1. Dealing with Bad Management & Bad Bookkeeping
Constant Chasing
The idea of these campaigns is to take away the ickyness of a cold call – it is always easier to have a point of introduction

2. Bad Management & Bad Bookkeeping - Repercussions
Bad Bookkeeping is almost always an indicator of Bad management. Bad Management is invasive and destructive on every part of the business and often leads to a detrimental effect on not just the business owner but all stakeholders The effect of bad management apart from the obvious bankruptcy is of loss of money for suppliers, employees and even customers as well as increased hassle, time and energy dealing with bad managers at best the business will never achieve any of its potentials
Stake holders include staff, us, customers, suppliers, investors, family etc etc
Bad Management & Bad Bookkeeping - Repercussions

3. Bad Management & Bad Bookkeeping - Repercussions
HMRC & Governmental Compliance Departments have a field day with bad management As they often interpret Bad management to mean expert fiddling Sadly bad management (whether intended or not ) does tend to go hand in hand with dishonesty & evasion tactics
Bad Management & Bad Bookkeeping - Repercussions

4. One of the first areas of use to preparing paperwork is that we can analyse the effect & extent of bad management Missing items and areas of paperwork and explanations are a significant problem – No paper work or records are a much bigger problem
Bad Bookkeeping

5. Task are set for you to chase missing paperwork and Due or over due pick ups You need to check and update the related missing paperwork record to advise what is missing
Bad Bookkeeping

6. The situation becomes a problem when the client is failing to answer the phone, keep meetings or respond to s or letters
Bad Bookkeeping

7. After a reasonable number of tries and the deadline for filing is approaching and the client is not responding, apart from going to visit the client, the only thing you can do is reassign the task and notes, detailing the problem to SE SE can then decide what to do
Bad Bookkeeping

8. Bad Bookkeeping - Review
If you are able to speak to a difficult to reach or consistent offender, it would be of use to find out what the problem is and then we can possibly remedy the issue At this time perform the Bad Bookkeeping – Review
Bad Bookkeeping - Review

9. Bad Bookkeeping - Review
The review is in essence a Fact Find As with most reviews with clients, the idea is for you to obtain as much RELEVENT information as possible, so that one of the CRM can analyse the situation deeper and either advise you of what to do next or handle it themselves – This includes recommending the product solutions
Bad Bookkeeping - Review

10. Bad Bookkeeping - Review
To introduce the review, do not refer to it as a bad management or missing paperwork review, simply explain that every so often we are required to conduct a general management review It’s a good thing because it also means that we can improve our services to you so that you get what you need
Bad Bookkeeping - Review

11. Bad Bookkeeping - Review
If you are unable to perform the review Explain the problem and Ask the client if there is an alternative person he would prefer us to deal with or another number or time we can reach him Update sales force with the information
Bad Bookkeeping - Review

12. Bad Bookkeeping – Possible Remedies
Is there any one else it is better for us to deal with Could they employ someone? Ask what the problem actually is in us being able to contact them – would they like to talk to Tony/Steven – if so transfer them
Bad Bookkeeping – Possible Remedies

13. Bad Bookkeeping – Possible Remedies
Solution Products: Bank Stream Bank Management Bookkeeping Software On Site Bookkeeper BVTV Pack Salesforce Admin Upgrade to gold Crisis Management AD – Business Admin Service
Bad Bookkeeping – Possible Remedies

14. Bad Bookkeeping – Possible Remedies
Depending on answers on the review a different product will be presented
Although we term debt, cashflow and genral money issues – issues can also be non monetary
The goal of the review is to find out and assess the problem
Bad Bookkeeping – Possible Remedies

15. Remember when approaching client with this subject that it can be quite a sensitive area and clients may not wish to discuss the issue with someone they don’t know At this point simply transfer to Tony or advise the client that you will get Tony to Call – then update and assign the Task
Hi John, its Bill from the accountants, Tony asked me to give you a quick call because the accountants noticed some potential issues with your accounts and he wanted be to clarify the situation before he calls you
Is that Ok?
Review Approach

