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.

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

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

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

Cloud accounting – Do you lead your clients or let them lead you?

By | 2017-11-22T11:38:12+00:00 November 22nd, 2017|Accountants, Business messaging and branding, cloud accounting, Experience and expertise, Productivity, Servicing clients, sole practitioners, Starting out|

This is the first of what I anticipate will become a series of cloud accounting related blog posts. Back in 2009 I disagreed with those commentators who were warning accountants about an urgent need to embrace cloud accounting technology. The alternative, warned these merchants of doom, was that accountants who failed to embrace the cloud

A quick five point plan to secure more referrals for your accountancy practice

By | 2017-10-17T09:25:45+00:00 October 17th, 2017|Accountants, Business messaging and branding, Marketing and promotion, Networking|

So many accountants tell me that most of their new clients come from word of mouth and client referrals. In most cases however this seems to be a function of luck rather than planned in any way. Have you ever thought about how you could make it easier for your contacts to know who would

Why do accountants need to be enthusiastic?

By | 2017-10-10T09:30:39+00:00 October 10th, 2017|Accountants, Appearance, Business messaging and branding, Career development, Conversational impact, Dependability and trust, Experience and expertise, Following up, Giving, STANDING OUT|

Everyone who knows me recognises my enthusiastic nature. When I was younger I may even have been a touch too enthusiastic. I now recognise that it can unnerve those around you if you are evidently more enthusiastic than everyone else. That was an important lesson for me some years back. So now, older and wiser,

Where do you want your promotional messages to be seen?

By | 2017-09-26T09:30:16+00:00 September 26th, 2017|Accountants, Business messaging and branding, facebook, Linkedin, Marketing and promotion, Social Media, twitter|

I have referenced what I call the 3Ms of marketing an accountancy practice before. This blog post is related to the third M. That is, which Media should you use to get your chosen Messages to your chosen Market? The answer to the question depends on where you will find your chosen Market and target

WHO do you need to stand out from?

By | 2017-09-05T09:30:57+00:00 September 5th, 2017|Accountants, Business messaging and branding, Experience and expertise, Social Media, sole practitioners, STANDING OUT, Starting out|

One of my talks for accountants, and much of the advice I share generally, concerns WHY it's important to STAND OUT from your competitors - and HOW easy this is to do when you put your mind to it. A related question I've never really addressed in detail is WHO do you need to STAND

3 lessons for accountants from….. personal trainers

By | 2017-07-11T10:56:09+00:00 July 11th, 2017|Accountants, Business messaging and branding, Career development, Experience and expertise, Reputation, Servicing clients, sole practitioners|

I recently heard John Hardy the Founder of FASTER Health and Fitness introduce his business.  He mentioned he throught there were similarities with accountants. I have taken what he said and adapted it to provide some lessons for accountants from the business side of personal training and fitness. 1  Personality John has noted that a

How do you allow clients to communicate with you?

By | 2017-06-20T09:47:51+00:00 June 20th, 2017|Accountants, Business messaging and branding, facebook, Linkedin, Servicing clients, Social Media, twitter|

In the days before email there were only 3 ways that clients could communicate with their accountants. In person, by phone and by letter. Now the list of options is much longer. Do you encourage, tolerate or refuse to accept communications by less conventional methods? How does this impact your client base? Email is perhaps

Be proud and positive about your profession

By | 2017-06-13T12:19:00+00:00 June 13th, 2017|Accountants, Business messaging and branding, Career development, Conversational impact, STANDING OUT|

This week's blog post is derived from the response I received from a recent attendee at one of my talks. She had been very enthusiastic so I asked her what she had learned specifically. This is her reply: Things I took away from yesterday: That it’s OK to be on the quiet side at networking

“None of my clients want anything more than the basics”

By | 2017-05-09T09:32:30+00:00 May 9th, 2017|Accountants, Business messaging and branding, Servicing clients, sole practitioners, STANDING OUT|

Unlike some commentators, I entirely accept that many accountants have some clients who want nothing more than a basic compliance service.  And that you get very frustrated to be told by consultants that you should offer your clients advisory services. After all,  you know your clients don't want, cannot afford and will not value such advisory

Connect, know, like, trust, need – what do you do to make this work for you?

By | 2017-05-02T09:39:41+00:00 May 2nd, 2017|Accountants, Business messaging and branding, Career development, Conversational impact, Dependability and trust, Experience and expertise, Reputation, STANDING OUT|

I frequently hear networking gurus stress a mantra that originated in the book ‘Endless Referrals, written by Bob Burg: “All things being equal, people do business with, and refer business to people they know, like and trust.” I understand this is also the mantra shared at certain networking groups. The focus then is on encouraging you to make an effort

What is the really simple idea at the heart of what you do?

By | 2017-04-26T10:04:10+00:00 April 26th, 2017|Accountants, Business messaging and branding, Conversational impact, STANDING OUT|

We have all been asked, many times, "What do you do?" Does your reply help ensure that you will be remembered positively for any length of time? Simple straightforward factual replies allow the other person to put us in a 'box'. This is what happens when we simply state our profession (eg: "I'm an accountant"

Could you adapt this unique way of standing out from the crowd?

By | 2017-01-10T09:18:48+00:00 January 10th, 2017|Accountants, Appearance, Business messaging and branding, Conversational impact, Dependability and trust, Experience and expertise, STANDING OUT|

I still remember meeting Christopher Higenbottam at a networking event some years ago. I asked what he did and he told me he is an architect. (Indeed it transpired that he was the MD of Tempietto Architects). We talked for a while about his work.  After a few minutes I think I asked him whether

Don’t make this mistake if you want referrals from your clients

By | 2018-03-14T21:46:36+00:00 January 4th, 2017|Accountants, Business messaging and branding, Conversational impact, Following up, STANDING OUT|

Regardless of which profession you practice, I wonder if you make an all too common mistake. We all hope that clients will want us to provide a range of services to them. And we hope that clients will recommend and refer us to other prospective clients too. But, as I frequently point out, 'hope' is

Use your ‘inner magic’ to stand out from others who do what you do

By | 2016-11-04T10:13:04+00:00 November 4th, 2016|Business messaging and branding, Experience and expertise, STANDING OUT|

Are you 'just another' accountant, lawyer, surveyor, speaker, trainer or whatever? Really? But you're you. No one else can be you. The real you. Richard Jones on BGT The winner of the 2016 TV series of Britian's Got Talent (BGT) was Richard Jones. A magician. And a soldier. When interviewed* Richard explains that from the