Are you ever tempted to follow the apparent example of other accountants you see online or meet at events? There is...
Business development Articles
Ten lessons sole practitioner accountants tell me they learned too late
After hundreds of conversations with sole practitioners over the years, I've noticed something unexpected about the...
What can you do to stop sounding like a generic accountant (just like everyone else)
One of the more damaging assumptions people have about accountants is that you are largely interchangeable. To some extent we all understand why this belief persists; most accountants produce variations of the same outputs: accounts, tax returns, VAT work,...
A realistic LinkedIn strategy for UK accountants with limited time and who hate hype
One of the most common questions about Linkedin that I hear from accountants is along the lines of, how can they get real value from the time they spend on the site? One specific such question I was asked was: “How can I actually make LinkedIn work for me, without...
How to stop losing prospects who should have become clients
Whether you rely on advertising, marketing, networking or referrals, one thing remains true. You need to be able to communicate effectively with prospective clients. Most accountants I know are keen to avoid coming across as ‘sales’ people. And rightly so. When...
If nothing changes, nothing changes: 7 things to do differently in 2026
If you run your own accounting practice and want things to be different in 2026, guess what? You’re going to need to do some different things. (Yes, yes — I know. Groundbreaking advice. But stay with me.) This isn’t about grand gestures or sweeping reinventions....
25 things I’ve learned about accountants (that might surprise you)
As 2025 winds down, I’ve been reflecting on the insights I’ve gained from three main sources: Over 60 accountants I’ve interviewed for the Accountants' Success Secrets podcast Dozens of conversations with members of my online Sole Practice Club Hundreds of...
The hidden cost of misunderstanding who your best clients are
Not all clients are worth your energy. You probably know that; although you hate to admit it. Many accountants seem to spend far too long servicing clients who: - drain time and never refer anyone - pay late (and not that much to begin with) - don’t respect you or...
What accountants get wrong when marketing to people they don’t know
Probably the most common view shared by accountants is that most of their new clients come through warm referrals. And for good reason. These prospects tend to come pre-sold. An existing client, trusted friend, colleague or contact has already vouched for you. All...
The uncomfortable truth about ‘budget’ marketing for accountants
An accountant recently sent me a direct message on LinkedIn asking a simple question: “Is there a low-cost formula for generating leads?” The short answer? Yes. But the honest answer? You probably won’t like it. Let’s unpack this, because I’ve seen far too many...
20 ways accountants can wow their clients
When you win a new client they may have moved to you from another accountant. Other times you are the first accountant they have ever appointed. In either case the sooner you can ‘wow’ them the more you will STAND OUT and the more likely they will be to talk about...
The REACH model that helps you to be better remembered, referred and recommended
Many accountants assert that they get most of their best new clients through referrals. That belief, especially when it's true, confirms what we've all long known:there is a lot of value in the power of word-of-mouth recommendations. Plenty of accountants seem...
20 Linkedin mistakes too many accountants make
Some accountants have a love–hate relationship with LinkedIn. Some largely ignore it. Others get frustrated by it. And a few see it for what it really is: a superb online business networking platform. It’s not just another social media site. So, if you want to get...
The real reasons you’re not winning the clients you really want
Most sole practitioners I know who want more clients don’t have a marketing problem; they have seven problems. Maybe you're in a similar position. Yes, you want more clients. But not just any clients. Ideally, you want more of the ones who: Need you to do the kind...
How to get more of the right kind of referrals
Most accountants claim to get most of their new clients through good referrals. That's the right kind of referrals of course, but, let’s be honest – the word ‘good’ is doing a lot of heavy lifting there. Plenty of accountants get referrals to people who “just need...
Being active online is overrated – being relevant is what counts
If you feel like you're being guilt-tripped into posting more online, you’re not alone. Accountants everywhere are being told they “must” churn out content, show up on video, and flood LinkedIn with their thoughts – even if they’re not chasing growth or desperate...
Why prospects don’t engage you and what you can do about it
Ever wondered why someone seemed interested in your services but didn’t become a client? Or why building up your client base is tougher than you had expected? You’re not alone. Most accountants haven’t been shown how prospective clients actually make decisions....