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| t Partner Coaching & Personal Development "If you think education's expensive - try ignorance. Of course, training should not be viewed as a cost, but an investment. The issue is not whether the expenditure is high, but how certain are the returns on this investment." - David H.
Maister, from chapter 12 - Success through skill building -
From his Touchstone book, True Professionalism. "Training is for pets. Coaching is for people." - Steve McIntyre-Smith, from "Towards Awesome Client Service, Module Three". What can you achieve through coaching?
Introduction. Our 23 years experience in working in the public accounting domain has taught us many lessons. The most important one being that ‘you never stop learning’. With this in mind, we have developed a series of workshops and coaching sessions aimed at helping the progressive accounting practice to introduce a marketing mindset to their firm. From the co-op student through to senior partner, each person has a role to play in helping the firm to foster good client relationships, which filters through directly to the bottom line.
The problem we see at many firms is, that not everyone is sure what their role should be. The result? A confused team, even more confused clients, unrealized opportunities and money left ‘on the table’ in many, many cases. In each case, we tailor the content to make the sessions totally applicable to YOUR firm. We conduct extensive research with you on the issues you face, the experiences you have had, the things you have tried and the results you have achieved and then develop the course based on this information to deliver a tailored, high impact experience to those attending. In-House Courses. We offer a three-tiered level of in-house coaching for public accounting firms, helping them to implement a marketing mindset throughout the firm. 1. Introducing a
marketing mindset - What do clients really want? 2. Key selling skills
for today’s Partners and tomorrow’s Superstars. 3. Strategic marketing
for Senior Partners One-On-One Partner Coaching "Physician, heal thyself." Many firms act as mentor and confidant to their clients, but who can they turn to for this type of help themselves? In the past, many firms have turned to 'Management Gurus' but these people haven't spent a day in public practice themselves, so their knowledge of the real issues can only be theorectical. In the past few years, we have established a reputation second to none for our partner coaching sessions. We've been in your shoes, as a sole practitioner and partner in a larger public accounting firm, so we know - from first-hand experience - what you're going through and the problems you face. We do not pretend to have all the answers ourselves - that would be foolish, but what we do have is 23 years experience working in and with the public accounting profession which gives us a real insight into the key issues you face and potential solutions. But coaching is far more than that. Real coaching helps you to figure out your own answers to the challenges that you face, given your own intimate knowledge of your firm, your peoploe, your clients and your local market. Our role is to act as a guide and catalyst for positive change, removing the 'Physician, heal thyself' cacth twenty two situation a practitioner often finds themself in. We offer this service in two formats:
Wherever you are located, this opens up the opportunity to benefit from quality, tailored coaching. Raise your game by raising your profile. By speaking at Board of Trade meetings, giving seminars, lectures, lunch speaches at Rotary meetings and a whole host of such activities, you can raise your profile among potential clients to the point where you are seen as THE ONLY Accountant to deal with.
Fortunately these skills are trainable, and we work with a number of Partners to give them the confidence and ability to stand at a meeting and present to a crowded room of strangers, then work the room to generate new business. Once you are armed with these skills, we can also help create opportunities for you to use them. We teach how to work a room without you coming across as a "slimeball" and show you how to gain permission to follow-up and keep in touch with valuable new prospects generated this way. When this is coupled with
our public relations program, you start to create a surprisingly
large number of opportunities with prospective clients, your
profile is raised substantially among your target market and
you become known as THE accountant to deal with in your region.
Add to this the fact that client loyalty rises among your existing
clients, and the true value of acquiring these skills starts
shining through. This is not rocket science, and these skills are relatively easy to learn - but learning how best to apply them is what makes or breaks the value of these skills. Fortunately, our people have had the benefit many thousands of dollars worth of training in public speaking, marketing and ethical selling skills from some of the world's best in the field. Organizations that our people have been trained by include: Jay Abraham, Dale Carnegie, Zig Ziglar, Brian Tracy, David Maister and Anthony Robbins. Now you too can benefit from the insider secrets we learned. Call
us today on 905-842-2284 to arrange a free, ©2002 - 2003, Stephen J. McIntyre-Smith, Marketing For Accountants.com. All rights reserved. |
(Left:
Steve McIntyre-Smith delivering a marketing course to the senior
partners of a major firm of CAs.)
Here's
the problem - not all of us are born public speakers.
We are born with one mouth and two ears. Learning to
use them in that ratio makes us all better listeners, and effective
listening (and good questioning techniques) yield huge results
when properly applied. By using effective listening techniques
and showing the prospect that you understand their problems,
you can then start to show them solutions that they will want
to buy from you.