My subject as I told you on the first post on the front page is the risk of clients and stakeholders. When companies buy other firms, one of the biggest goals is that the clients of the firm that is bought will remain as clients. This is an easier way to earn profits than collecting new clients from here and there. What if these clients from smaller businesses do not want to switch over for this new merged business? If the goal is to bring the old clients over during acquisition, there is a chance that this will not happen automatically.
1 During acquisition between two accounting firms, the main company should have some kind of bonus for the old clients of the purchased firm.
It is sensible to consider to offer some kind of discount or other benefit for your accounting services. If you are providing other financial management services, you can offer a discount from those services as well. That is also a good way to make additional sales.
2 Keep employees on your payroll
A relationship between an accountant and a client can often be very close. Some accountants can handle one accounting firm for years or even decades. The relationship between an accountant and a firm is something that should be maintained because it gives the customer extra value. Ideal situation is that the same accountant keeps working with the same firms’ accounting just like before the fusion.
3 Make the impression of continuity and stable future
Succesful and growing business creates an image of stable and reliable partner. Continuity and easy cooperation are important values for the client which helps creating feeling of continuity. Client image and branding will (well, of course) maintain your corporate image. These factors may make new companies join your client.
4 Be easy on the pocket
Just like in all business, you have to win the markets and the best way to do it is the lowest price and the best quality. Keeping the same prices (or offering the same accounting service more cheaper) client will be happy even if they have to change accounting firm.
5 Remember the customer orientation
Companies which are clients of a smaller firm, could prefer more personal customer service. They can be afraid that the big accounting firm does not treat them as personally. The impression that the client will be treated personally will give them major value.
”Kasvuun yritysostolla” is a finnish book which Riskiryhmä uses as a reliable source
I hope that this article gave you useful advice. If you want to know more, keep reading more posts that will be coming this spring. You can also leave a comment if you want me to write about some specific subject.
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