Elite Broker Development

What is the Elite Broker Development programme all about?

A holistic approach to risk management and business development. Its aims...

• The objective is to provide a holistic approach to business development and risk management.  Since the two are inherently related it seems logical to combine them as a service offer from accountants to business owners.
• The service would incorporate business development and insurance advice.
• The accountant will effectively ‘contract out’ the cost of profiling and presenting business development concepts to their clients. This will be done simultaneously as the risk adviser is collecting relevant business risk data.
• The greatest advantage of the proposed service is that it works to the strengths of both accountant and risk adviser.  The risk adviser is best suited to concept presentation, questioning and selling.  The accountant is best suited to maintaining an over-view position, delivering business development tools where confident or just providing access to Business Development resource as a minimum.
• Whilst the risk adviser is questioning the client on their risk needs, they can simultaneously be extracting information and presenting concepts to support the implementation of a structured business development programme for the client.   This will be delivered by the accountant but in some cases could be further enhanced by workshops delivered by Kinetic Planning Ltd.
• The client will finally have a comprehensive action plan that will help them to organise themselves on a day to day basis, to better deal with business growth and risk issues. Clarity and focus is achieved for all concerned.

What is the scope of opportunity?

• Most business discovery sessions are exposing work in the fee range of $10,000 - $40,000 for accountants. In many cases this workload (and funding) is spread over 2-3 years depending on budget and workflow requirements. Most importantly, its uncovering regular, on-going work that strengthens relations rather than selling ‘flavour of the month’ service offers.
• One associate uncovered $211,000 of ongoing fees for 2011 in just 4 months of focused effort. (8 clients – 3 New / 5 Existing).