If it’s not a lack of technical skills that is holding you back…..

By |2019-10-08T10:17:29+00:00October 8th, 2019|Accountants, Career development, Key Business skills, Sole practitioners|

Most accountants are justly proud of their technical skills. It is also common to find that some accountants undervalue the importance of ensuring that they have all the business skills they require to be profitable in the short-term and successful in the longer-term. What’s your position? Are you one of those accountants who

Nothing much will change for accountants in two years, but what about ten?

By |2019-08-28T09:29:10+00:00September 10th, 2019|Accountants, Future, Sole practitioners|

An increasing number of journalists and podcasters want to interview me about my views of the future for accountants. On reflection though I suspect I am sometimes a disappointing interviewee. This is not due to excess modesty as regards my conversational skills or my ability to explain and justify my predictions. On

Could your complacency cost you your future?

By |2019-08-25T17:11:51+00:00September 3rd, 2019|Accountants, Future, Strategy|

My conversations with sole practitioner accountants over the years suggest that many are happy enough once their practice is generating sufficient income for them. They have reached the stage where they feel comfortable, some might say, complacent. To the outsider the practice, the business, has plateaued. 'Happy enough' is hardly an enthusiastic

Are you undermining your credibility by being too modest?

By |2019-08-20T11:11:24+00:00August 20th, 2019|Accountants, Business messaging and branding, Dependability and trust, Referrals, Reputation, Sole practitioners|

Some accountants I know are proud of how efficiently they look after their own business affairs. Others though are embarrassed at their inefficiencies. And there are some who do not appear to give any thought as to how they are perceived. We all know the old adage that you never get a

Being Known, Liked and Trusted is not sufficient. There are 5 steps in the chain.

By |2019-08-12T11:46:07+00:00August 13th, 2019|Accountants, Appearance, Dependability and trust, Experience and expertise, Facebook, Linkedin, Marketing and promotion, Networking, Referrals, Reputation, Social Media, Starting out, Twitter|

You have probably heard the old networking idea that it's important to help people get to know, like and trust you.  Only then will they buy from you. Only then will they even consider becoming your client. This idea originated in the book ‘Endless Referrals', written by Bob Burg, who said: “All things

How to do better than simply say that your business grows through referrals

By |2019-07-16T09:52:45+00:00July 16th, 2019|Accountants, Business messaging and branding, Marketing and promotion, Networking|

Most of the accountants I meet claim that most of their best new clients come through referrals.  When I dig deeper I find this is typically for one of the following reasons: They remember that their most recent new clients were initially generated by referrals; They don't get many new clients and also

Which Competitive Force will most challenge you and your firm?

By |2019-06-19T12:55:27+00:00June 19th, 2019|Accountants, Business advice, Future, Marketing and promotion|

Whilst I pose this question about competitive forces in the context of accountants, you might also find the concept helpful when talking with clients. Michael Porter first published his five forces model in a 1979 article published in the Harvard Business Review. In the context of an accountancy firm looking to the future,

How self confident are you, really?

By |2019-04-30T20:54:32+00:00April 30th, 2019|Accountants, Business messaging and branding, Conversational impact, Experience and expertise, Marketing and promotion, Networking, Sole practitioners|

Do you consider yourself to be a confident person generally? What about in terms of your ability to attract and win over prospective clients? And to keep clients happy and willing to pay you the fees you deserve for the work you do? Whilst many accountants I work with have a fair degree of

What has the biggest influence on your ability to retain clients? 

By |2019-04-23T09:35:58+00:00April 23rd, 2019|Accountants, Business advice, Conversational impact, Key Business skills, Servicing clients|

Accountants have a distinct advantage over most other service professionals. Your clients need your help on an ongoing basis, at least once a year and often more frequently than this. When we discuss the lifetime value of clients at meetings of The Inner Circle for Accountants we have to consider how long

Solving your recruitment and resourcing challenges

By |2019-04-16T10:31:13+00:00April 16th, 2019|Accountants, Future, Outsourcing, Productivity, Recruitment, Servicing clients, Sole practitioners, Strategy|

The biggest issue facing accountants in practice these days isn't the rise of robo-accountants, AI or cloud computing. The challenge that seems to hold many firms back is the same old chestnut it's always been. It's the difficulty in finding good people to join the firm. Almost every week I get approached by the