Business development Articles

The Art of Authentic Networking: The Four-Suits Methodology

I’ve been to 3 conferences over the last month. Each with a different group of people: Professional Speakers, Accountants and then LinkedIn enthusiasts. On each occasion I was involved in and observed numerous networking conversations. While the people were different...

The power of setting and explaining minimum fees

The first question to consider here is whether you want all new clients to pay you at least a minimum fee. This is a good question to ponder. In most cases I think your reply should be ‘yes’. Where you set your minimum fees is up to you of course. As is whether you...

10+ Ways Accountants could benefit from an up to date profile on LInkedin

Although Linkedin tells us that over 300,000 UK based accountants have profiles on Linkedin, this is not the full story. Many of those profiles are out of date, unhelpful and inactive. Which is a shame as there is much that accountants can do on Linkedin to benefit...

Networking lessons for accountants from….comedians

Have you ever seen any of those TV panel games involving teams of comedians? Sometimes there are two teams with comedians on each side and hosts who may also be comedians. I'm thinking of programmes such as 'Would I lie to you?', 'Mock the Week', '8 out of 10 Cats'...

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Essential first steps for successful lead generation

There’s a simple equation: More leads = more clients = more fees = more profits.  At least that’s the theory. For the equation to work the leads we generate need to be those we want. Typically that means people who need and can afford our services; and who are the...

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Debunked: Correcting 15 misconceptions about networking

I’ve addressed the subject of Networking many times on this blog. I make no apology for returning to the topic as it’s a key business skill for accountants who want more clients. And also for those seeking their first clients too. Networking is not something...

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Business insights for Accountants from Kinky Boots

I was delighted and proud to see my niece in a local production of the musical theatre show ‘Kinky Boots’ last week. It's a show I've not seen before but I did watch the film a while back so I had some idea of the storyline. And I've heard some of the most popular...

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What type of service guarantees do accountants offer?

Let’s be realistic. If you did some work for a client but they weren’t happy because you made a big mess of it, would you insist on charging them extra to correct your mistake? I hope you wouldn’t even consider trying to charge extra to resolve a mistake of your...

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How accountants can win clients and keep them for life…

Before delving into the strategies that can help you win and maintain clients for your accountancy practice,  I must manage your expectations. There's no magic bullet or hidden secret that will replace everything you already know about client relationships. What...

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UFOs and the Modern Accountant: A Strategic Approach

How much time do you spend checking out UFOs? No. Not Unidentified Flying Objects, but Unplanned Fanciful Opportunities? Those tempting ideas that may solve your problems but which have appeared out of the blue. They could be really valuable, or they could just be...

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