“Value Added Services” or “Essential to Business Success Services”
July 27, 2010I don’t mind the term “compliance” accounting, and I certainly don’t have a problem with ensuring my clients are fully compliant (they are, and in good time).
What I do find difficult is informing potential clients I focus on the “value added” services.
Qualifying with CIMA as a management accountant, and having almost 20 years industry experience prior to running my own business, I don’t view the core services I offer as “value added” but as “essential”.
Whilst “strategic business reviews”, “cash flow forecasts” and “balance scorecards” may seem like a mystical world to some, to the management accountant they’re the standard output.
Of course, I understand the reasoning behind the term “value added” “….. Let us take care of the compliance work, and we can also add value to your business by doing xyz….”
Sadly too many businesses are led to believe compliance work alone is an entirely satisfactory way of generating information required for key business decisions.
My alternative explanation is “I’ll work with you and deliver information essential to helping you manage your business more successfully, and as a by-product, the compliance work pretty much takes care of itself”.
When I put it like that, I suppose it is easier to say I’m adding value!
Martin Bown ACMA
www.mymanagementaccountant.co.uk
