Viv Brownrigg of The Gap Portal joins Steve Major of Pricing Power on todays podcast.
Viv created a thriving 18 person accounting firm in Te Puke. Sought after for her procedure-based growth model, she then founded Business Fitness NZ, providing systemised compliance content to 400 NZ firms.
Viv’s a straight shooter with a big heart. A respected leader, speaker and business coach, Viv’s number one business passion remains the accounting industry. She also has specialist skills in business execution, succession planning, mergers and acquisitions and is on the board of several start-up companies. Her determined focus as CEO of The Gap is to drive thought leadership and change required for Accountants to step up and take their rightful place as trusted coach and advisor to the small business community.
The opportunity for business develop is bigger than ever before. Cloud technology has created an the means and understand data better but also has changed the relationship between accountants and clients.
Often time accountants want things to be perfect before we do it however business advisory is not the same as compliance services. This is one of the mindset obstacles. Other mindset obstacles are that accountants question whether business owners need the service and whether people will pay for it. However the important thing is to learn how to show value.
Business development is about developing conversational skills – ask don’t tell.
3 Freedoms that Business Owners want :-
Hone in on the consequences.
Use language small business owners understand.
Physical roadblocks :-
- Lack of capacity – push down everything – push down annual accounts down
- Share client with other people
- Shortage of talent – consider outsourcing
- Need to have business manager
Screening of clients is critical.
Cloud systems has changed the accounting industry in many ways. It is increasing fee sensitivity.
Will bookkeepers make good business advisors? They understand how to teach and how to ask questions.
Key Point – Stop assuming what the clients know or want.
Twitter – The Gap Portal @TheGapNZ
Website – https://www.thegapportal.co.nz
Linkedin – Viv Brownrigg –