{"id":15938,"date":"2025-02-12T10:00:00","date_gmt":"2025-02-12T10:00:00","guid":{"rendered":"https:\/\/www.sage.com\/en-ie\/blog\/?p=15938"},"modified":"2025-02-11T14:28:32","modified_gmt":"2025-02-11T14:28:32","slug":"enhance-client-value-growth-accountants","status":"publish","type":"post","link":"https:\/\/www.sage.com\/en-ie\/blog\/enhance-client-value-growth-accountants\/","title":{"rendered":"How to enhance client value for growth"},"content":{"rendered":"<header class=\"entry-header has-dark-background-color entry-header--has-illustration entry-header--has-illustration--generic\">\n\t<div class=\"container\">\n\t\t<div class=\"entry-header__row row align-center\">\n\t\t\t<div class=\"col col-lg-7 col-xlg-6 entry-header__content\">\n\t\t\t\t\t\t\t<div class=\"component component-single-header\">\n\t\t\t\t\t\t\t\t\t\t<div class=\"entry-header__misc text--subtitle text--uppercase text--small\">\n\t\t\t\t\t\t\t<a href=\"https:\/\/www.sage.com\/en-ie\/blog\/category\/growth-customers\/\" class=\"entry-header__link\">Growth &amp; Customers<\/a>\t\t\t\t\t\t<\/div>\n\t\t\t\t\n\t\t\t\t<div class=\"entry-title-wrapper\">\n\t\t\t\t\t<h1 class=\"entry-title\">\n\t\t\t\t\t\tHow to enhance client value for growth\t\t\t\t\t<\/h1>\n\t\t\t\t<\/div>\n\n\t\t\t\t\t\t\t\t\t<p class=\"entry-header__description\">\n\t\t\t\t\t\t\t\t\t\t\t<\/p>\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t\n\t\t\t<\/div>\n\n\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t<\/div>\n\t<div class=\"single-post-details container\">\n\t\t<div class=\"col\">\n\t\t\t<span class=\"posted-on \"><time class=\"entry-date published\" datetime=\"2025-02-12T10:00:00+00:00\">12 February, 2025<\/time><\/span><span class=\"reading-time\"> min read<\/span>\n\t\t<button\n\t\t\ttype=\"button\"\n\t\t\tclass=\"social-share-button button button--icon button--secondary js-social-share-button\"\n\t\t\tdata-share-title=\"How to enhance client value for growth\"\n\t\t\tdata-share-url=\"https:\/\/www.sage.com\/en-ie\/blog\/enhance-client-value-growth-accountants\/\"\n\t\t\tdata-share-text=\"Please read this interesting article\"\n\t\t>\n\t\t\t<span class=\"social-share-button__share-label\">Share<\/span>\n\t\t\t<span class=\"social-share-button__copy-label\" hidden>Copy Link<\/span>\n\t\t\t<span class=\"social-share-button__copy-tooltip\" aria-hidden=\"true\" hidden>Copied<\/span>\n\t\t<\/button>\n\n\t\t\t\t<\/div>\n\t<\/div>\n<\/header>\n\n\n<div class=\"wp-block-post-author has-dark-background-color alignfull\">\n\t<div class=\"container\">\n\t\t<div class=\"col\">\n\t\t\t\t\t\t\t<div class=\"co-authors\">\n\t\t\t\t\t\n\t\t<div class=\"entry-author-wrapper\">\n\t\t\t<a class=\"entry-author\" href=\"https:\/\/www.sage.com\/en-ie\/blog\/author\/esthercooke\/\">\n\t\t\t\t<img decoding=\"async\" alt=\"\" src=\"https:\/\/www.sage.com\/en-gb\/blog\/wp-content\/uploads\/sites\/10\/2021\/04\/Esther-Cooke.jpg\" class=\"entry-author__image\" height=\"40\" width=\"40\" fetchpriority=\"high\" \/>\t\t\t\t<span class=\"entry-author__name\">Esther Cooke<\/span>\n\t\t\t<\/a>\n\n\t\t\t\t\t<\/div>\n\n\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t<\/div>\n<\/div>\n\n\n\n<p>Is your team is stuck in a vicious cycle of high-volume, low-value compliance work? <\/p>\n\n\n\n<p>Would you like to focus on what really matters to you\u2014bringing value to your clients and ultimately growing your practice?<\/p>\n\n\n\n<p>In this article, we explain how adopting the right technology and a client-first approach will help you maximise the potential of your clients.