Are you a specialist or a generalist accountant?

By |2018-07-23T15:56:13+00:00July 24th, 2018|Accountants, Business messaging and branding, Career development, Marketing and promotion, sole practitioners|

Most general practitioner accountants I talk with (and I talk with a lot of them) are, obviously, generalists rather than specialists. They started out as general practitioners and stay that way as their client base has always been quite disparate. Many of those who specialise do so only because they originally trained

How many of the 5 types of advisory services can you provide to clients?

By |2018-07-04T09:37:21+00:00July 3rd, 2018|Accountants, Business advice, cloud accounting, Future, Mentoring, Servicing clients|

Most smaller practitioners are focused on offering a compliance focused service to clients. Lots of people are saying you must start offering advisory services; and plenty of accountants think they already do this to a degree. In my talks I often reference 5 types of non-compliance service and how it will take

If you cannot ‘close the sale’ you’ll struggle to win new clients

By |2018-07-12T07:59:06+00:00June 12th, 2018|Accountants, Following up, Key Business skills, Marketing and promotion, Networking, Starting out|

In an ideal world, you would simply tell people that you are an accountant and your ideal prospects would then find you and ask to become your clients. Life isn’t like that. Even when these people do find out about your practice you need to have a process which brings them onboard

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

By |2018-05-28T10:29:23+00:00May 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+00:00May 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+00:00April 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,

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

By |2018-05-22T23:06:08+00:00March 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+00:00March 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+00:00February 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+00:00February 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+00:00February 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,