Acquire Worthwhile New Clients Avoid Losing Best Clients Your Client - - PowerPoint PPT Presentation

Acquire Worthwhile New Clients Avoid Losing Best Clients

Missing out their larger contacts?

Client presumes you do local work, introduces to others 1 - Local Business 2 - Exporter Importer

Your Client You

Your Client has 2 contacts

Get Both of their contacts

Client sees Affilica logo on your card, introduces both 1 - Local Business

Your Client You

Your Client has 2 contacts 2 - Exporter Importer

Client’s 5 Q to select their new accountant lawyer

“Can you provide the service we need?" (Accounts, Tax, Legal) Technical Specialisation “Do you have in-depth knowledge of our business sector?" Industry Specialisation “Is there personal chemistry between us?" (Language, Style) Cultural Fit “What are your fees and are they value for money? "

YES

“Are you supported by an international group of professionals?" Wants to feel safe about putting their future in your hands

YES YES YES

Q1 Q2 Q3 Q4 Q5

No, but we are cheaper…

Sign contract Try others

YES

What is Affilica International?

Affilica International is a global alliance of independent practices

• f Accountants/Auditors and Lawyers who may also do

tax work and consulting. Affilica members refer their clients’

• ut-of-country

professional work enquiries to one another and attract new clients from Affilica’s global contacts.

A Case Study - Our Member’s Success Story

Alexandra Pereira, Portuguese lawyer from Almancil, Algarve, joined Affilica, arranged a meeting with Affilica CEO at her stall at a London exhibition for holiday-homes overseas. Affilica received an enquiry from a Spanish real estate developer looking for a Portuguese speaking lawyer. We introduced. Alexandra later reported the Spanish had appointed her law practice to handle legal work for the sale of 1,350 apartments it was building in a Brazil holiday resort; buyers from UK, Spain, USA, Germany, Portugal and Brazil.

Comment from Affilica CEO: At an estimated fee of US$300 to buy each of the 1,350 units, her practice struck new fee income of around US$ 0.4 million. Further fees from re-sale, inheritance, litigation, tax planning, lettings contracts, re-mortgage and so on. Nice to see such an achievement for an Affilica member.

“ “

Benefits of Affilica Membership

WIN

Clients in import/export doing business in another country

• they pay higher fees

AVOID

Losing your bigger clients

CONNECTED INTERNATIONALLY

This logo on your Website, business card, email shows you are connected internationally

Gain the Affilica Advantage: your business card

Name Surname BA CPA FCA LLB

Managing Partner

Your Organisation & Co YOUR LOGO

123 Street City, Post Code Country Tel: +12 3456 1234 Fax: +12 3456 5678 name@own-domain.com www.own-domain.com

Name Surname BA CPA FCA LLB

Managing Partner

YOUR LOGO

Member of Affilica International, affiliates worldwide

123 Street City, Post Code Country Tel: +12 3456 1234 Fax: +12 3456 5678 name@own-domain.com www.own-domain.com

Weakness: Not part of a global group

Strength: Your clients feel supported They see your practice is part of this group Opportunity: Join Affilica International

Your Organisation & Co

A stand-alone practice is not

• ptimal for expansion/export

The Case for Joining Affilica – Get Connected

Want new clients of this type:

• Subsidiary of an
• verseas company
• Local Government

spending project

• UN development project
• EU funded project
• Charity financed project

Weakness: You are a stand-alone practice They require a practice in a group Opportunity: Join Affilica International Strength: Seeing your practice is a member

• f Affilica International, they feel

reassured to accept your practice

How Affilica enables members to WIN new work

Affilica members refer their clients' out-of-country work to

• ther Affilica members

Your clients and contacts refer you to their friends and relatives who do business in other countries Readers of "Affilica Update" e-magazine refer to you (circulation 20,000 practising Accountants and Business Lawyers in 100+ countries)

How Affilica enables members to WIN new work

Visitors to Affilica website can bring you direct enquiries Guest accountants and lawyers invited to Affilica seminars in various cities feel like sending you enquiries Users of InPractice Software have a link embedded to Affilica website www.InPracticeSoftware.com

A Case Study - Our Member’s Success Story

“I can see from your emails that you have been busy promoting Affilica, which is beneficial to all the Affilica members. In Mauritius, the economy that depends a lot on the tourism market, was affected by the financial crisis affecting Europe where the bulk of our tourists come from. With Affilica membership, we have been able to cope with the downturn. We wish to continue our Affilica membership. Keep up the good work and long live the Affilica community."

