What NextGen buyers want

Featuring Jennifer Wilson, co-founder and partner with ConvergenceCoaching


NextGen buyers are buyers who are Millennial or Generation X, typically those born from, let's say, 1965 to 2000, somewhere in that range. It's a big range, and for sure we're talking about Millennial buyers being NextGen buyers, and those are folks born from 1981 to 2000. And they vary in a number of ways. But probably the biggest way that NextGen buyers vary in their buying habits is that they really expect more. They expect more than the traditional compliance service.

They want value around it. They want insights. They want expertise. They want additional ideas for how they could be managing their business better or managing their wealth more intelligently. They want far more than just the traditional deliverable of filing a return or providing a financial statement. They want that additional consultative or advisory advice from their CPAs.

Another interesting dynamic of serving NextGen clients is that they're going to be more interested in remote service delivery. What that does for us is it changes some of our service delivery models, changes our methodologies and our scheduling and the way we look at how we're going to put people out in the field when maybe the client doesn't need them out in the field. But it also opens up borders. It creates this opportunity for us to serve clients in other geographies because they're not so concerned about that storefront presence that we might have and be asking them to come to our facility or they're not that concerned about us coming to theirs.

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