{"id":1894,"date":"2017-02-07T09:10:53","date_gmt":"2017-02-07T09:10:53","guid":{"rendered":"https:\/\/www.eliott-markus.com\/wilo\/le-service-et-le-livrable\/"},"modified":"2023-11-13T14:02:20","modified_gmt":"2023-11-13T14:02:20","slug":"le-service-et-le-livrable","status":"publish","type":"wilo","link":"https:\/\/www.eliott-markus.com\/en\/wilo\/le-service-et-le-livrable\/","title":{"rendered":"Le service et le livrable"},"content":{"rendered":"\n<h2 class=\"wp-block-heading\">Les experts-comptables ont un <em>think tank<\/em> qui s\u2019appelle \u00ab\u00a0Les Moulins\u00a0\u00bb<a rel=\"noreferrer noopener\" href=\"#_ftn1\" target=\"_blank\">[1]<\/a>, cr\u00e9\u00e9 par Philippe Barr\u00e9, figure incontournable de la profession. Le 25 janvier dernier, ce <em>think tank<\/em> a organis\u00e9 une\u00a0soir\u00e9e dont le th\u00e8me \u00e9tait l\u2019\u00e9volution des missions des experts-comptables. Parmi les nombreux th\u00e8mes abord\u00e9s, il y eut une r\u00e9flexion particuli\u00e8rement int\u00e9ressante sur la diff\u00e9rence entre le \u00ab\u00a0service\u00a0\u00bb et le \u00ab\u00a0livrable\u00a0\u00bb<\/h2>\n\n\n\n<p>Les experts-comptables ont un avantage sur d\u2019autres professions du conseil\u00a0: leurs prestations se concr\u00e9tisent par des \u00ab\u00a0livrables\u00a0\u00bb. Le bilan et les comptes annuels en sont l\u2019exemple le plus embl\u00e9matique. C\u2019est concret\u00a0; c\u2019est pr\u00e9cis\u00a0; un prix annonc\u00e9 \u00e0 l\u2019avance est associ\u00e9 \u00e0 la prestation. Ils ont cependant une difficult\u00e9\u00a0: lorsqu\u2019ils prodiguent des conseils, leurs clients ont tendance \u00e0 penser que le conseil est inclus dans le prix du \u00ab\u00a0livrable\u00a0\u00bb. Ils \u00e9prouvent donc des difficult\u00e9s \u00e0 vendre et facturer une prestation de conseil qui est cependant la premi\u00e8re attente de leurs clients. S\u2019exprimant sur le sujet, Philippe Barr\u00e9 a enjoint l\u2019assistance \u00e0 apprendre \u00e0 valoriser le conseil et d\u2019arr\u00eater de focaliser sur le livrable.<\/p>\n\n\n\n<p>L\u2019avocat est de plus en plus confront\u00e9 \u00e0 des difficult\u00e9s comparables. Lorsqu\u2019il r\u00e9dige un contrat pour un client, vend-il un acte ou vend-il le conseil qui permet d\u2019aboutir \u00e0 un acte qui correspond aux besoins et \u00e0 la situation particuli\u00e8re du client\u00a0? Bouscul\u00e9 par des clients de plus en plus tent\u00e9s de se fournir en ligne \u00e0 des conditions \u00e9conomiques bien plus int\u00e9ressantes, l\u2019avocat peine \u00e0 faire\u00a0 reconna\u00eetre sa valeur ajout\u00e9e.<\/p>\n\n\n\n<p>Il existe un rem\u00e8de radical\u00a0: donner le livrable et faire payer le service. Cette id\u00e9e fait son chemin. Certes, il ne faut pas en abuser. Il existe encore de nombreux domaines o\u00f9 l\u2019avocat peut vendre des actes \u00e0 forte valeur ajout\u00e9e. Cependant, il en existe d\u2019autres o\u00f9 l\u2019acte est manifestement d\u00e9valoris\u00e9. Le contrat de travail, le contrat de bail, certains contrats commerciaux\u2026 sont quelques exemples de ces actes qui ont de plus en plus de mal \u00e0 se vendre.<\/p>\n\n\n\n<p>Les avocats qui font l\u2019exp\u00e9rience de donner le contrat-type \u00e0 leurs clients et de proposer une prestation de conseil pour personnaliser et adapter le document connaissent un accueil favorable. Cette g\u00e9n\u00e9rosit\u00e9 n\u2019est pas d\u00e9sint\u00e9ress\u00e9e et le client le sait tr\u00e8s bien. Pour autant, lorsqu\u2019il voudra adapter ces actes \u00e0 ses besoins sp\u00e9cifiques, c\u2019est tout naturellement vers celui qui lui a fourni le document que le client va se tourner.<\/p>\n\n\n\n<p>Oui, c\u2019est difficile de donner ce que l\u2019on a longtemps vendu mais c\u2019est en sachant repositionner sa valeur ajout\u00e9e qu\u2019on reste comp\u00e9titif. Ce repositionnement ne se fera pas du jour au lendemain mais les cabinets qui d\u00e9cideront d\u00e8s maintenant d\u2019avancer sur cette voie et d\u2019en faire un argument de marketing auront de l\u2019avance sur leurs concurrents.<\/p>\n\n\n\n<p><a href=\"#_ftnref1\">[1]<\/a> <a href=\"http:\/\/www.lesmoulins.club\/site\/home.html\" target=\"_blank\" rel=\"noreferrer noopener\">http:\/\/www.lesmoulins.club\/site\/home.html<\/a><\/p>\n","protected":false},"author":11,"featured_media":0,"template":"","categories":[468],"tags":[24,38,90,27,28],"class_list":["post-1894","wilo","type-wilo","status-publish","hentry","category-influence","tag-avocats","tag-communication","tag-comptabilite","tag-experts-comptables","tag-marketing"],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v27.3 - https:\/\/yoast.com\/product\/yoast-seo-wordpress\/ -->\n<title>Le service et le livrable<\/title>\n<meta name=\"description\" content=\"Les experts-comptables ont un think tank qui s\u2019appelle \u00ab Les Moulins \u00bb[1], cr\u00e9\u00e9 par Philippe Barr\u00e9, figure incontournable de la profession.\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/www.eliott-markus.com\/wilo\/le-service-et-le-livrable\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Le service et le livrable\" \/>\n<meta property=\"og:description\" content=\"Les experts-comptables ont un think tank qui s\u2019appelle \u00ab Les Moulins \u00bb[1], cr\u00e9\u00e9 par Philippe Barr\u00e9, figure incontournable de la profession.\" \/>\n<meta property=\"og:url\" content=\"https:\/\/www.eliott-markus.com\/wilo\/le-service-et-le-livrable\/\" \/>\n<meta property=\"og:site_name\" content=\"eliott &amp; 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