Experience and expertise Articles

The Barista’s wisdom: Insights for Accountants, Bookkeepers, and Tax Advisers

Some years ago, while on holiday with my wife, we stopped at a distinct and unique coffee shop where my experience prompted this blog post with lessons for accountants, bookkeepers and tax advisers.  Espressolab was a fantastic little place where a range of bespoke...

What is the key to accountants’ survival in the AI era?

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...

Some accountants undermine their credibility. Do you?

One of the accountants I mentor has long been 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. Some of the...

Avoid this mistake if you want more referrals

I wonder if you make an all too common mistake. We all hope that clients will want us to provide a range of services to them. And we hope that clients will recommend and refer us to other prospective clients too… But, as I frequently point out, ‘hope’ is not a...

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How’s your self confidence and experience?

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?...

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Make it easier for people to remember what you do

We know, don’t we, that good communication is important in business. In my view, one of the most fundamental pieces of communication is how we talk about what we do. There are many challenges to be overcome here. We want to avoid sounding just like everyone else in...

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What do you REALLY need to sell as an accountant?

What do you really need to sell as an accountant? This is a simple enough question, and knowing the right answer could make a profound difference to the success of your practice. Let’s start with what you’re NOT selling. As I explained in a 2018 blog post, You are...

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How to avoid giving valuable advice for free to prospects

Most accountants have found themselves in meetings with prospective clients seeking free advice. I know I did it myself when I was in practice. I wish I had known then what I know now. When a stranger/prospect calls you need to set clear parameters. Why give ANY...

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My top 5 blog posts from 2020

In this penultimate post of the year, I offer you a reminder of five of my most popular blog posts (out of the 50 posted, one each Tuesday) in 2020. I’ve included the links in case you missed them originally or want to take another look: Ten common tax mistakes...

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Do you address all of the ABCDE your clients require?

We know we need to treat every client individually even though we may assume that what they want and need is pretty much the same - in general terms at least. Clients like to be treated as individuals, listened to and treated as special. A common mistake many...

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Are you prioritising the right type of training?

Weird question? I know. But stay with me for a moment. For as long as I can remember accountants have treated CPD as being synonymous with technical training - by which I mean technical updates and courses intended to explain new rules and regulations. And surely...

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10 mistakes to avoid when you are pitching for work

The ten mistakes I share below are based on the lessons I have learned from personal experience during which I was wearing one or other of the following four hats: 1 - A partner (in the past) in two large firms of accountants where I was responsible for writing...

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