16. After the Review & Fact Find
After you have completed the review, the results will be analysed and suggestions for schemes or ideas to remedy the issue You will receive a task with instructions of what to discuss with the client, or a request for more information, or notification that because of potential complexity of the situation, a more experienced person will be dealing with the case
After the Review & Fact Find

17. Bad Management Bad Management Solutions are often about:
Putting things in perspective
Giving client some breathing space
Have good bookkeeping routines
Have good management & operational controls
Facing difficult issues
Assessing the issues & Making the client see the problem & repercussions
Restructuring the company
Sensible Liquidation or closing
After all we don’t want to mither people who are not interested, however a confirmation that the prospects details have been removed from our system does go out with some information about us, you never know
Bad Management

18. Bad Management Recovery
We have had significant success in helping clients to improve & develop their business simply by ensuring proper appraisal & management takes place We generally charge fixed fee depending on what service we have performed or introduced
We send out various s to promote different products, TV shows, Events and offer general information
We also regular keep in touch s (KIT) where we give examples of how we work with different clients
Bad Management Recovery

19. Initial Tasks are generated based on missing paperwork as well as the inability to collect paperwork from the original pick up tasks Other indicaters of bad management tend to come from ledger analysis, third party contact & direct discussion with clients
Hello is that Mr Jones /John?
Oh Hi its Bill calling from Accounts Direct
I noticed that you had a look at our where we were promoting a free tax appraisal to properly introduce our company
Have you got five minutes now to complete the appraisal or would you prefer me to call you back at a better time
Once I have finished the report, our accountants will have a look at it and give you some ideas that may save you tax
If you want to discuss anything further you can easily contact them direct
Always Change the Lead Record Type to Tax Appraisal – Prospect if it has not already been done
Bad Management Tasks

20. If the prospect asks any specific questions or issues either transfer call to Tony or advise the client that you will get one of the accountants to call them back – set up a task, finish the review and update the Account records
Bad Management Review

21. Set up the Bad Management Review Record and complete
There will be one of four responses
1- OK go ahead with Review Now
Set up the Bad Management Review Record and complete
Go into the Account
Create a new review from the related records
Select Bad Management as the record type and complete as many fields as possible
Save when complete
Let SE know if there are technical problems or you do not understand the fields
Bad Management Review

22. 2 Reappoint to Another Time
Reappoint and set up a task – share the task with yourself to make sure it is you that calls
Go to the Account and under activities create a new task, note the reason for the call and set the date
Share the task with yourself and this will ensure that the task is listed on your profile
Change the Lead Record Type to Tax Appraisal – Prospect and update the first response field with the relevant event
Bad Management

23. 3 – Client is not Interested in discussing
Update the Salesforce Fields with the reasons why and or the general response fields & also update & assign the task SE
Change the rating to cold
Update the first call response field and the general notes
Bad Management

24. 4 – Client is uncontactable Simply tell note the task accordingly and assign to SE Obviously after a reasonable amount of calling
Uncontactable Task

25. The sale process has 4 commissionable levels and is payable when the first instalment is received after sign up. 1 Opportunity gen (accountants) 2 Appraisal 3 Analysis 4 Negotiation & close
To ensure you receive these commission make sure that Opportunity records have been set up and completed properly
Ensure that sales create the oppourtunity and that you have been included
Where you sign the deal
Change ownership of the lead to accounts department, convert the lead, open opportunity – you are the deal maker
If still unsure ask someone in sales or your manager to show you
Commissions

26. READ More about Crisis Management on: Team Zone Business Edge TV Solutions CRM Resource Site The internet
The more you know, the more you will earn
Check these sites regularly
The CRM Resource Site -
TeamZone -
Steven Englander Blog Site -
Essential Research

27. Get that Paperwork in and improve that Business
Please note that crisis & debt management could make an additional and separate business model of which Accounts Direct would consider investing
Get that Paperwork in and improve that Business