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The Greatest Challenges the Internet Consultant Faces!
While there are few career paths that some would call perfect, being a consultant comes pretty close to having it all. Yet while it is one of the best ways to earn a living, there are challenges and pitfalls that are sometimes overwhelming and unexpected. When analyzing, identifying and exploring the most specific challenges high on the consultant's list, there are probably a few that would probably be considered the greatest of all. Whether your goal is to help a client increase sales, or if your objective is to show them how implementing a new idea will make things more effective, challenges are always to be faced. Client's Expectations! One very huge challenge most consultants face is dealing with a client who has lofty goals, but lacks a forward thinking attitude. Understandably, the client wants to achieve a great deal but when it comes to a client's business, more often than not they're fearful about spending money. Because some clients are often short-term oriented, they sometimes expect big results from very small investments. To encourage a client towards longer-term strategies, ask your client if your services are showing progress overall. It's up to you to prove to your client that you are making a difference. Creative Ways of Attracting Clients! While writing letters, introducing your company, creating press releases, developing a web site and of course networking are all critical to the success of any business, in a competitive market such as the Internet, the challenge grows even greater. What that means to the consultant is that he or she must conceive of unique measures for opening doors to their services, and that demands different approaches. As an example, if you're a web designer, convincing your client of the importance of having a web site is critical in today's market. Yet, often when approaching a prospective client, getting past the initial inquiry presents a great challenge. Not wishing to lose a client right off the bat, tell the client that their decision to use your services will depend upon what they actually want to achieve. Suggest that you have some great ideas that will enhance their business. Offer a first no obligation meeting or conversation to give them an idea of what you can do for them. Usually under those terms the client will agree to speak to you about your intentions giving you an opportunity to demonstrate how you can help them. Relating to and Understanding a Clients Needs! Because a consultant commonly seeks to offer newer and more progressive ideas to an organization, the consultant's challenge is to relate to and understand different client's needs. Prospects often have a difficult time grasping the full benefits of a particular strategy. As an example, if you're interested in introducing new software, the potential client may not understand how implementing the newer idea can help augment their business. Although clients might not have a handle on the importance of adding something technical to their business, carefully researching different markets and showing proof as to why your idea will be to the client's benefit is one way of overcoming this challenge. There are always going to be times when a potential or existing client may challenge your suggestions or method of operation, but you have to hear and understand where a client is coming from even when you don't agree. First listen and then show why you believe your way is best. As a consultant it is your goal to become known as a solution finder, and the only way to do that is to become aware of your client's concerns. It's your job to go beyond those concerns by helping your client reach their goals. As Consultants we always have the choice to either permit our challenges to defeat us or simply use them as an opportunity to transcend specific hurdles. ©Copyright 2005 Charlene Rashkow brings 15 years of experience as a Writing Stylist and Author to her creative efforts as a freelance writer/consultant. She has successfully helped companies and individuals reach their objectives by writing outstanding website content, press releases, bios, articles of interest, business plans, resumes, and all other forms of personal and professional material. You may contact Charlene at http://www.allyourwritingneeds.com
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Small Business - Is The Accounting Profession Ripping Them Off?
My 16 year-old daughter said, "Gee Dad! You look just like an accountant"
And she wasn't being complimentary.
Accountants are perceived to be boring, stodgy and conservative.
Over the years we've been the butt of many jokes. I've heard them all.
Why did the accountant cross the road? Because he looked up the file and that's what they did last year! Ha Ha!
What do accountants use as a contraceptive? Their personality! Ha Ha!"
Why do accountants become accountants? They don't have the charisma to be undertakers! Ha Ha!
What do they call an accountant at the bottom of the sea? A bloody good start! Ha Ha!
I think I am the exception.
That's why I've begun to call myself a business strategist and counselor. "You're still an accountant," says teenage daughter.
I am still an accountant and I'm still as passionate about it as the day I started. Because accountants have an impact on people's lives. The advice we give changes people's businesses which in turn changes their lives. I'm excited in my role of accountant.
