Business Strategy Articles

Why your future clients could be very different to your current clients – and what you need to do about it

You’re not alone if you’re fed up of hearing commentators, software vendors and app developers tell you what your clients are thinking. Not that they know of course. They are speculating and many are simply repeating what they have heard others say; and then...

Do you want a ‘fair’ hourly rate or a decent return for your expertise and advice?

Whether or not you use timesheets or bill clients by reference to the hours that you (and your team, if any) spend on clients’ affairs, you probably have an hourly rate in mind. Don’t you? Conversations with the accountants who are or have been my clients reveal a...

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 own...

Your (current) clients are only part of the story

When I am invited to speak at a firm’s away day the organisers often want me to influence the older partners whom the management team consider to be complacent. They tell me that some of these partners, with their well established client portfolios, are resistant...

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What will be the canary in the accountancy coal mine?

For 75 years, from 1911 until 1986, miners carried caged canaries while at work. If there was any methane or carbon monoxide in the mine, the canary would die before the concentration of gas reached levels that are hazardous to humans. This is the origin of the...

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15 traits of a modern accountant

Recently I was asked this question: "Can a traditional accountant also be a modern accountant?" The person asking me this was what we might think of as an 'old-school' traditional accountant. But they liked to also think of themselves as modern. I think they had...

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What THE future holds depends on where you are now

Accountancy firms need to evolve to address the changes that the future heralds. What changes? Well, there’s lots coming but the changes that will most impact your life and your practice depend on many factors. It is just daft, if not lazy, to suggest that the same...

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What happens when a client wants to sell up?

This is another piece in the series of what to do when clients want help with something that goes beyond your level of knowledge and experience. Imagine you've had a business client for some time. The owner trusts you and appreciates your advice. They tell you that...

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Non-magical ways to make more profits in your practice

A while back I attempted to relate my advice for accountants to my hobby - magic (conjuring).  I had a fanciful idea I would build a talk around the idea. I never did. But the analogies still work if you want to increase your profits. As I often point out, you need...

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