Anita Aloisio: “You can really pick up the feel for a business from the little details.”Anita Aloisio is one of those people who are always perfectly groomed. However, she had no qualms about going onto a dusty construction site with one of her clients.
“You can really pick up the feel for a business from the little details,” she said.
This is very much the way in which Nexia BT’s recently appointed partner operates as director of the advisory services.
“Even if the clients are established Nexia customers for accountancy, what they are looking for from my team is something different, something quite new. They come to us when they need help and it is important for them to feel that we understand their business, no matter what sector they are in,” she explained.
Her many years working for one of the Big Four auditing firms helped to expose her to a great variety of sectors and built up the sort of insight that only comes from experiences.
However, it is her approach to issues that probably gives her an edge: “I think like an engineer. I see something complex but want to break it down into its elements,” she said.
“My first interview with a client is very intense and they are often amazed at how quickly I understand the situation and see where the main problems lie. They always think that they know their business inside out but we always manage to surprise them.”
She believes resistance to change is only one of the elements that stop her clients from solving their own problems.
“When you are immersed in a situation you cannot always see it clearly – nor can you see the light at the end of the tunnel,” she said.
“And sometimes there are divisions between partners and financial problems. Change takes guts, especially if you have been doing things the same way for years.
My first interview with a client is very intense and they are often amazed at how quickly I understand the situation and see where the main problems lie. They always think they know their business inside out
“This is where we invest more of our time... At first we often encounter resistance, but eventually they come to appreciate our advice. It is not easy. Sometimes we have to pull back the reins. No one likes to have their dreams curbed...”
She always reminds her clients that “a car needs all four wheels to run”, as the problem is often an imbalance between the technical and financial side, risk management and marketing, for example.
“It is important for a company to have a team so one of the first things I do is review the structure and processes. My mantra is structure, structure, structure.”
Her approach is also very novel when it comes to reporting to clients. Rather than overwhelm them with a comprehensive report, she prefers to send them a summary and then only proceed if they want to take it any further.
“That way we do not waste our time but more importantly we don’t waste theirs. I want clients to feel they are getting value. Once you do that, they come back,” she said.
Ms Aloisio came to Nexia BT four years ago after a few years as the financial director at the University, guiding it through a complete restructuring process which included preparing models for EU funding.
Once she felt that her job was done – and approaching her 40s – she had to decide whether to stay in the public sector or go back to private firms. She decided to steer clear of the Big Four this time and opt instead for a mid-tier firm that would not channel her too tightly into a specialisation. At the time, Nexia BT only employed 30 people, a figure which has already more than doubled. She started the advisory section from scratch, building up templates for the various scenarios which would add coherency and standardisation. She now has eight full-timers on her team, including an economist, as well as accountants.
“When I look back, I realise how much we have achieved,” she said.