Securing Management Reporting Engagements is Like Farming vs Hunting;
You Need An Education System to Grow Your Client's Comprehension Over Time.
Only When They 'Get It' - Will They 'Buy It'.
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"You can't ask an uneducated business owner to make an educated purchasing decision. Meaning, it's not our client's fault if they don't understand their financials; it's ours..."
Gilbert Robertson. Your Success. Nelson, NZ. |
Winning Forecasting & Management Reporting Decision Chart
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Heald Matrix
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Working Capital Cycle
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Volatility Model
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Revenue Model
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Forecast & Action Plan
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Problem
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Clients are ‘withdrawn’ from business development due to fatigue, fear of loss or lack of clarity & belief.
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Clients understand ‘money in vs money out’ in a linear fashion; they do not understand the true effects of time.
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Clients accept ‘ups & downs’ but don’t have any way of quantifying their range; leading to poor data conclusions.
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Clients carry too many ideas in their ‘neck-top computer; they need a place to ‘unpack their thoughts’ so future moves become clear.
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If clients view a $ forecast as a ‘static prediction’ then they fall victim to feelings of judgement & frustration. They miss the joy that comes from learning.
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Solution
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Create self relevance by identifying with a persona; let them ‘see themselves’ within the matrix & see that progress is easily within their reach.
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Create the ah-ha moment; let clients see their business in cyclic terms. Client’s will then piece together the role of forecasting & budgeting in their business.
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Allow clients to see that a business is a system (collection of processes) & that a reduction in volatility can only come after refining the business procedures.
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Encourage clients to see problems & opportunities as a series of ‘what-if’ events; logic supports ideas & quantifies what’s needed to be successful.
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A 3 way forecast combined with ‘revenue model sensitivity’ gives very strong clues as to what to expect going forward. Finally, the owner can feel in control
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Here's A List Of The Features Designed To Help Your Team Secure More Business Advisory & Management Reporting Services;
- 37 Industry Specific Scenario Models Makes It Easy to Engage & Excite Your Clients. They 'Flush Out' Your Client's Business Assumptions & Align Your Team With The Client's Objectives.
- Our Automated Action Plan Reminders (Project Management Report) Means Your Client's 'Do More' Based On Your Management Reporting Meetings. (And Reduce Post Meeting Admin)
- Our Client Service Plan Illustrates The Plan Ahead & The Automated Client Meeting Reminders Makes It Easy to 'Get Everybody There'.
- 21 'Drag n Drop' Financial Ratio Graphics Makes It Easy (& Inexpensive) to Expose Your Clients to The World of Management Reporting. (User feedback confirms our management reporting system is super easy to learn :)
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