{"id":10400,"date":"2022-05-12T10:22:25","date_gmt":"2022-05-12T08:22:25","guid":{"rendered":"https:\/\/ipaidthat.io\/mag\/?p=10400"},"modified":"2022-05-12T10:22:25","modified_gmt":"2022-05-12T08:22:25","slug":"comment-accelerer-laccompagnement-patrimonial-de-vos-clients","status":"publish","type":"post","link":"https:\/\/app.ipaidthat.io\/mag\/entrepreneur\/comment-accelerer-laccompagnement-patrimonial-de-vos-clients\/","title":{"rendered":"Comment acc\u00e9l\u00e9rer l’accompagnement patrimonial de vos clients ?"},"content":{"rendered":"\n

La digitalisation croissante des activit\u00e9s de l\u2019expertise comptable <\/strong>a apport\u00e9 son nombre de bouleversements structurels pour une profession en constante mutation. Si certains pr\u00e9f\u00e8rent voir le verre \u00e0 moiti\u00e9 vide, d\u2019autres le voient \u00e0 moiti\u00e9 plein en profitant des gains de productivit\u00e9 issus de la digitalisation<\/a><\/strong> des processus comptables pour proposer de nouvelles prestations \u00e0 forte valeur ajout\u00e9e \u00e0 leur client. Ainsi, depuis la loi Pacte, les experts-comptables peuvent proposer des missions d\u2019accompagnement patrimonial \u00e0 titre accessoire \u00e0 leur client<\/strong>.<\/p>\n\n\n\n

Ces nouvelles missions permettent notamment de r\u00e9pondre \u00e0 un nombre croissant de probl\u00e9matiques \u00e9prouv\u00e9es par les chefs d\u2019entreprise \u00e0 chaque \u00e9tape de leur vie professionnelle et personnelle.<\/p>\n\n\n\n

Les cabinets d\u2019expertise comptable ayant choisi d\u2019emprunter cette voie peuvent d\u00e9sormais s\u2019appuyer sur des outils patrimoniaux puissants comme kwiper, la solution patrimoniale digitale d\u00e9di\u00e9e aux professionnels du conseil<\/a>, permettant d’acc\u00e9l\u00e9rer l\u2019accompagnement<\/strong> patrimonial de leur client, \u00e0 moindre co\u00fbt, sans pour autant ternir la qualit\u00e9 des conseils dispens\u00e9s.<\/p>\n\n\n\n

Un outil digital pour acc\u00e9l\u00e9rer la demande de conseils patrimoniaux de votre client\u00e8le existante<\/span><\/h2>\n\n\n\n

L\u2019un des \u00e9l\u00e9ments fondamentaux pour proposer de nouvelles missions de conseil<\/strong> implique au pr\u00e9alable de g\u00e9n\u00e9rer un int\u00e9r\u00eat pour ce type de prestation aupr\u00e8s de votre client\u00e8le existante.<\/p>\n\n\n\n

Si l\u2019expert-comptable dispose d\u2019un panel<\/strong> d\u2019informations<\/strong> financi\u00e8res tr\u00e8s utiles pour d\u00e9terminer la part de sa client\u00e8le susceptible d’\u00eatre int\u00e9ress\u00e9e par des services patrimoniaux, encore faut-il que cette derni\u00e8re soit sensibilis\u00e9e \u00e0 la qualit\u00e9 et \u00e0 la valeur de ce type d\u2019accompagnement.<\/p>\n\n\n\n

\u00c0 ces fins, une solution patrimoniale digitale telle que kwiper permet d\u2019automatiser la g\u00e9n\u00e9ration de diagnostics patrimoniaux<\/strong>. Il devient alors possible de r\u00e9aliser un nombre important de diagnostics sur mesure \u00e0 transmettre \u00e0 l\u2019ensemble de votre client\u00e8le pour un co\u00fbt de prospection tr\u00e8s faible au regard du potentiel de conversion. <\/p>\n\n\n\n

En concevant le premier diagnostic<\/strong> patrimonial<\/strong> comme un produit d\u2019essai gratuit, vos clients prennent conscience de votre facult\u00e9 \u00e0 les accompagner sur des probl\u00e9matiques patrimoniales, voire de g\u00e9n\u00e9rer un besoin ignor\u00e9 jusqu\u2019alors par une partie de votre client\u00e8le.<\/p>\n\n\n\n

