Integrative Advisory Services - Expanding Your Accounting Services Beyond the Cloud

Stop crunching numbers and start truly serving your clients
 
Integrative Advisory Services is the CPA, accounting professional and bookkeeper's guide to the future. As technology paves the way for increased self-reliance and DIY financial services, much of the traditional data entry tasks of accounting professionals and bookkeepers will be reduced. Yet, nothing can replace the human side of the client-advisor experience and the desire to improve your clients' businesses with financial information. Technology will continue marching on, so accounting professionals must adapt to the changing marketplace to thrive in this new paradigm. This book shows you how to provide the kind of value that technology cannot: human connection. Rather than simply reporting data, today's accounting professionals have an opportunity to take a much more active role in their clients' business by analyzing the story behind the numbers, understanding both operations and finance, and guiding the client toward the outcomes they need. Creating an ongoing relationship throughout the year allows you to be proactive rather than reactive, and help your client's business at a holistic level.
 
Your business owner and CEO clients can get the numbers from the computer too--but, they come to you for personalized advice, explanations, and guidance based on their unique situation and financial needs. This book shows you how to take on more of an advisory role and become a critical component of your client's success.
* Spend less time crunching numbers and more time advising clients
* Become an integral part of the client's decision-making process
* Provide real value by clearly communicating financial data analysis
* Become the strategic partner your client cannot do without
 
Cloud technology, machine learning, and artificial intelligence are not the death knell for financial advisors; in fact, they're the opposite--they do the number crunching for you, leaving you more time to provide the personal guidance that no computer could. As the financial advisory industry evolves, Integrative Advisory Services is your real-world guide to adapting and thriving.

List of contents

Preface v
 
Acknowledgments vi
 
Introduction vii
 
Chapter 1 History of the Accounting Profession:
 
From Compliance to Advisory 1
 
Technology and Humans 3
 
Looking Back on Accounting 5
 
Reaching for the Cloud 10
 
Humanity versus Machine 12
 
New Opportunities Abound 13
 
Where Does Your Business Go from Here? 15
 
Summary 17
 
Endnotes 18
 
Chapter 2 Bringing the Human Side to Technology 19
 
The Old Way of Data Flowing versus the New Way 21
 
What CEOs Want from Their CFOs 23
 
Choosing Your Vertical Industry Niche 25
 
Steps to Create Your Cloud Platform 34
 
The Cherished Advisor Journey 39
 
Summary 43
 
Endnotes 43
 
Chapter 3 The Cherished Advisor: The Transformation
 
Journey beyond the Technology 45
 
Documenting the Business Processes 47
 
Obtaining Needed Technical and Business Skills 55
 
New Staffing Model 60
 
Pricing and Packaging 66
 
Summary 70
 
Endnotes 70
 
Chapter 4 Strategies for Marketing Your New Advisory
 
Experience 71
 
How Do You Want to Design the Client Experience? 73
 
Building an Overall Architecture 74
 
Creating and Implementing a Marketing Strategy 81
 
Online Marketing 87
 
Networking 97
 
Referrals 98
 
Summary 99
 
Endnotes 99
 
Chapter 5 Creating a Successful Sales Model and Client
 
Onboarding Process 100
 
The Science of the Sale 101
 
The Simple Sales Process 102
 
Client Onboarding Process 116
 
Creating a Project Plan 123
 
Automating Your Internal Processes with CRM 131
 
Summary 133
 
Endnotes 133
 
Chapter 6 Building Lasting Relationships 135
 
Creating Personalized Virtual Relationships 140
 
Creating Touch Points to Stay Engaged 142
 
Interpersonal Awareness to Succeed as an Advisor:
 
Collaboration, Influence, Negotiation,
 
and Communication 147
 
Leadership Capabilities to Grow the People Around You:
 
Team Satisfaction and Rewards 158
 
Succession Planning Tactics for Bringing Up the Next
 
Generation of Leadership 167
 
Summary 175
 
Endnotes 176
 
About the Author 177
 
Index 179

About the author

AMY VETTER, CPA, CITP, CGMA, has held many executive positions and leadership roles in the accounting technology industry overseeing customer, sales, education and marketing programs both nationally and internationally. Amy also has experience running multiple client accounting practices, including her own companies and as a partner in a CPA firm. Vetter is an advocate and evangelist for the accounting profession and entrepreneurship. She has inspired thousands of accountants and small business owners as a keynote speaker on business, financial, technology, and work-life balance topics. Vetter has been recognized as one of the Most Powerful Women in Accounting by CPA Practice Advisor, one of the Top 100 Most Influential People by Accounting Today, and was previously selected as one of the outstanding 40 under 40 by CPA Technology Advisor.

Summary

Stop crunching numbers and start truly serving your clients Integrative Advisory Services is the CPA, accounting professional and bookkeeper's guide to the future.

Product details

• Authors: a Vetter, Amy Vetter, Vetter Amy
• Publisher: Wiley, John and Sons Ltd
• Languages: English
• Product format: Hardback
• Released: 31.12.2017
• EAN: 9781119415978
• ISBN: 978-1-119-41597-8
• No. of pages: 192
• Subjects: Social sciences, law, business > Business > Business administration; Rechnungswesen, Accounting, CPA / Practice, CPA in der Praxis (US-Wirtschaftsprüfer), CPA