1. Fact Finding & Appraising
REVIEWS
Fact Finding & Appraising

2. The job of Bookkeeping & Accountancy goes beyond the physical preparation of the accounts
We have to find out:
What transactions might mean (analysis)
What the client is trying to ultimately trying to achieve (psychologist)
What the client is trying to say (interpretation)
What clients want
How long this list is
REVIEWS

3. Job Analysis & Reporting
Every Conversation is a REVIEW
Whether dealing with a pick up, reviewing accounts, handling a crisis or answering a query
In order to answer a query or solve a problem properly, we have to discover what the real issue is, what the client is capable of or willing to do to solve the problem and what we can do (if anything) to can help and charge in solving the problem
Job Analysis & Reporting

4. Selling is all about putting yourself into a situation where you know what the client needs and can present the solution A Review can therefore be another name for a Fact Find and works especially well when trying to solve a problem or present a product for sale This is whether to existing clients or prospective ones
Fact Find

5. The main confusion between what is a Review & what is a Fact Find is in the presentation A Review tends to revolve around (or at least start with) some specific information that needs discussing and clarifying e.g. a set of Accounts or a letter from HMRC
Review

6. A Fact Find tends to escalate from the initial item of review , which makes sense as you are seeking clarification and exploring options Where Accounts etc are presented and you are starting from scratch – a Fact Find becomes the starting point
Review

7. We have some standard Reviews (Fact finds) set up in Salesforce that list a range of questions designed to prompt specific information in order to discover relevant issues pertinent to the objective of the fact find
Questions

8. Once we have the relevant answers we can appraise the results of the review and decide what to do next We may need to change direction with new questions or simply clarify existing answers The appraisal will lead to a solution and a solution will lead to a happy client which in turn creates opportunities all round
Opportunities

9. The Review Types are not exhaustive but represent our current main issues we experience with clients and act as an easy in to promote our current range of products
Reviews

10. Reviews Review Types Bad Management Review Legal Review
Please feel free to create or suggest your own
Bad Management Review
Legal Review
Issue Appraisal
Tax Appraisal
VAT Appraisal
Annual Management Review
Debt & Cash Flow Review
First Review - Accountancy Services
Investment Review
Media Marketing Review
Mortgage Solutions Plan
New LTD Co Formed - Review
Reviews

11. Reviews: Bad Management Review
Review Types We tend to use this review type where bad bookkeeping or bad management (AKA silly behaviour) The review is to try and discover the extent and cause of the problems and then provide the service or advice remedy
Reviews: Bad Management Review

12. Reviews: Legal Reviews
We tend to use this review type to ensure that clients have the necessary legal documentation and procedures in place We can provide or recommend various legal services
Reviews: Legal Reviews

13. Reviews: Issue Appraisal
We tend to use this review to document a specific issue type or where clients have asked for help The first step is to appraise where and what the issue actually is type to ensure that clients have the necessary legal documentation and procedures in place We can then provide or recommend the necessary steps and actions to remedy the problem
Note that like all reviews and fact finds, we not only document and therefore comply with potential AML issues but we put the details into a format that is easier for the accountants to understand and act on
Various triggers and workflows are also fired
Reviews: Issue Appraisal

14. Tax Appraisal VAT Appraisal These are 2 separate reviews and obviously help us to appraise the most tax and vat schemes and trading advice we can give
Note that like all reviews and fact finds, we not only document and therefore comply with potential AML issues but we put the details into a format that is easier for the accountants to understand and act on
Various triggers and workflows are also fired
Reviews:Tax & VAT

15. Reviews: First Reviews
First Review - Accountancy Services New LTD Co Formed – Review We tend to use first reviews every time we sell a new service Obviously this is to make sure clients are using the facilities properly and are happy with the service
Note that like all reviews and fact finds, we not only document and therefore comply with potential AML issues but we put the details into a format that is easier for the accountants to understand and act on
Various triggers and workflows are also fired
Reviews: First Reviews

16. Mortgage Solutions Plan Although we do not get involved with arranging mortgages and are not licensed to do so, clients often approach us in regard to mortgages and finance in general We do have Mortgage brokers & banks that we can introduce clients to and in order to save (wasting) time we conduct this review We can then pass the client along (or not) to the most suitable advisor
We are happy if you would like to apply to become a mortgage advisor
Reviews

17. Media Marketing Review We take marketing very seriously, so much so we have our own media and marketing department The review is often a simple way to highlight clients (lack of) attention to marketing routines and introduce how we can help
Reviews can be triggered by a date, event, request or at your choice
Reviews

18. Debt & Cash Flow Review Where we see money or cash flow issues, we should undertake a review to discovery extent & cause of issue so that we can better prepare an appropriate remedy
Reviews can be triggered by a date, event, request or at your choice
Reviews

19. Annual Management Review This review should be undertaken every year with every client and should include an Income & Expendure review This review basically makes sure that we are up to date and relevent with clients requirements
Reviews can be triggered by a date, event, request or at your choice
Reviews

20. Investment Review This review is a product specific review – off which there should be many A review is a great way to introduce a product – find need and supply This review is not to encourage clients to invest nor sell investment products – it is to discover whether clients have surplus funds and would benefit from such At this point we introduce to an IFA or an alternative business plan
Reviews can be triggered by a date, event, request or at your choice
Reviews

21. We consider reviews & fact find routines so important that we will only allow people who we consider responsible & intelligent to perform this job If not done properly or not performing this job as required you will have this privilege taken from you There is plenty of available assistance and advice It is within this section of our company where employees progress and increase income
Caveat

22. If you are unable to perform the review Complete as much as possible, explain the problem and escalate a task
Review

23. Some Solution Products: Bank Stream Bank Management Bookkeeping Software On Site Bookkeeper BVTV Pack Salesforce Admin Upgrade to gold Crisis Management AD – Business Admin Service Auto Enrolment Constant Contact Marketing services
Solution Products

24. We also have a range of free facilities to client which you can check for Check the Account Page before you ask These are: BVTV Pack Bulk Portal Constant Contact Metrics Portal
Solution Products

25. Remember when approaching clients – some people may not wish to discuss the issue with someone they don’t know At this point simply transfer to Tony or Stuart or advise the client that you will get Tony to Call – then update and assign the Task They will explain that you are handling the case (if you wish) and refer the call back to you
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?
Approaching Clients

26. When we are initially appointed to act, the new client is advised that we will perform these reviews and tasks are set up to remind us to call and perform the relevant review You will make the initial contact and perform the review Some questions may not be relevant so mark as such Once the review is complete, reassign the task with notes and the URL link to the review to SE
Approaching Clients

27. Use you BRAIN!