L\u2019automatisation de la strat\u00e9gie patrimoniale pour se concentrer sur les t\u00e2ches \u00e0 forte valeur ajout\u00e9e<\/span><\/h2>\n\n\n\n

\u00c0 partir des diagnostics patrimoniaux, il est aussi possible de g\u00e9n\u00e9rer automatiquement une strat\u00e9gie patrimoniale sur mesure avec un certain nombre de suggestions<\/strong> d\u00e9taill\u00e9es dans leur dimension \u00e9conomique, juridique et fiscale<\/strong>.<\/p>\n\n\n\n

Ce type de livrable indispensable propose une synth\u00e8se permettant au client et \u00e0 son conseil de visualiser rapidement le gain \u00e9conomique r\u00e9sultant de la mise en \u0153uvre de la strat\u00e9gie.<\/p>\n\n\n\n

\"\"
Image de couverture modifi\u00e9e issue de :<\/em> storyset.co<\/a>m<\/a><\/figcaption><\/figure>\n\n\n\n

D\u00e8s lors, le c\u0153ur de votre intervention consiste en la restitution de cette strat\u00e9gie<\/strong> et au recueil des questionnements et h\u00e9sitations de votre client afin \u00e9ventuellement de l\u2019adapter. En somme, vous n\u2019avez plus qu\u2019\u00e0 vous focaliser sur la partie essentielle du conseil : l\u2019humain.<\/p>\n\n\n\n

La mise en place d\u2019un process adapt\u00e9 pour l\u2019accompagnement patrimonial<\/span><\/h2>\n\n\n\n

Vouloir acc\u00e9l\u00e9rer l\u2019accompagnement<\/strong> patrimonial de ses clients n\u00e9cessite la mise en place de process internes adapt\u00e9s \u00e0 ce type de prestation.<\/p>\n\n\n\n

En effet, il est possible de distinguer le conseil patrimonial pur visant \u00e0 faire des recommandations sur mesure et la partie op\u00e9rationnelle indispensable pour la mise en place de ces recommandations.<\/p>\n\n\n\n

Si la premi\u00e8re \u00e9tape de conseil peut \u00eatre r\u00e9alis\u00e9e de mani\u00e8re totalement automatis\u00e9e (modulo certains ajustements) gr\u00e2ce \u00e0 un outil puissant de gestion de patrimoine tel que kwiper<\/a>, la mise en \u0153uvre op\u00e9rationnelle des recommandations est plus difficilement compressible. Toutefois, les experts-comptables disposent d\u00e9j\u00e0 en interne d\u2019un certain nombre de comp\u00e9tences tr\u00e8s utiles pour assurer l\u2019op\u00e9rationnel des missions patrimoniales<\/strong> : cr\u00e9ation de soci\u00e9t\u00e9, comptabilit\u00e9 du LMNP, suivi fiscal, ect.<\/p>\n\n\n\n

Ceci \u00e9tant, la partie op\u00e9rationnelle<\/strong> peut impliquer d\u2019avoir recours \u00e0 d\u2019autres experts tels que des conseillers en investissement financier, des avocats sp\u00e9cialis\u00e9s, des notaires, mais au prix d\u2019une perte de chiffre d\u2019affaires et d\u2019un risque de discontinuit\u00e9 dans le niveau de qualit\u00e9 de la prestation. <\/p>\n\n\n\n

D\u00e8s lors, l\u2019alternative<\/strong> int\u00e9ressante<\/strong> (quand cela s\u2019av\u00e8re possible) serait la cr\u00e9ation de process sp\u00e9cifiques et le d\u00e9veloppement en interne de comp\u00e9tences pour cr\u00e9er des holdings, des v\u00e9hicules d\u2019investissement, faire souscrire des enveloppes fiscales (assurance vie, contrat de capitalisation\u2026), proposer des produits immobiliers\u2026<\/p>\n\n\n\n

Bref, \u00e0 d\u00e9faut d\u2019une organisation adapt\u00e9e, la partie op\u00e9rationnelle<\/strong> de l’accompagnement<\/strong> patrimonial<\/strong> peut devenir le facteur limitant de l\u2019acc\u00e9l\u00e9ration de votre cabinet sur ce type de prestation.<\/p>\n\n\n\n

