本文作者:Colin Dunn,PANALITIX的首席创新官。
著有作品:« Accountants: The natural trusted Advisors »
什么是会计师的真正职责?他们应该为客户业务的成功提供专业性的高价值服务:为客户节省成本,为客户创造利润,帮助客户达成他们的商业目标和个人目标。而现实的情况呢?会计师们在低价值合规性会计服务内埋头苦干,很少抬头观察调研客户真正需要的是什么。
我在一家快速发展的会计师事务所工作了10年,这家公司的座右铭是“我们帮客户达到超越其想象的高度,而且我们乐此不疲。”想要做到这样的结果,我们首先要了解客户所想要达到的目标是什么,然后制定计划帮助他们超越这些目标。这是一家深度关注客户需求为商业文化的事务所。
在帮助会计师进行业务转型的19年中,我发现只有极少数的会计师事务所将他们的服务关注点设定得很明确。事实上,我为超过70家客户(译注:即作者作为咨询师服务的会计师事务所)开展过咨询研讨会——邀请他们最有代表性的12到15家公司,并邀请一位独立的第三方人员收集这些公司对会计师事务所工作的正面和反面的反馈。
研讨会的目的之一是想要了解客户在合规性的工作之外,真正想要从他们的会计那里获取什么。
1. 企业成长
客户需要你帮助他们实现公司利润的增长,客户往往因为身处他们的业务之中,很难真正看清在他们已经完成的工作之外还能再做什么。
作为一名会计,你对数字有深刻的理解。我发现如果你能让你的客户关注所有的企业主都十分关心的两个关键性指标,你的工作可以为客户产生巨大的影响。
这两个指标是交易量(number of transactions )和交易均值(average transaction value)。例如,你的客户的月收入为5万元,你能从这个总量中分析出他们会开出100张均价是500元的发票,那么你可以说服你的客户更多关注交易量或者/和交易均值这两个指标并达到这两个指标的增长。
如果你帮助客户让这两个指标都增长了10%,那么客户的总收入能够增长21%。这些数字对于你——处理数字的会计师来说是显而易见的,但是对于你的客户来说却很难看出其中的奥妙。你的工作是与客户一起研讨并确认客户业绩提升的目标以及如何达成目标的计划,然后设置一定的评价体系来衡量计划实施的结果。客户需要执行确定好的提高绩效的方案,做为会计师,你需要监控结果并让客户主动为达成结果来承担相应的责任。
2. 现金流
很多企业主都在现金流管理中挣扎。
企业主们不理解让他们的客户采用延期付款方式对现金流的影响,也没有考虑季节性对现金流所产生的影响。他们用经营活动产生的现金流(短期资产)直接投资资本项目(长期资产)。这些对于会计来说,都是显而易见的错误经营方式,但是你的客户们并不知道这些经营方式所带来的影响,因此他们需要你帮他们指明错误所在之处。
当我为企业主们服务的时候,我头脑中总有一些预设的话题,能够让我手到擒来使他们思考怎样优化现金流。
举个例子来说,客户的每100万元收入里面,如果应收账款能够早一天入账,则能释放2700元的现金。如果你计算得出:客户的应收账龄为65天,有150万元的应收账款,你可以向他们提出:“你们意识到了吗,平均来说如果你能让你的客户提前10天支付款项,则可以释放4万元的现金流?你可以用这些多出来的现金做什么呢?”
3. 盈利
当你和客户谈论他们的目标时,他们总提到公司的盈利。
你会开始思考提高收入的方案,但是当你真正要为客户实施收入增长方案的时候,你的会计专业知识能够帮助你步入到其他的很多领域,这些领域包括:
降低成本:彻底审查所有的费用,保证客户的所有的支出都有最好的收益以降低成本。
供应链管理:探究客户产品或服务的整个业务流程,从原材料,产品开发,市场营销,销售,产品交付到现金回收。在这个过程中总会有冗余的可以去除的步骤,从而能够加快产品面市的速度或者降低销售成本。
销售转化率:你不必成为销售专家,但是你可以运用一定的评价体系来衡量从销售线索到实际销量的转化率,然后再深入衡量每个销售人员的转化率,最后用研讨会的形式让优秀销售员的销售技巧传授到每个人。
营销投资回报:很多客户都不知道哪些营销活动是有效的,哪些是没有效的,你手上的数字能够为他们提供启发性的信息。
除此之外,客户还需要在以下几方面获得帮助:
- 资产保护:如果最坏的情况发生,客户不想失去一切资产。
- 税赋最小化:尽一切所能在法律允许的情况下使客户支付的税额最小化。
如果你的客户能够知晓你的会计师事务所的这6项服务并且这些服务能切实帮助你的客户达成他们的商业和个人目标——不知不觉中你的会计师事务所的业务量,客户量和收入会自然而然的增长。
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