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The increasing commoditisation of traditional accounting services means today’s firms must do more to compete. While many now provide advisory services to help differentiate their offering, there are far easier ways firms can gain a competitive edge.
So what simple changes can you make to separate your firm from the rest? We discuss some of the tips offered in our guide, ‘Differentiation – Separating Yourself from your Competitors’.
Adopt a client-centric mindset
Viewing the world from your client’s perspective – to better understand their needs and goals – is invaluable to differentiating your firm.
When pitching their services, many firms simply state what they do, without clearly explaining how their services can help their clients. They sell features, rather than benefits.
Appealing to your client’s needs and wants makes your pitch far more persuasive.
For instance, instead of saying, “We provide bookkeeping services, bank reconciliations, and financial reports”, you could say, “Our range of services can help you maximise growth and revenue opportunities. Through proactive planning and financial analysis, we can help you realise your business goals.”
Grab the low-hanging fruit
Do your clients understand the scope of services you provide? Many firms miss opportunities to generate business simply because their clients aren’t aware they are able to help.
Regularly asking clients about their business needs and reminding them of the services you provide may unlock further business otherwise sought elsewhere.
Similarly, asking clients for referrals is another easy way to generate business and place your firm ahead of the competition.
You may spend much time and effort marketing your services, but if you can get your client to vouch for you, there’s hardly a more persuasive way to generate new business.
Download our guide ‘Differentiation – Separating Yourself from your Competitors’ to discover more simple tips to give your firm a competitive edge.
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