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 making. To my
I first shared a shorter version of this post a few years ago at a very difficult time for everyone. I have now updated this to reflect 10 key topics you may want to factor into the conversations you have with your clients: Change Asking clients about recent changes in their life and business
'How to deliver advisory services for maximum success' is the sub-title of a superb new book for accountants that I read recently. I'll share the author and title later in this post. Let's just say that I wish I had written this book, as I am already recommending it to accountants, without reservation. In
This true story helps to emphasise a key point - that may be relevant to your attitude with clients, colleagues and/or how you relate to staff with more specialised knowledge than you have yourself. Years ago, shortly after I had joined a new firm I remember an audit partner telling me about two tax
One of the biggest changes to be heralded by the introduction of AI so far as accountants are concerned, links to one of my long-term messages for accountants. How can you stand out from the competition? And, as a result, win more of the business you really want? Even before the launch
These days many accountants feel as if they are working harder than ever just to stand still. And that feeling seems worse if they are looking to actively grow their practice. The pressures and stresses of modern life are partly a function of newer forms of communication. Thirty years ago clients either wrote letters
This personal list simply reflects my experience and views. None of these qualities are about efficiency vs inefficiency, nor about old-style vs new-style and it’s certainly not about qualified vs unqualified. You may think some of the qualities listed below are obvious – but you may also be surprised how easy it is to
I hate being asked questions like that. Well, not 'hate' exactly. It's one of those questions when I know my reply will start with 'It depends'. The question implicitly assumes that all accountants are the same. And, as I frequently point out - that's just not true. In the context of the question, some
About 25 years ago a long-standing client told me that she had a new boyfriend who was a Russian. Could I give him some tax advice related to his business interests? He was willing pay thousands of pounds for tax advice. As a firm we didn't have any Russian clients and I think the
Many accountants claim that they secure much of their new work through word of mouth referrals. This suggests that clients are making positive comments about their accountants. They may do that if they're particularly happy but in the same way any unhappy clients will be quick to complain about their accountants. I've heard a
An accountant I have been mentoring for a while shared a common frustration with me recently. It seems he has a number of clients who either ignore or misunderstand his advice. We discussed why this might be happening, how often it happens and what might be the reasons for this and how he might
The latest economic predictions in the UK prompted me to consider ways in which accountants could be more proactive as regards their clients. As so many were at the start of the pandemic in 2020. The technical definition of a recession, as we know, means two consecutive quarters of negative growth. The
When someone decides they want to get fit they could choose the DIY route at a gym or they can engage a personal trainer. The trainer will ask if the client has has had a trainer before. If so, what did the client like about the exercises, the fitness regime, the advice they received
How to avoid giving away advice for free to prospective clients? I'm reminded of the old sex education message: Just say 'no'! As an accountant you are, I'm sure, well used to prospective clients seeking free advice. I think the most common reason accountants give themselves, when they give away advice for free to
An accountant approached me last week to ask whether any of the members of my Tax Advice Network would be willing to work with his practice on a regular basis? The answer was 'yes'. The background to this accountant's question was not uncommon. What I admired however was his desire to address the issue. And
Lots of accountants I work with used to struggle to charge what they feel they're worth for the work they do. Sadly I can't just wave a magic wand to change things. Mostly what's required is an increase in confidence and improved communication. Easy to say, but not so easy to put into practice.
It’s all to easy to assume that all clients want the same things. But unless you ask, you won’t know for sure. It’s probably true that most clients want you to help them pay less tax and to keep them straight with the authorities. Probably true. For most. But these may not be the
Your clients are more likely to stay with you if they feel they are getting great value for the fees they pay you. The challenge comes when you and your client have different views as to what 'value' means in this context. Accountants often assume that great value means their fees are
How many of your clients only do things at the last minute? Too many, I’d bet. You’re not alone though as “Clients’ last minute-itus” is a common complaint I hear from accountants all over the UK. The question then is how to avoid this? First we need to be clear as to the cause
I first wrote about this in 2012 when I explained that I don't believe that accountants’ clients really want 'added value'. Heresy? No. It's just I'm not a big fan of buzzwords. I believe it's more helpful to think about what anyone means when they say they want 'added value'. Typically what
It occurs to me that some accountants keen to do more advisory work might find it easier if they change their mindset. I suggest that the first and primary way to develop the advisory side of your practice is to be clear as to why you want to do it. If your
In my experience many accountants have more potential to succeed than they themselves believe. They are better accountants than they are prepared to admit. And they deserve to be more successful than they have so far managed to be. Could this be true of you too? Equally there are plenty of accountants
Every February I hear tales of woe from accountants who have worked late into the night during the days and weeks leading up to the tax return filing deadline. Many are resigned to this and some even seem to enjoy the adrenaline rush. Most though resent the late hours and the pressure
Below you will find a ten point list of what matters to an accountant's client who has just posted a glowing and comprehensive testimonial for them. The client shared the list on Linkedin and I have copied it here and added my related observations. I know the individual concerned . For many
Instead of a final post of the year, I offer you a reminder of ten of my most popular blog posts (out of the 50 posted, one each Tuesday) in 2021. I’ve included the links in case you missed them originally or you want to take another look. Early in January I
