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Using accountancy business development

For a detailed list refer to Accountancy Business Development.

ESS BIZTOOLS has put together a number of "modules" which cover situations faced by your small and medium sized business clients and prospects.  These modules are titled "Mentoring and Coaching".

Included within each "module" is:

  • Procedure document detailing material and mailouts in each series;
  • Cover letters for each series mailout;
  • Various papers to be included in each series mailout;
  • Survey Form to be completed by the recipient and returned to your firm.

NOTE:  The survey form sent in the final mailout also includes a checklist so the client can request other mailout series under “Mentoring & Coaching” and information on future seminars being held.  The survey forms will assist in selling “Business Development Services” to clients, but you will need to be proactive in following up return of the survey forms.

For a detailed list refer to Accountancy Business Development.

ESS BIZTOOLS has put together a number of "modules" which cover situations faced by your small and medium sized business clients and prospects.  These modules are titled "Mentoring and Coaching".

Included within each "module" is:

  • Procedure document detailing material and mailouts in each series;
  • Cover letters for each series mailout;
  • Various papers to be included in each series mailout;
  • Survey Form to be completed by the recipient and returned to your firm.

NOTE:  The survey form sent in the final mailout also includes a checklist so the client can request other mailout series under “Mentoring & Coaching” and information on future seminars being held.  The survey forms will assist in selling “Business Development Services” to clients, but you will need to be proactive in following up return of the survey forms.

EXAMPLE – Purchasing or Commencing a Business Procedure:

A client telephones you, asks for your advice regarding setting up a small business and wanting to know what issues he/she should be aware of in the planning stages.  You make an appointment with him/her to come in and discuss the matter further.  

You download Purchasing or Commencing a Business Procedure, 'brand' the material and send him/her each mailout a week apart over 6 weeks.  The issues covered in each mailout under Purchasing or Commencing a Business Procedure are:

  • Week 1 Mailout - Purchasing Checklists, Business Structures and Tax Planning.
  • Week 2 Mailout - Self Analysis.
  • Week 3 Mailout - Successful Acquisition and Sources of Finance.
  • Week 4 Mailout - Insurance, Accounting Records and Asset Control.
  • Week 5 Mailout - Sales Recording, Debtors, Payroll, Inventory.
  • Week 6 Mailout - Record Keeping.

After each week, your client returns the completed survey form indicating what further information or services they need from you.  In the final mailout, a survey is sent to your client asking if they would like to receive further information on other products or services you provide.

THE RESULT:

The client will feel that you are pro-active in your field and will be impressed by the prompt service.  The "branded" material that you send gives your client something tangible that is informative and encourages your client to seek further services from your firm.

on Wednesday February 21 by danpoole
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