Upselling Bookkeeping

Описание: Summary:

In this conversation, Heather Townsend and Gareth Salomon discuss the evolving role of bookkeepers and how to improve the profitability of bookkeeping teams. They emphasise the need for bookkeepers to shift their mindset from merely completing tasks to providing valuable insights and services to clients. The discussion covers setting clear expectations, implementing a bookkeeping health check, and the importance of training and development to enhance upselling capabilities. They also highlight the significance of fostering an entrepreneurial mindset within bookkeeping teams to better serve clients and drive business growth.

Takeaways:

Bookkeeping is often seen as a loss leader in firms.
Bookkeepers need to shift their mindset to think like business owners.
The role of bookkeepers has evolved from data entry to problem-solving.
Setting clear expectations is crucial for bookkeepers' success.
Training should focus on both technical skills and client communication.
Implementing a bookkeeping health check can identify upselling opportunities.
Encouraging bookkeepers to engage in client conversations is essential.
Entrepreneurial skills are more valuable than purely entrepreneurial traits in bookkeepers.
Regular follow-ups and guidance help align bookkeepers with firm goals.
The team you have reflects the expectations you set.

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