By standing in the market as an expert, your firm will set itself apart

1. If your positioning is right, clients looking for an expert in your chosen fields of expertise will find you without having met you or been given a referral from another client.
2. As you build your client base in those areas, the industries themselves will generate conversations about your practice.
3. By having a better understanding, it means you can deeper than surface level observations such as “your sales are down” or “you need to improve your margin”. You can discuss the questions of “why?” and “how?”.
4. By training your team to understand a sector, you are training them to understand almost any business in more detail. They will learn the concepts of business drivers and business levers and will learn what it means to be a business adviser.  It means they will be upskilling to help ALL of your clients
5. Your deeper knowledge will more easily give rise to advisory services that help clients properly analyse their data and business performance. Let’s face it – more fun than doing BASs.
6. Your industry knowledge will also flow back into your core tax and business services because quite often, having a good understanding of the business means you can better investigate the implications of tax law and other legislation.
7. Specialising does NOT mean you will not win general client prospects as you do now. Your positioning to those clients does not change.  You just now have a second market place where you look for clients.

Becoming an expert is not as hard as it sounds. Peter has done this in 3 different areas in his career and pSE Advisory can show you how its done. Here’s a guide to how we go about it.

1. We help you assess your client base for any natural pockets of similar clients.
2. We discuss with you the industries or areas where you have experience, are interested in or where you believe you can add value.
3. The discovery may bring to the surface a number of areas of interest and we work with you to determine just where the firm might want to position itself
4. We can then work with you and your team to begin to build the specialisation into something that you can take to market. This will include:
   • Guidance on how to build knowledge in the industry
   • Direction on how to step into the industry, including positioning, participation and influence, identifying conferences, software solutions, industry bodies and connections.
   • Working with you to design industry solutions, supported by collateral and tools.
   • Helping you design your digital material.
   • Determining what team is needed
   • Helping you map out a path to market around marketing and business development in the industry.

The scope and shape of how we help depends on you.   A proposal and quote is provided once the scope is agreed.