Accounting is not stodgy. Accounting is exciting. Accounting is cool! My ambition is to become the "cool dude of accounting". (do they still say "dude", do they still say "cool". Remember that song: When I say, "cool, man, cool, I don't mean cool, man, cool, I mean you leave me cold, Jack")
We were throwing some ideas around with some of our clients as we do from time to time, looking for that unique benefit that our firm gives to our clients. That unique something that distinguishes us from other accounting practices.
One said, "You have helped me to improve my business. Not only am I making more profits and have more to spend, but I also have more time to spend away from the business. The more time I spend at home with my family the happier my life is. And the happier I am the happier my wife and children seem to be.
When my wife is happy all sorts of good things happen ? even our sex life improves. That's it! You can advertise that using Kelvyn Peters CPA and Associates improves your sex life"
I don't think so!
Sorry, we haven't accepted his idea. You're completely on your own in that department, but we can help you improve your business and consequently your life. And your goal might not be extra profit but extra time for living! We know we can because we are doing it for others.
We repeat ourselves so often because the truth is the truth and there is only a limited number of ways to tell it. You've heard this before. If you are spending every waking moment in a hassle about your business, there must be a better way. There is!
Accountants have been ripping off their clients for years
In 1973 I attended a workshop for accountants at the Finance Management Research Center then headed by Dr Keith Cleland. The workshop was intended to drag participants into the 20th century.
"Accountants have been ripping off their clients for years", he told us. The 25 participants were shocked. These represented vibrant accounting firms from all around Australia, both large firms and small. They were at the cutting edge of the industry. Otherwise they would not have been at this kind of workshop.
To a person they resented that comment and one fellow wanted to punch him on the nose. (It wasn't me, but I would have held his coat).
By the week's end we discovered how we were charging high fees for things that our clients couldn't understand, couldn't use and didn't need. At the same time we were neglecting the information that they did need to increase their profits and safeguard their businesses.
20 Years Later what's Changed?
I attended a week long seminar hosted by CPA Australia in 1993 which was to train us in "client based accounting".
Dr Cleland presented the initial module. He did not openly criticize accountants this time, after all, it was the CPA's hosting it, but he gave almost the same speech (same jokes, too) as he had 20 years before.
"These things aren't taught in Universities", he said, "so the accounting profession has mostly ignored them. They have let small business down but things are changing".
Know-it-all, Kelvyn Peters had to jump to his feet and say that the doctor had said exactly the same thing 20 years ago. Where were the signs of change? Universities were still not teaching accountants how to help their clients.
"This seminar with CPA Australia and the suggestion they might make client based accounting a speciality is a good sign", he replied.
10 Years Later?
Nothing has changed. Our hopes have withered on the vine and small business must look elsewhere for help.
Recently I was called in to assist an ailing restaurant. We were happy to work with their existing accountant. We'd rather do the fun stuff and let the accountant do the boring tax returns and compliance work. In this case the client insisted we take over the whole of the accounting function.
The accountant was most unhappy. "They are difficult clients", he said, "I have kept the fee lower than it should be and I have done extra to help them".
Indeed, he had! The financial statements were beautiful to behold with colored graphs and key ratios compared against industry average. (most accountants still don't do that.
I had advised that both wages costs and cost of foodstuffs were too high. Our focus was to form tactics to reduce them.
"But I had already told them that", said the Accountant, "what do they need you for?'
I told him that the client knew the kitchen wages were too high and what he wanted was for someone to show them how to reduce the wages in the kitchen.
"I can't do that", he said, "I'm an accountant". I would have to camp down there in the restaurant to see what's going on. And they wouldn't pay the fee".
Yes they would. They were going to pay me.
Most accountants see their role as being the provider of financial statements, cash-flow projections and tax returns, and there's the rub.
Each of these is a tool not an end in itself. It's like giving the client a hammer and saw and telling him to go build a house. He needs more than the tools, he needs to be shown how to use them.
Of course the client will complain about fees whatever the level if all he receives are not useful to him.
Accountants generally are flat out preparing financial statements and tax returns. Meeting dead-lines. They haven't the time to 'smell the roses'. Anything that doesn't help meet a dead-line has to wait until later. Often its too late.
I may still look like an accountant, even the cool dude of accounting, but there is nothing I like more than talking with a business owner about his business. There's nothing a business owner likes more than discussing his business and planning to make more money. It's great fun and he loves to pay me for it.
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