Wayne Findlay of Findlay & Co Chartered Accountants in Wanaka NZ joins Steve Major on the Pricing Power Podcast.
Wayne Findlay is a founder and Director of Findlay & Co. He graduated from Otago University in 1993, working both for the IRD and in an accounting practice before buying a small block of fees and starting his own practice in 2002. Wayne is a qualified Chartered Accountant. He has a passion for information technology particularly cloud computing.
A family man, Wayne imparts his love of the outdoors and sport on his two children and is often seen going to work on his bike – preferring Lycra to a suit!
Wanaka is primarily a resort town in the Otago region on the South Island of New Zealand. The population is about 7,000 and Queenstown (about and hour’s drive away) has a population of 20,000.
Wayne has been based in Wanaka for 16 years. His clients are a cross section of retail, tourist and trade clients.
Xero has been game changer as well the the simplified tax system.
It is easy for new players to enter market.
Xero has lead to a lot of clients.
Important that you don’t just focus on tax advisory.
Wayne has business advisory packages.
Nurture meeting annually with client to develop the objectives of the business. Consider three things before meeting and thus walk into meeting with goals.
There are three packages in the firm (a) boost lite, (b) boost and (c) boost plus.
Design the packages for the customer.
Before initial client meeting people look at website and have considered package.
Normally people take higher package. The packages eliminate tyre kickers. All packages are monthly.
60% of the firm are on packages and thus 40% are on packages.
The firm is totally cloud. Having a single ledge allows accountant and client to be working on same file. Also can see if drama and then advise.
Technology with a purpose – tool kit. There is a huge opportunity in knowing software add-ons.
Recently opened a bookkeeping division.
Wayne is a huge advocate of outsourcing. He has 2 staff in the Phillipines and looking for another. Utilising skype and video conference. Also he goes over twice a year and also has brought them to his office.
Marketing through events – crux of the marketing of the firm.
Wayne has recently started a 5 week course. He limits number in the course to 8 people. People who go through course then go on database and thus on newsletter.
Key Piece of Advice – Packages – Just do it.
Findlay & Co – www.findco.co.nz
Twitter – @Findlayandco