<\/p>\n\n\n<?xml encoding=\"utf-8\" ?><div class=\"wp-block-yoast-seo-table-of-contents yoast-table-of-contents\"><ul><li><a href=\"#h-from-digital-firm-to-human-firm\" data-level=\"2\">From digital firm to human firm<\/a><\/li><li><a href=\"#h-asking-the-right-questions\" data-level=\"2\">Asking the right questions<\/a><\/li><li><a href=\"#h-empowering-your-small-clients\" data-level=\"2\">Empowering your small clients<\/a><\/li><li><a href=\"#h-building-repeatable-services\" data-level=\"2\">Building repeatable services<\/a><\/li><li><a href=\"#h-grow-and-scale-your-firm\" data-level=\"2\">Grow and scale your firm<\/a><\/li><\/ul><\/div>\n\n\n\n<div class=\"single-cta\">\n\t<a\n\t\tclass=\"button button--primary gate-2a5dbb4f-c6bd-45cc-ad96-ef4e55a29eb6\"\n\t\trole=\"button\"\n\t\tdata-button-location=\"content_area\"\n\t\thref=\"#gate-2a5dbb4f-c6bd-45cc-ad96-ef4e55a29eb6\"\n\t>Download your free copy of the Practice of Now 2024-2025<\/a>\n<\/div>\n\n\n\n\n<h2 class=\"wp-block-heading\" id=\"h-from-digital-firm-to-human-firm\">From digital firm to human firm<\/h2>\n\n\n\n<p>Embracing technology is essential for transforming into a client-centric practice. <\/p>\n\n\n\n<p>By automating tedious, time-consuming manual tasks such as data entry or invoice processing, your practice can free up time and resources to prioritise client relationships.<\/p>\n\n\n\n<p>Accountancy firms have made giant efficiency leaps by moving to digital processes with <a href=\"https:\/\/www.sage.com\/en-ie\/accountants\/\">cloud accounting software<\/a>.<\/p>\n\n\n\n<p>Human firms take this one step further by prioritising personal connections and relationship-focused services over mere compliance. <\/p>\n\n\n\n<p>This means technology should complement rather than replace the human element.<\/p>\n\n\n\n<p>So, while cloud accounting software allows you to generate valuable client reports, sending routine reports alone is not enough to meaningfully enhance client satisfaction.<\/p>\n\n\n\n<p>You can increase client retention dramatically by moving away from conversations that are tied to the accounting calendar and toward regular personalised services for clients such as forecasting and scenario planning using live data. <\/p>\n\n\n\n<p>The goal is to become indispensable to clients\u2019 business decision-making.<\/p>\n\n\n\n<p>Will Farnell is the author of The Human Firm, a book that focuses on accountants taking a more human-centric approach to their practices. <\/p>\n\n\n\n<p>He says, \u201cWith the advancements in technology, we now engage in daily and weekly dialogues with our clients.\u201d<\/p>\n\n\n\n<h2 class=\"wp-block-heading\" id=\"h-asking-the-right-questions\">Asking the right questions<\/h2>\n\n\n\n<p>There\u2019s often a lack of understanding when it comes to how to increase client value, with many accountants overcomplicating the process or sending tons of reports to already overwhelmed business owners.<\/p>\n\n\n\n<p>You can really begin adding value to your clients if you first understand their goals and concerns. Start by asking your clients questions like these: <\/p>\n\n\n\n<p>What are your ambitions? <\/p>\n\n\n\n<p>Where would you like to see your business in a year\u2019s time?<\/p>\n\n\n\n<p>Encouraging clients to express their goals out loud gives you a valuable starting point for helping them get where they want to go.