How to Sell Advisory Services to Your Clients

[fa icon="calendar'] Wed, Jun 24, 2020 / by Christa Carter posted in Packaging and Selling Advisory

Now more than ever, you are in a position to help small businesses survive, overcome cash flow challenges, forecast financial statements, and return to a profitable business model. Embracing this, and recognizing your services as an essential tool, is what leads to the potential for growth.

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An Accountant's Guide to Strategic Advising Services for Small Businesses

[fa icon="calendar'] Wed, Dec 18, 2019 / by Kathy Gregory posted in Packaging and Selling Advisory , Working with Clients , Advice for Your Practice

Strategic advising is a specific type of small business advising service. It focuses on lean business planning, financial forecasting, and monthly financial performance tracking. In the accounting profession, it fits within the umbrella of client advisory services (CAS).

What differentiates strategic advising from other client advisory services is its focus on planning and iterative forecasting as the primary means of measuring and driving small business growth.

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The Road to Strategic Advising Services: Implementation and Pricing

[fa icon="calendar'] Fri, Dec 6, 2019 / by Kathy Gregory posted in Business Process for Advisory , Packaging and Selling Advisory

Implementing a process to manage the work of Strategic Advising is the key to making it happen in a profitable, seamless way. The LivePlan Method is a business process and pricing model for strategic advising services.

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Productize Your Advisory Services for Easier Sales and Maximum Profit

[fa icon="calendar'] Wed, Jan 30, 2019 / by Kathy Gregory posted in Business Process for Advisory , Packaging and Selling Advisory , Advice for Your Practice

I’ve done strategic planning for organizations of all kinds: public, private, growing corporations seeking IPO, and nonprofits. At the core of this work is financial modeling and forecasting. It doesn’t so much matter the type of business—the work is essentially the same:

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Strategic Advising Services Are More Profitable With Value-Based Pricing

[fa icon="calendar'] Wed, Dec 19, 2018 / by Kathy Gregory posted in Business Process for Advisory , Packaging and Selling Advisory

We’ve had a great year teaming up with Mark Wickersham to help more accountants adopt value-based pricing for advisory services in their firms. In the past few years, these two concepts have grown from buzzwords to important strategies for accountants, helping them get paid fairly for their services in a changing industry.

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Strategic Advising and the Future of Accounting with Ian Vacin

[fa icon="calendar'] Wed, May 30, 2018 / by Kathy Gregory posted in Business Process for Advisory , Packaging and Selling Advisory

When I decided it would be good to align LivePlan’s method for advisory services with a workflow toolset, I wasn’t sure where I would begin. Then I met Ian Vacin, VP of partnerships and education at Karbon (and known accounting industry thought leader).

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How to Value Price Advisory Services

[fa icon="calendar'] Fri, Apr 27, 2018 / by Mark Wickersham FCA posted in Packaging and Selling Advisory , Working with Clients

Helping a client to build a more profitable and successful business is one of the most valuable things we can do. It would be crazy to price this work based on time—that would leave too much money on the table.

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How Strategic Advising Services are the Core of a Niche Bookkeeping or Accounting Practice

[fa icon="calendar'] Fri, Mar 30, 2018 / by David Leary posted in Packaging and Selling Advisory , Advice for Your Practice

If you are reading this, you probably are already offering Strategic Advising Services, or researching the topic for your firm. Some of you may already be using the LivePlan Method for Strategic Advising.

I’m guessing that you also have a desire to move from being just a historian for your clients’ small businesses to someone that provides more value, and helps small business succeed, which ultimately will lead to more value for you (e.g. more revenue for your practice).

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Why Process Matters to the Success of Your Accounting Firm

[fa icon="calendar'] Tue, Feb 27, 2018 / by Laura Redmond posted in Packaging and Selling Advisory , Working with Clients

Anyone who has been providing client services for a while has processes that they follow. But there is a difference between haphazard processes that have grown organically, and processes that are intentional, well-considered, and documented. The difference between the former and the latter is the difference between having a firm that is merely surviving, and one that is thriving.

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Monetizing Client Advisory Services: 3 Easy Wins

[fa icon="calendar'] Tue, Dec 19, 2017 / by Kathy Gregory posted in Business Process for Advisory , Packaging and Selling Advisory

Client advisory services, like any other offering in an accounting practice, must be profitable to be worthwhile for your business. At the same time, Strategic Advising, or client advisory services, have the distinction of being the most open-ended type of work you can do in the spectrum of public accounting.

This might seem like a really great opportunity, but it can also be your biggest potential risk if you don’t plan for the work correctly.

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Balancing Strategic Advising and Business Plan Writing

[fa icon="calendar'] Wed, Aug 30, 2017 / by Kathy Gregory posted in Business Process for Advisory , Packaging and Selling Advisory , Working with Clients

I am often asked during LivePlan training sessions: “When should I do a full business plan for my client, and how do I charge for it?” It’s a great question because it gets to the heart of advisory services.

Advisory services, done right, do not involve writing a traditional business plan.

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How Cloud Services Can Differentiate Your Firm

[fa icon="calendar'] Sun, May 1, 2016 / by Sabrina Parsons posted in Packaging and Selling Advisory , Advice for Your Practice

This post originally appeared on CPAPracticeAdvisor.com.

Businesses both large and small have come to expect that financial information will be accessible at all times and that accounting firms show they’re as tech-savvy as any other profession.

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Content, tips and best practice for accountants, CPAs and bookkeepers who offer Strategic Advising Services to small business clients.

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