What’s the first thing you need to find out from a new client?

By | 2018-05-28T10:29:23+00:00 May 29th, 2018|Accountants, Business advice, Business messaging and branding, Starting out|

When you are approached by a prospective new client it is tempting to simply give them what they say they want. Most often this will be a fee quote to help them with their annual compliance obligations. As this area of work becomes more commoditised so you need to distinguish yourself from other accountants.

The real reasons you need to do business advice properly

By | 2018-05-22T23:03:11+00:00 May 15th, 2018|Accountants, Business advice, cloud accounting, Future, Servicing clients|

Why are so many consultants telling accountants that they need to start providing advisory services to clients? You've been doing this for years haven't you? Or else your clients don't want, don't need or can't afford to pay for such services.     Hmm. Have you really been doing this for years? I know many

Key ways to improve profitability

By | 2018-05-22T23:05:41+00:00 April 17th, 2018|Accountants, Inner Circle, Pricing, Productivity, sole practitioners|

At last week's meeting of The Inner Circle for Accountants our headline discussion topic was: "Improving the profitability of your practice" I offered an early observation that “If you don’t have profitable clients, you don’t have a profitable practice”. What I mean by this is that if your clients do not generate a profit for you,

10 ways to get paid for additional work

By | 2018-05-22T23:05:59+00:00 April 3rd, 2018|Accountants, Pricing, Servicing clients|

Here are ten approaches to getting paid for additional work and that may be worth considering in the right circumstances.  I should stress that I can't wave a magic wand and ensure your clients pay you for additional work that you haven't discussed or billed in a professional way.  The key, invariably is good communication.

The 3 reasons you cannot rely on referrals if you want to grow your practice

By | 2018-05-22T23:06:08+00:00 March 27th, 2018|Accountants, Marketing and promotion, Reputation, STANDING OUT|

Most established Accountants running their own firms claim to get most of their better new clients via referrals.  is this true or relevant to less established practices? Experienced accountants claim that no other activities and no marketing investment ever seems worth the effort. The following sentiment is typical of what I hear: "I get all

Debunked: Twitter names and handles for accountants

By | 2018-05-22T23:06:34+00:00 March 6th, 2018|Accountants, twitter|

You may have seen or heard me comment that accountants who tweet using their firm's name are missing a trick. In this blog post you'll find out why. Twitter is a social media platform that is suited to building personal engagement. It is less effective when used as a broadcast media and this is typically

How to short-cut the Networking process

By | 2018-05-22T23:06:51+00:00 February 27th, 2018|Accountants, Networking, Reputation|

Networking is not for everyone. Whilst some accountants enjoy attending regular networking events, I regularly hear tales of woe from those who find it a frustrating waste of time.  There are also plenty of accountants who do not like the idea of chatting with strangers very appealing. You will rarely meet someone at a networking

Accountants CAN overcome a lack of inner confidence…..

By | 2018-05-22T23:06:42+00:00 February 20th, 2018|Accountants, Business messaging and branding, Conversational impact, Experience and expertise, Marketing and promotion, Networking, sole practitioners|

All too often I encounter another accountant who is lacking in confidence. And this invariably holds them back from achieving the success they seek. Just last week an accountant emailed me back after receiving a message I'd sent out on a totally different topic. Included in her reply was the following: I know I lack

What are you doing about your clients’ uncertainty about the future?

By | 2018-05-22T23:07:00+00:00 February 13th, 2018|Future, Servicing clients|

When I talk with accountants, which I do a lot, I often sense an unspoken concern about increased ‘uncertainty’ in their world. It is clear to me that many business clients are uncertain, many private clients are uncertain and also many accountants themselves are uncertain. Business clients They are uncertain about future sales and expansion,

How was January for you this year?

By | 2018-02-06T22:53:02+00:00 February 6th, 2018|Accountants, Servicing clients|

This is a question I always ask accountants when I talk with them in February. "How was January for you this year?" The answers are always pretty similar. They range from "Not as bad as previously" through to the absolute defeatist "Same as always. I just accept that's the way it is."  This tends to

Lessons for accountants from….. a childrens’ party entertainer

By | 2018-06-17T17:32:01+00:00 January 16th, 2018|Accountants, Business messaging and branding, Dependability and trust, Experience and expertise, Marketing and promotion, Pricing|

As a teenager, before I started studying to become an accountant, I was a children's party entertainer - and I continued doing this for about 25 years. When I look back I realise that I quickly learned 2 lessons that now, many years later, inform my thinking and advice to accountants. Specialisation I was

Two and a half questions to help you in 2018

By | 2017-12-19T08:21:45+00:00 December 19th, 2017|Accountants, Uncategorized|

This week I invite you to identify your top achievements in 2017 and a few specific achievements you would most like to pursue in 2018. This should help you finish the year on a high and excited for what is to follow. I've also shared my own answers to the same two questions. Doing this yourself also means

Debunked: The one thing you must do….

By | 2017-12-12T10:31:22+00:00 December 12th, 2017|Accountants, Business messaging and branding, Marketing and promotion, sole practitioners|

A popular approach to getting your attention (and often your money) is to instruct you that there is 'one thing' you must do. What do they say? Many journalists, consultants and sales people assert that there is just 'one thing' you must do to remain in practice, to generate new clients, to increase your fees or

How can accountants use Linkedin for marketing purposes?

By | 2017-12-05T09:06:51+00:00 December 5th, 2017|Accountants, Business messaging and branding, Linkedin, Social Media, sole practitioners|

This was the headline to a question I was asked recently. I have summarised the question below and expanded on my reply and advice as this may help other accountants too. Question How can accountants use LinkedIn for marketing purpose? I have a company page, I have a profile, I am in some groups but