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#74 – Andrew Robertson – Value Added Services
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Andrew Robertson, of the Twenty Six Group works with Partners and Principals of Accounting firms who are dedicated to growing their firms while delivering high value services to their clients . Andrew works with firms to : build profitable revenue streams, design and implementing products and packages, profitable pricing strategies and team strategies to free up Partners for higher value work.
Andrew has worked and advised within the accounting industry for twenty five years. He successfully managed an accountancy practice for ten of those years. During this time Andrew was the key driver in moving the practice from a compliance based firm to a proactive business services firm. In 2006 Andrew sold his share in this business to pursue his passion of advising businesses.
Andrew’s journey to value added services tripled size of the business.
Determine what going to offer and who to offer to it.
Andrew’s old firm prove that a regional firm can develop value added services.
You can adopt a boutique firm approach (where you only have client who have the right attitude) or a divisional approach (ie separate divisions for the value services and compliance services).
Can you scale value added services ? Interesting questions because it comes from the tech world where they are building millions of users. Most accountants don’t have these goals.
Often time though accountants are not sure have right skillsets, not sure have right clients.
Scope management – if don’t definite offering then often the scope is developed ad-hoc as the job is being done.
Develop repeatable processes.
Scope and price it.
Find the right clients
The tool is never the answer.
The power of questions.
Technology – must consider the value to the customer.
Action Items
- Get focus on what you want your firm to look like. Get Clarity.
- Focus on what you need to get to goal.
- How do you delegate.
Andrew Robertson – website – twentysixgroup.com
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