<\/p>\n\n\n\n<p>You may find business owners have got stuck in the weeds and haven\u2019t even thought about their goals in a long time. So, they are likely to jump on this opportunity to focus on the big picture and chat with you about their future rather than their balance sheet.<\/p>\n\n\n\n<div class=\"single-cta\">\n\t<a\n\t\tclass=\"button button--primary gate-2a5dbb4f-c6bd-45cc-ad96-ef4e55a29eb6\"\n\t\trole=\"button\"\n\t\tdata-button-location=\"content_area\"\n\t\thref=\"#gate-2a5dbb4f-c6bd-45cc-ad96-ef4e55a29eb6\"\n\t>Download your free copy of the Practice of Now 2024-2025<\/a>\n<\/div>\n\n\n\n\n<h2 class=\"wp-block-heading\" id=\"h-empowering-your-small-clients\">Empowering your small clients<\/h2>\n\n\n\n<p>Judging which clients will be receptive to these discussions can be challenging, and often leads to making assumptions based on business size. <\/p>\n\n\n\n<p>However, the reality is that businesses of all sizes need support.<\/p>\n\n\n\n<p>For example, partners often assume smaller businesses won\u2019t want to pay for forecasting or scenario planning, especially those who are reluctant to pay for compliance work. <\/p>\n\n\n\n<p>But these are the same clients who do spend money on business memberships, coaches and mentors.<\/p>\n\n\n\n<p>It\u2019s quite possible many of your small clients don\u2019t realise there\u2019s more you can do for them outside of standard accounts and tax return preparation and need to be walked through it.<\/p>\n\n\n\n<p>Will Farnell says, \u201cI find that most clients are often unaware of their specific needs. From my perspective, we carry a responsibility to help clients understand the importance of things they may not even realise they need.\u201d<\/p>\n\n\n\n<p>It\u2019s all about helping them understand their potential. <\/p>\n\n\n\n<p>When you speak specifically in terms of achieving their business goals, suddenly these price sensitive clients (at least from a compliance perspective) are far more open to a discussion on paying for value-added services.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\" id=\"h-building-repeatable-services\">Building repeatable services<\/h2>\n\n\n\n<p>In a traditional firm model, value-added services for clients are typically delivered as bespoke services by partners and managers. This is time-consuming work and limits senior management\u2019s ability to offer these advisory services to every client.<\/p>\n\n\n\n<p>But now you can leverage cloud accounting add-on services such as smart budget and scenario building tools, which will shift your value added services from bespoke to repeatable.<\/p>\n\n\n\n<p>Not only do tools like this streamline the process for senior management, they\u2019re easy to use and make it possible for all members of the team to get involved in the process.<\/p>\n\n\n\n<p>And you can offer repeatable services at a price that small business clients can afford to pay\u2014a win-win for both their growth and yours.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\" id=\"h-grow-and-scale-your-firm\">Grow and scale your firm<\/h2>\n\n\n\n<p>Show your clients you care. Unlock your clients\u2019 value and grow your practice with purpose-driven processes and a human-centric approach.<\/p>\n\n\n\n<div class=\"single-cta gated-content\">\n\t<div class=\"single-cta__positioner\">\n\t\t<div class=\"single-cta__wrapper has-dark-background-color\">\n\t\t\t<div class=\"single-cta__content\">\n\t\t\t\t\t\t\t\t<h2 class=\"single-cta__title h3\">The Practice of Now 2024-2025<\/h2>\n\n\t\t\t\t\t\t\t\t\t<div class=\"single-cta__description\">\n\t\t\t\t\t\t<p><!