Affilica International is an interactive alliance of independent
firms of Accountants, Auditors, Lawyers, Tax Experts and Business Consultants
who refer their clients' out-of-country work to each other. Worldwide marketing
stimulates new client enquiries and provides global status.
Why Join Affilica?
Q:
Since all my professional work is local and
my marketing is confined
to my location,
is
it beneficial for my organisation to join Affilica International?
A: As you know, businesses from other countries regularly
open a branch or incorporate a subsidiary
near you
invest in real estate in your location
set up factories, shops, hotels, garages,
distribution outlets near you
invest in mines, forests, farms and food
processing near you
start entertainment, tourism and travel
tours near you and more.
If
you are not getting referrals/enquiries from the above, you are missing
out on potential new clients setting up near you.
By being an Affilica member, you can
attract such potential new clients
avoid losing your biggest clients (who
are invited to events by your rivals in an international group)
Q: When Potential New Clients can easily find a professional firm
from the Internet or Yellow Pages, why do they instead look for an
introduction? a referral? Is our professional qualification not enough?
Potential new clients are understandably sensitive
about handing over their confidential business matters to a professional
firm that is new to them.
Their bank may be uncomfortable with you as
a stand-alone. The bank may apply pressure on potential clients to
engage a large firm instead. The large firm could be impersonal, fastidious
and over-priced but they will engage them nevertheless, all because
you are stand-alone.
They are more comfortable with you if you are
in a group.
A professional
firm in a group is perceived to be safer since they
are vetted on joining and are under a
membership contract
have group loyalties with ongoing co-operation
follow the group ethics code
are more answerable for any complaints
Your
client may ask you:
"Can you make me
an introduction to a suitable professional firm in countryX
to assist us with:
- Company Registration
- Legal contracts and documentation
- Accounts
- Tax
- Banking"
Your
client may ask you:
"Can you make
me an introduction to a suitable professional firm in countryX
to assist us with:
- Staff recruitment & payroll
- Local know-how
- Premises
- Marketing strategies
- Joint venture
- Arbitration for a dispute
Keep
hold of your side of that client's work by replying:
Your Answer to your client:
"Yes, as an Affilica member, we have affiliates out there. We
will make enquiries and introduce you. You can then assess them and
we will make an appointment for you to meet them on your next business
trip."
Lose this client to a rival firm by replying:
Answer: "No. But we would like to keep you as our client.
Our
work is of a very high standard.
We
are very caring and friendly.
We
charge very competitive fees."
Your
client may ask you:
"I am going to
CountryX on a work contract. Can you introduce me to a suitable
professional out there to get me a work permit and make
my tax bill efficient?"
"Our monies are stuck in (city, country).
Do you know a good professional adviser there for an effective
solution?"
Your
client may ask you:
"I am going to (city, country)
to set up a business.
Do I need to form a local company out there?"
"We have just inherited real estate (house, apartment,
farm, land) in CountryX. Can you introduce me to a suitable
professional out there who can get us swift possession of
it?"
Q : How many clients do we get? What is the frequency of referral?
A: It all depends on the type of working relationships you develop
with the other Affilica members and how many referrals you make to
them; it is two-way traffic. Benefits web page shows other sources
of new client enquiries.
Since yours is an intangible product, potential new clients would
assess the suitability of your firm on various levels as an Affilica
member:
1 - Credibility:
Your Image, Personality, Standing, Website, Professional Qualifications.
2 - Industry Specialisation:
Do you have an in-depth knowledge of the business sector they operate
in?
3 - Technical Specialisation:
Do you have the right technical skills to deliver what they require?
4 - Communication:
Do you understand their language? cultural approach?
5 - Fees:
Are your fees affordable?
1 - Showing membership of Affilica makes you more credible than
your competitors
2 - They will assess competitors also to see if they inspire more!!
3 - You have to show clearly that you are an expert in the type
of work they require.
4 - Your prompt reply should explain in clear language without jargon
and you should show sensitivity to the enquirer's culture.
5 - Fees need to be good value for money, not just cheap.
