Last week I had the benefit of attending a talk given by Ian Fletcher, the managing director of The 2020 Group. Ian’s insightful afternoon seminar to around forty practices centered on the imperatives of adding value to client work, in particular the need to shift the traditional client relationship focus away from its reporting and compliance basis to more forward looking advisory services.
I’ve reproduced with Ian’s permission one of his charts entitled ‘What Clients Really Want!’ – which presents compelling findings from a survey on what clients value most in relationships with their accountants beyond basic accounting services.
This resonated with me in the context of the role we see Xero playing in helping practices move away from compliance relationships and onto delivering value to their clients that’s more about the future than the past. And it concurs with a comment in last month’s video blog, where Alex Howarth of Pearson & Associates – a Xero Gold Partner – mentioned that the feedback they were getting from their clients was that “…they unanimously wanted us to be talking to them about the future..”