To become a trustworthy adviser to clients or other business units, accountants need to be as good at persuasion and marketing as they are at managing the finances. The key? Building trust with clients.
When you empower your team with practical consulting skills, the fear in selling your firm’s services dissolves.
How well do you understand and work with your stakeholders? I’m not talking about your colleagues or management team, I’m focusing specifically on procurement as your customer.
Fear. That is the worst motivator for foreign policy and organisational change yet that is exactly what is playing out on the world stage. From Britain leaving the EU driven by immigration concerns to the USA threatening to put up walls if Donald Trump wins the presidential race.
Set and forget. Maybe this approach works with your home electricity account or perhaps your quarterly utilities bill. Where set and forget can never be used is in the management of your supply base – particularly your most important 10 to 20 suppliers.
Synthesis Group’s Director, William Pegg, was invited to speak at the ARCS Australia therapeutics and pharmaceutical conference in Sydney in June 2014. William presented on the topic of Strategic Outsourcing to an audience from across the industry, a number of the key elements have now been reworked into an article format.