        • Vision For The Future Of Accountancy Businesses
        • Checklist Of Business Advisory Services That Could Be Provided
        • Identify Industries On which You Can Be An Expert
        • Products That You Could Offer Industry Groups
        • Offer Chief Financial Officer’s Services
        • Consider Offering Strategic Management Consultancy
        • Bundled Fixed Price Agreements
        • Gold Package Of Services
        • Silver Package Of Services
        • Bronze Package Of Services
        • Products That Could Be Offered

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      •  570-015 - Use of SME Needs Analysis570-015 - Use of SME Needs Analysis

        Our recommendation is that you use the SME Needs' Analysis with the client at the one-on-one meeting to help the client identify to you the types of services on which they'd like you to submit a proposal.

        If you don't wish to supply a particular product we recommend that you still include it on the SME Needs' Analysis and, if your client requires that product, you project manage the referral of the client to an affiliate organisation for them to undertake that assignment... with your accountancy business acting as the project managers. In this way your client sees that you are taking total care and responsibility of the project they want undertaken.

        PAPER CONTENTS

        • Business Advisory Action
        • SME Needs' Analysis Headings
        • Current Business Performance
        • Taxation Planning
        • Wealth Creation
        • Risk Management
        • Succession & Estate Planning
        • Business Improvement
        • Other Business Advisory Services

        Sorry, it seems you don't have the access to these documents with your subscription level. Please consider upgrading your subscription, you must have at least Bronze Level Access to view these documents.

      •  570-017 - Planning Seminar to Launch Business Advisory Services570-017 - Planning Seminar to Launch Business Advisory Services

        Business Advisory Services, by their very nature, are only suitable for "A" class and some of your "B" class clients.

        To launch the Business Advisory Services' seminar programme, we recommend that you identify your "A" class clients and decide whether you wish to invite them to a seminar. (Some of your "A" class clients might not respond very well to seminars and, in that case, we recommend that you decide whether to hold individual meetings with those clients to acquaint them with the information you're going to present at the seminar).

        PAPER CONTENTS

        • Preparation For The Seminar
        • Pre-Seminar Organisation
        • Seminar Timetable
        • Scripts
        • Handouts
        • Assistance To Clients
        • Survey Results - Australasian SMEs - MYOB Survey 2004
        • Survey Results - CCH Survey 2013
        • SME Needs' Analysis
        • Business Health Check
        • Business Evaluation Workshop
        • Budgets/Cashflow Forecasts
        • Cashflow Management
        • How Do We Assist Our Clients
        • Seminar To Launch Business Advisory Services

        Sorry, it seems you don't have the access to these documents with your subscription level. Please consider upgrading your subscription, you must have at least Bronze Level Access to view these documents.

      •  570-018 - Selling Business Advisory Services570-018 - Selling Business Advisory Services

        Most accountancy businesses currently do not sell professional services. They rely on a legal requirement for small/medium enterprise clients to return each year. Why do these clients come back? They come back for assistance in producing financial accounts and an income tax return.

        Most accounting firms do not bother to advertise for clients for taxation services. They rely on word of mouth and the fact that clients are very reluctant to leave an accountant, once they have established a relationship with them.

        But what about Business Advisory Services?

        PAPER CONTENTS

        • Selling Business Advisory Services
        • Get Your Accountancy Business In Order
        • Use The Workflow Process To Assist
        • You Need Confidence To Sell
        • Use The Selling Guide
        • Prepare A Written Proposal
        • Have A Closing Meeting
        • Can You Sell A Package Of Services?
        • "Gold" Package Of Bundled Services
        • "Silver" Package Of Bundled Services
        • "Bronze" Package Of Bundled Services
        • Is Your Accountancy Business Ready To Deliver Business Advisory Services?
        • Conversions Will Be Helped By...
        • "Selling" Is Good
        • Don't Believe Selling Is Unprofessional

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      •  570-019 - Implementation of Business Advisory Services570-019 - Implementation of Business Advisory Services

        This paper is the culmination of a series of training events undertaken with the aim of preparing an accountancy business to be able to offer business advisory services' products to clients.This paper gives an overview of the Implementation of Business Advisory Services and has been written under the following headings:

        • Overview
        • Procedure Control Form
        • Turning Your Accountancy Business Into A Client Business Centre
        • Champion
        • SME Needs' Analysis
        • Marketing Strategy
        • Services/Products To Be Offered
        • Planning Seminar
        • Selling Business Advisory Services
        • One-On-One Meetings
        • Product Development
        • Business Plus+ Newsletter
        • Seminars/Webinars
        • Assignment Completion Checklist
        • Facilitator's Report
        • The WOW Factor!
      •  570-032 - One-on-One Meetings for Business Advisory Services570-032 - One-on-One Meetings for Business Advisory Services

        This topic gives the details of setting up a one-on-one meeting, under the following headings:

        • Planning For One-On-One Meetings
        • Arranging the One-On-One Meeting
        • The One-On-One Meeting
        • Client's Work
        • Work Programme Time Budget Quotation Form
        • Proposal Letter

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    Business Advisory Service Module - Video Tutorial

    Implementation of Business Advisory Service Module - Video Tutorial

     

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