Beyond the Numbers: Be Your Client's Advocate | The Disruptors

Provide clients with actionable information they can use to move their businesses forward.

 The Disruptors
With Liz Farr

Back in 2013, before CAS became part of the accounting vernacular, Penny Breslin and Damien Greathead taught a roomful of accountants how to do what Breslin called bookkeeping and back office support, or BOS. “We had 200 accountants sitting in the room wanting to know how to grow this part of their business,” Greathead recalls. Cloud-based accounting tools like Xero and QuickBooks Online were just entering the U.S. market, and the two recognized an opportunity for firms.

• MORE PODCASTS and VIDEOS: Dominic Piscopo: Clear Pay=Bargaining Power | Debbie Kilsheimer: Stop Thinking Small | Dave Kersting: Collaborate with Co-Firming | Ashley Francis: AI's a Partner, Not a Replacement | Richard Roppa-Roberts: Collaboration Over Competition | Ira Rosenbloom: M&A Numbers Are Easy - Culture Fit Is Hard | Roman Villard: Ditch the Suit & Shine | Monique Swansen: Align Firm Values with Services | Tina McGill: How to Create Lasting Client Impact | Stefan van Duyvendijk: Develop Operational Mindset |

Out of that seminar emerged a book, which was recently updated to create the current handbook, It’s Not Just the Numbers [full disclosure: Liz Farr served as editor]. The handbook's title reflects a fundamental truth about client relationships that many accountants overlook. As Greathead explains, “It's about what your client wants. And more often than not, the client doesn't care about the numbers. The client cares about the story that sits underneath the numbers.”