2015-05-28 00:00:00 Events English https://djnx69zjp3mvw.cloudfront.net/wp-content/uploads/2017/01/08220109/3wbaGIdw_400x400.jpeg 4 stages of accounting competence at Accountex 2015

4 stages of accounting competence at Accountex 2015

2 min read

Alex Davis, Business Development Manager for Intuit UK, looks back on this year’s Accountex and starts thinking about how a psychological model can be applied to the accountancy profession 

After a fantastic few days at Accountex, I now have time to reflect on the conversations and interactions we had with our current and prospective partners.

The thing that struck me the most is how evolved the conversations now seem to be regarding working in the cloud. It’s moved from curiosity to planning, which reminded me of the 4 stages of competence, a psychological model developed back in the 70s. I am sure that marketers will tell me that there are a better models, involving graphs and bell curves, but this seems to fit due to it focusing on awareness and ability. Let me explain by taking each stage in turn:

Unconscious Incompetence

Here, the individual has no awareness or ability to deliver. Some may say this is where the partner has buried their head and does not want to change for a multitude of reasons.

Conscious Incompetence

This stage is a pretty stressful place to be. You know there is a problem or opportunity but you don’t have the ‘ability’ to do anything about it. Using our partner example, they see the potential of the cloud and they know there is demand but have no idea where to start… a defining moment!

Conscious Competence

At this stage, the partner has started to take action. They are putting a plan in place, they have run a ‘beauty parade’ of providers, engaged the marketing team, run some training but it’s hard work and a few of those Client Managers are hanging on with their finger nails….

Unconscious Competence

This stage is where the Partner has integrated cloud software as business as usual and it’s effortless. Here, the Practice has:

  • Trained staff that not only know how to use the software but are also comfortable about discussing the cloud, its benefits and can overcome objections
  • Clear and commercially savvy pricing plan in place
  • A preferred software vendor that offers a wide range of features and can be used to add value to most (if not all) clients
  • Understanding of the 3rd Party Application Eco System and have a preferred option in all categories – receipt management, stock control, reporting etc…
  • They look for ways to use the Cloud with every client rather than reasons not to

Again, the thing that struck me at Accountex was just how many firms are in the final 2 stages. In fact, the only reason firms seem to be stuck in the first 2 stages is down to not wanting to change anything at all, even charging in 6 minute blocks that is another matter all together.

Have a look at these 4 stages again and try and plot where you are. Wherever you think you are, we’re here to help.

3wbaGIdw_400x400
Alex Davis is Business Development Manager at Intuit UK. Follow him on Twitter.

For more Accountant News, please visit our Small Business Centre

Information may be abridged and therefore incomplete. This document/information does not constitute, and should not be considered a substitute for, legal or financial advice. Each financial situation is different, the advice provided is intended to be general. Please contact your financial or legal advisors for information specific to your situation.

Related Articles

Getting to grips with digital tax challenges: webcast and guide

As every accountant knows, change is the only constant and keeping on…

Read more

5 reasons to move your business data online

How do you store your sensitive data? Many small businesses have made…

Read more

Self-assessment: First timers tell all…

Your first time can be daunting. How are you meant to know…

Read more