Jay Dhanjee - Dhanjee Associates & Cie (Mauritius)

Comment from Affilica CEO: Your words about your experience is proof that Affilica delivers. It is good to see your vision of keeping Affilica membership is proving positive for your practice prosperity. Together we prosper better.

“ “

Missing out on such professional work?

Avoid Losing Clients KPMG adverts in New Zealand recruit SMEs at competitive fees Can this happen in your location next?

https://home.kpmg/nz/en/hom e/services/enterprise.html

Weakness: Your best client thinking “Will our documents look better with KPMG name?”

Strength: Client sees your practice is a member of Affilica International Client feels reassured and so your practice is accepted Opportunity: Join Affilica International

Avoid Losing Clients Your clients are accepting invitations to seminars by your competitors

Weakness: Your client is impressed by the seminar host who is in an international group

Strength: They see your practice is a member of Affilica International Your clients do not see the need to move over to them Opportunity: Join Affilica International

A Case Study - Our Member’s Success Story

“Our Affilica membership has proven to be very useful for retention of clients because they know our firm belongs to a worldwide alliance of professional firms. We had useful contact with members from other jurisdictions e.g. Malta, Italy. We were able to refer potential clients to

• ther colleagues, specifically in Italy."

Jose M Dutilh - LeQuid, J. Dutilh Business Law Firm (Madrid, Spain)

Comment from Affilica CEO: Good to see your success story that your Affilica membership enables your practice expansion.

“ “

Avoid Losing Clients

Client asks their bank for:

• Currency bank a/c

$ £ € Sh 元 ¥ ₹

• Bank finance loan
• Letter of Credit for export

Bank does credit risk evaluation: “Q: Who is your accountant? Lawyer?”

Weakness: Banks see a stand-alone practice as high risk. Loan terms require your client to move to a practice in a group

Strength: Bank’s check shows your practice is a member of Affilica International Bank approves the application Opportunity: Join Affilica International

A Case Study - Our Member’s Success Story

“Our Affilica membership has enabled us to apply for two audit assignments which require international affiliation as a precondition. Our staff are excited and proud to be working for a firm that now has an international dimension; this is a morale booster. Many organisations prefer to deal with professional firms with a global connection. This was a sort for barrier for us in the past but with Affilica membership we are now overcoming this. Thank you."

Abdulraheem Oladele ACA - HDA Audit (Kaduna, Nigeria)

Comment from Affilica CEO: Thank you for your endorsement. It is good to see Affilica has brought you results.

“ “

Clients Grow, Fee Income Grows

Best Client: Turnover 50,000 Fees 500 Growing client Best Client: Turnover 750,000 Fees 7,000 Expanding fast

Year Before Last Year This Year

Avoid losing this client

Small client Small client Small client Small client Small client Small client Small client Small client 2nd Biggest Client 3rd Biggest Client Small client Small client Small client Small client Small client Small client Small client Small client 2nd Biggest Client 3rd Biggest Client

Year Before Last Year This Year Year Before Last Year

Fee Lost to a competitor who is in a group!

Avoid Losing Best Client

Best Client: Turnover 50,000 Fees 500 Growing client

Year Before Last Year This Year Next Year

Small client Small client Small client Small client Small client Small client Small client Small client 2nd Biggest Client 3rd Biggest Client Small client Small client Small client Small client Small client Small client Small client Small client 2nd Biggest Client 3rd Biggest Client

Year Before Last Year This Year Next Year

Show your International Status

Affilica logo on your Business Cards, Letters, Website Visitors to Affilica website see your practice profile Membership certificate to display on your office wall

Show your International Status

Affilica sticker on the glass in your office window Anniversary trophy on your desk Affilica logo in your email signature

Yours Sincerely,

• Mr. Hee Leong Hong FCA

H L Hong & Co 1B-3 Plaza Mayang, Jalan SS26/9 Petaling Jaya, Selangor 47301, Malaysia Phone +60 3 7806 5030 Email pj@hlhong.com.my Website http://hlhong.com.my/

Member of Affilica International, affiliates worldwide

Do you spend sufficiently on Marketing?

Marketing Experts: “Practice growth requires 3% to 8% of fee income to be spent on marketing”

https://hingemarketing.com/blog/story/developing-a- marketing-budget-plan-for-professional-services

• 3% of our annual fee

income is ………

• Affilica membership is

£30 per month

• Does this fit into our

marketing budget?

Shops, outlets, stores spend on shop window, display shelves, lighting Accountants/Lawyers spend on group status, website, print, image

Continue as a stand-alone?

We invite you to join us

www.AFFILICA.com/join

Or be a member

• f Affilica International?