La formation continue appara\u00eet alors comme un levier d\u2019acc\u00e9l\u00e9ration \u00e0 ne pas n\u00e9gliger.<\/p>\n\n\n\n

Un outil de formation continue afin de d\u00e9velopper la culture patrimoniale de votre cabinet<\/span><\/h2>\n\n\n\n

Quand bien m\u00eame les outils digitaux permettent d\u2019automatiser un grand nombre de t\u00e2ches chronophages, il n\u2019en demeure pas moins que l\u2019activit\u00e9 de conseil, intuitu personae par nature, implique une ma\u00eetrise et une connaissance<\/strong> habile des sujets abord\u00e9s. La machine ne pouvant remplacer totalement l\u2019humain (fort heureusement), les experts-comptables dispensant ces conseils patrimoniaux doivent pouvoir b\u00e9n\u00e9ficier d\u2019une formation continue pour renforcer la qualit\u00e9 des conseils personnalis\u00e9s et s\u2019adapter aux situations les plus singuli\u00e8res.<\/p>\n\n\n\n

D\u00e8s lors, un outil digital<\/strong> complet vou\u00e9 \u00e0 l’acc\u00e9l\u00e9ration de l\u2019accompagnement patrimonial se doit de proposer un ensemble de ressources juridiques et financi\u00e8res exhaustives pour am\u00e9liorer en continu le savoir-faire du cabinet et la finesse des conseils dispens\u00e9s. <\/p>\n\n\n\n

Par exemple, l\u2019outil kwiper en partenariat<\/strong> avec l\u2019\u00e9diteur juridique LexisNexis propose la solution \u201cKampus\u201d. Cette fonctionnalit\u00e9 offre l\u2019acc\u00e8s \u00e0 plus de 100 fiches th\u00e9matiques, cas pratiques et tutoriels r\u00e9pondant \u00e0 des probl\u00e8mes patrimoniaux sp\u00e9cifiques tels que la mise en place du Pacte Dutreil pour la transmission d\u2019entreprise ou le d\u00e9veloppement du patrimoine immobilier locatif d\u2019un chef d\u2019entreprise.<\/p>\n\n\n\n

En plus de former en continu les collaborateurs, il s\u2019agit d\u2019autant de ressources qui permettront aux cabinets de g\u00e9n\u00e9rer une valeur importante pour leurs client\u00e8les et ainsi, les fid\u00e9liser autour de la demande de conseils patrimoniaux sur mesure.<\/p>\n\n\n\n

En somme, l\u2019acc\u00e9l\u00e9ration de l\u2019accompagnement patrimonial<\/strong> de vos clients repose sur le triptyque demande, outils adapt\u00e9s et comp\u00e9tence. L\u2019objectif \u00e9tant d\u2019automatiser ce qui peut l\u2019\u00eatre afin de g\u00e9n\u00e9rer des \u00e9conomies<\/strong> d\u2019\u00e9chelle tout en pla\u00e7ant l\u2019expert-comptable sur les t\u00e2ches humanis\u00e9es ayant la plus forte valeur ajout\u00e9e telle que l\u2019\u00e9coute des besoins et la restitution de la strat\u00e9gie patrimoniale avec une approche relationnelle<\/strong> forte, vecteur de fid\u00e9lisation indispensable de vos clients.<\/p>\n","protected":false},"excerpt":{"rendered":"

La digitalisation croissante des activit\u00e9s de l\u2019expertise comptable a apport\u00e9 son nombre de bouleversements structurels pour une profession en constante mutation. Si certains pr\u00e9f\u00e8rent voir le verre \u00e0 moiti\u00e9 vide, d\u2019autres le voient \u00e0 moiti\u00e9 plein en profitant des gains de productivit\u00e9 issus de la digitalisation des processus comptables pour proposer de nouvelles prestations \u00e0 […]<\/p>\n","protected":false},"author":4,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[2],"tags":[],"class_list":["post-10400","post","type-post","status-publish","format-standard","hentry","category-entrepreneur"],"yoast_head":"\nComment acc\u00e9l\u00e9rer l'accompagnement patrimonial de vos clients ?<\/title>\n<meta name=\"description\" content=\"Pour proposer de nouvelles missions de conseil, pensez g\u00e9n\u00e9rer un int\u00e9r\u00eat pour des prestations telles que l'accompagnement patrimonial.\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" 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