-- wp:paragraph --><\/p>\n<p>Get your copy of this global insights report into the accounting and bookkeeping profession. It explores how accountants and bookkeepers are feeling, challenges they\u2019re facing, and how they plan to thrive in the future.<\/p>\n<p><!-- \/wp:paragraph --><\/p>\n\t\t\t\t\t<\/div>\n\t\t\t\t\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t<a\n\t\t\t\t\t\thref=\"#gate-2a5dbb4f-c6bd-45cc-ad96-ef4e55a29eb6\"\n\t\t\t\t\t\tclass=\"single-cta__button button button--primary\"\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t>Download the free report<\/a>\n\t\t\t\t\t\t\t<\/div>\n\n\t\t\t\t\t<\/div>\n\n\t\t\t\t\t<img decoding=\"async\" width=\"1214\" height=\"810\" src=\"https:\/\/www.sage.com\/en-ie\/blog\/wp-content\/uploads\/sites\/13\/2024\/11\/Woman-working-on-financial-reporting-1214x810.jpg\" class=\"single-cta__image\" alt=\"Woman working on financial reporting\" loading=\"lazy\" srcset=\"https:\/\/www.sage.com\/en-ie\/blog\/wp-content\/uploads\/sites\/13\/2024\/11\/Woman-working-on-financial-reporting-1214x810.jpg 1214w\" sizes=\"auto, (min-width: 48em) 33vw, 100vw\" \/>\t\t\t<\/div>\n<\/div>\n\n\n\n\n\n<div class=\"single-cta\">\n\t<div class=\"single-cta__positioner\">\n\t\t<div class=\"single-cta__wrapper has-dark-background-color\">\n\t\t\t<div class=\"single-cta__content\">\n\t\t\t\t\t\t\t\t<h2 class=\"single-cta__title h3\">Subscribe to the Sage Advice newsletter<\/h2>\n\n\t\t\t\t\t\t\t\t\t<div class=\"single-cta__description\">\n\t\t\t\t\t\t<p>Join 1.5 million subscribers and get the best business admin strategies and tactics, as well as actionable advice to help your company thrive, in your inbox every month.<\/p>\n\t\t\t\t\t<\/div>\n\t\t\t\t\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t<a\n\t\t\t\t\t\thref=\"#gate-53abbdcc-410c-4c8c-bf97-ca5c6982eebd\"\n\t\t\t\t\t\tclass=\"single-cta__button button button--primary\"\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t>Subscribe now<\/a>\n\t\t\t\t\t\t\t<\/div>\n\n\t\t\t\t\t<\/div>\n\n\t\t\t\t\t<img decoding=\"async\" width=\"999\" height=\"666\" src=\"https:\/\/www.sage.com\/en-ie\/blog\/wp-content\/uploads\/sites\/13\/2021\/04\/z.5E3A0481_All-Uses.jpg\" class=\"single-cta__image\" alt=\"\" loading=\"lazy\" srcset=\"https:\/\/www.sage.com\/en-ie\/blog\/wp-content\/uploads\/sites\/13\/2021\/04\/z.5E3A0481_All-Uses.jpg 999w\" sizes=\"auto, (min-width: 48em) 33vw, 100vw\" \/>\t\t\t<\/div>\n<\/div>\n","protected":false},"excerpt":{"rendered":"<p>Find out what it means to become a human firm today\u2014and increase your client relationships while you grow.<\/p>\n","protected":false},"author":1233,"featured_media":15640,"menu_order":0,"comment_status":"open","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_sage_video":false,"post_featured_image_hide":false,"footnotes":""},"categories":[162],"tags":[105,129],"business_type":[2],"lilypad":[],"context":[],"industry":[],"persona":[176],"imagine_tag":[177],"coauthors":[442],"class_list":["post-15938","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-growth-customers","tag-bookkeeping","tag-grow-accounting-practice","business_type-accountants"],"sage_meta":{"region":"en-ie","author_name":"Esther Cooke","featured_image":"https:\/\/www.sage.com\/en-ie\/blog\/wp-content\/uploads\/sites\/13\/2024\/10\/BrandShoot-LND_June2024_Financial-Services_0725.jpg","imagine_tags":{"177":"Accountants"}},"distributor_meta":false,"distributor_terms":false,"distributor_media":false,"distributor_original_site_name":"Sage Advice 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