If you’ve been a listener for some time, you may have listened to a previous episode, with guest Sofia Thomas, which was about the benefits of having your own tax specialism or niche. That was back at episode 23.
This episode takes it one step further.
Ben, this episode’s guest, is a portfolio finance director, who is very specific about the services he will and won’t provide. He’s a qualified accountant and could provide the whole range of accountancy services if he wanted to – from year end accounts, to bookkeeping to basic self-assessment returns.
But he doesn’t.
Why does he do this?
Does it benefit his clients?
What does he do where his client or prospect want services outside of the services he provides?
Ben believes that limiting his services is actually good for his clients.
And I agree!
Ben answers the above questions in this episode and we tie it back to tax – so that you can see the direct relevance to you.
Listen for more!
Guest – Ben Westerby
Website: https://www.westerbyconsultancy.co.uk/
LinkedIn: https://www.linkedin.com/in/ben-westerby/
You’ll Learn
- Overview of Ben’s career and what a portfolio finance director is
- (17:15) Why Ben has limited his services, not providing the full range of accountancy services, and why it’s good to restrict your tax services
- (20:00) How to get prospects or contacts to know how you can help them so they know to come to you or when to introduce you to a contact, and how to get people to see value in your advice
- (36:30) How to manage the situation where a client or prospect asks you to do something outside of your specialism or the services you are willing to provide and not damage your relationship with them
- (44:00) A discussion around referring and how Ben operates in this space – to introduce and be introduced – with it reflecting well on him in both cases
Resources
Masterclasses for tax professionals, including:
Tax Advice Masterclass
Tax Research Masterclass
Benchmark Your Salary or Discuss Available Roles
with James at The Tax Recruitment Company.
Find out what you’re worth and if you’re paid the right amount.
Mobile: 07768 252 252
Email: j.howell@taxrecruitmentcompany.co.uk
Book a Zoom meeting: thetaxprofessionalspodcast.com/salarychat
P.S Corporation Tax roles are in large supply, and James is currently recruiting for many of these