Acquire Worthwhile New Clients Avoid Losing Best Clients
Your Client You Missing out their larger contacts? 1 - Local Business Your Client has 2 contacts 2 - Exporter Importer Client presumes you do local work, introduces to others
Your Client You Get Both of their contacts 1 - Local Business Your Client has 2 contacts 2 - Exporter Importer Client sees Affilica logo on your card, introduces both
Client’s 5 Q to select their new accountant lawyer “Can you provide the service we need?" ( Accounts, Tax, Legal) Q1 Technical Specialisation YES “Do you have in-depth knowledge of our business sector?" Q2 Industry Specialisation YES “Is there personal chemistry between us?" ( Language, Style) Q3 Cultural Fit YES “ What are your fees and are they value for money? " Q4 YES “Are you supported by an international group of professionals?" Q5 Wants to feel safe about putting their future in your hands No, but we are cheaper … Try others Sign contract YES
What is Affilica International? Affilica International is a global alliance of independent practices of Accountants/Auditors and Lawyers who may also do tax work and consulting. Affilica members refer their clients’ out-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 Opportunity: Join Affilica International Your Organisation & Co YOUR Your Organisation & Co YOUR LOGO LOGO Name Surname BA CPA FCA LLB Name Surname BA CPA FCA LLB Managing Partner Managing Partner 123 Street 123 Street City, Post Code City, Post Code Country Country Tel: +12 3456 1234 Tel: +12 3456 1234 Fax: +12 3456 5678 Fax: +12 3456 5678 name@own-domain.com name@own-domain.com www.own-domain.com www.own-domain.com Member of Affilica International, affiliates worldwide Weakness: Strength: Not part of a global group Your clients feel supported They see your practice is A stand-alone practice is not part of this group optimal for expansion/export
The Case for Joining Affilica – Get Connected Want new clients of this type: • Subsidiary of an Weakness: overseas company You are a stand-alone practice They require a practice in a group • Local Government Opportunity: spending project Join Affilica International • UN development project Strength: Seeing your practice is a member • EU funded project of Affilica International, they feel reassured to accept your practice • Charity financed project
How Affilica enables members to WIN new work Affilica members refer their clients' out-of-country work to other 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 Weakness: KPMG adverts in Your best client thinking New Zealand “Will our documents look better with KPMG name?” recruit SMEs at competitive fees Can this happen in Opportunity: your location next? Join Affilica International Strength: https://home.kpmg/nz/en/hom Client sees your practice is a e/services/enterprise.html member of Affilica International Client feels reassured and so your practice is accepted
Avoid Losing Clients Your clients are Weakness: Your client is impressed by accepting invitations the seminar host who is to seminars by in an international group your competitors Opportunity: Join Affilica International Strength: They see your practice is a member of Affilica International Your clients do not see the need to move over to them
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 other 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 Weakness: $ £ € Sh 元 ¥ ₹ Banks see a stand-alone practice • Bank finance loan as high risk. Loan terms require • Letter of Credit for export your client to move to a practice in a group Bank does credit risk evaluation: “Q: Who is your Opportunity: accountant ? Lawyer?” Join Affilica International Strength: Bank’s check shows your practice is a member of Affilica International Bank approves the application
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: Best Client: Year Last This Last Turnover 50,000 Turnover 750,000 Before Year Year Year Fees 500 Fees 7,000 Avoid Growing client Expanding fast losing this client 2nd Biggest Client 2nd Biggest Client Year Last This Year Before Year Year Before 3rd Biggest Client 3rd Biggest Client Small client Small client Small client Small client Small client Small client Small client Small client Small client Small client Small client Small client Small client Small client Small client Small client
Avoid Losing Best Client Fee Lost Best Client: Year Last This Next Turnover 50,000 to a competitor Before Year Year Year Fees 500 who is in a group! Growing client 2nd Biggest Client 2nd Biggest Client Year Last This Next Before Year Year Year 3rd Biggest Client 3rd Biggest Client Small client Small client Small client Small client Small client Small client Small client Small client Small client Small client Small client Small client Small client Small client Small client Small client
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
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