Posted: 19 September 2024

 ![Key Ideas From The 'Moment of Truth' - Part 2](https://www.essbiztools.com/images/zoo/blogs/advisoryservices/advisory-services-news.jpg)

#  Key Ideas From The 'Moment of Truth' - Part 2

####  Advisory Services News - Issue 53

Good day!

Welcome to this update on **ESS BIZTOOLS ADVISORY SERVICES NEWS.**

### **KEY IDEAS FROM THE ‘MOMENT OF TRUTH” – PART 2**

Peter Towers, Founder and Managing Director **ESS BIZTOOLS** and ANDREW GEDDES**,** Joint Founder FMRC/Australian Accounting Guru, Past Public Company Chair had a discussion with the key questions being “Can we move from compliance dominance to virtual CFO Services Delivery?” and “The dawn for the new era for Accountants in Public Practice is here – Are you ready?”

The following is a continued summary of that discussion.

1. EXTERNAL CFO DELIVERS**

- “What can we do to improve the business?”

2. MODELS OF CFO DELIVERS**

- Communicate via Zoom.
- Actual visits once or twice a year.

3. WHAT DO YOUR CLIENTS WANT?**

- Ask these questions at least once a year in Strategic Planning Review\\.
    - What is your revenue sales target for the week?
    - What Is it made up of?
    - Is that a number of website visits?
    - What percentage of those visits then converts to orders?
    - Or is it a number of phone requests and tender responses?
    - In other words what are you actually doing to create revenue on a weekly basis?
    - What generates the revenue?
    - What do we need to start monitoring to look at the conversion rates through these contacts sales, contact processes which is all part of the process to generate sales for your client’s business?
    - What does a client do first?
    - What does that lead to and what are the KPIs that can be established to measure these things?
    - What ideas are you assembling to talk with the client’s team about?
    - How can we improve the number of visits to the client’s website?
    - Let us experiment and do some changes and see what happens.
    - How can we improve our conversion rate from these visits?
    - Let us try it and if it does not work try again slightly differently.
    - You probably have some Tradie clients.
    - You can ask them how they get their work.
    - Do they have to write a quote?
    - How do you get the emphasis off-price and by locking in what does the customers want?
    - Will the customer pay a value price for a quick solution?

4. GETTING STARTED IN BUSINESS ADVISORY SERVICES DELIVERY**

- Decide on one or two clients.
- Go and visit them with the **ESS BIZTOOLS** Needs Analysis Questionnaire.
- Try and find out what issues wakes your client up at 3.00am
- Personalise the SME Needs Analysis.
- Ask questions – listen – take notes – try to identify what help your client needs.
- You do not have to have all of the answers.
- You may have to suggest that your client has a discussion with other experts.

You can find more information by visiting [www.essbiztools.com.au](http://www.essbiztools.com.au). An attractive subscription is currently available– details are available at [www.essbiztools.com.au](http://www.essbiztools.com.au) click on Packages and Pricing.

If you would like a one-on-one complimentary review Zoom meeting with our Founder and Managing Director, Peter Towers please send us an email: [](https://www.essbiztools.com/javascript:/*%20This%20email%20address%20is%20being%20protected%20from%20spambots.*/)[](https://www.essbiztools.com/javascript:/*%20This%20email%20address%20is%20being%20protected%20from%20spambots.*/)

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