How many business clients do you have? Think about it for a moment. Get the number in your head. Now consider this:...
Key Business skills Articles
4 surprising business lessons accountants can learn from dentists
I know that drawing lessons from dentists might seem odd for someone who supports sole practitioner accountants as I...
Ten conversations that make accountants more valuable to their clients
I first shared a shorter version of this post a few years ago, at a time when businesses everywhere were facing enormous uncertainty. Whilst the circumstances have changed, the need for good conversations certainly hasn't. Many accountants still focus too heavily...
Being PROACTIVE: more than just keeping clients informed
Are you proactive? Does your website claim that you are proactive? Do your online profiles? If they do, that's great, in theory as we all know that many clients claim to want a proactive accountant. And it also often comes up when they criticise their old...
How sole practitioners can regain control of their working week
When was the last time you stopped to think about how you are investing your time in your practice? It may sound like an odd question, but I think it matters more than many accountants realise. Most accountants focus their attention on how many clients they have,...
What happens when clients don’t see their accountant as a business adviser
For years now, accountants have been encouraged to “move into advisory”. It’s become one of those phrases that is repeated so often it risks losing meaning. And yet, many sole practitioners, especially, continue to resist it. Some genuinely believe that NONE of...
Why many sole practitioners feel overwhelmed (and it’s not about workload)
Some of the accountants who contact me do so because they’ve reached a point where the pressure feels relentless. They often say they feel overwhelmed by constant deadlines, client expectations and a lack of time to think, take a break or relax properly. Family and...
How to feel more confident in your accountancy services (and how you promote them)
Some people might assume that anyone who’s set up their own accountancy practice would be brimming with confidence. And yet, from countless conversations I’ve had with accountants over the years, I know that’s often far from the case. In fact, many accountants...
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...
Why your marketing and website aren’t attracting the clients you really want
This is not a blog post about advisory vs compliance. Though, now I’ve said that, you may assume I’m about to wade into that debate. And I will — but only in passing. This post is really about your marketing messages and the related conversations you have. What you...
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....
How to build confidence in your accountancy services (and stop hiding your brilliance)
One of the many things I've learnt from countless conversations with accountants over the years is that self-confidence isn't a given. It’s often missing, even after years of running their own practice. "More through luck than judgment" they might say. Or, "I'm...
Still doing it all yourself? Excuses vs real reasons to delegate
Let’s be honest. Delegation sounds good in theory. But in practice? It often feels like more trouble than it’s worth — especially when you’re a sole practitioner. How do you find someone to whom you can delegate anything? You’ve got high standards, and the idea of...
Are you an accountant, a business adviser, or both?
For some time now it has been increasingly common to see firms describing themselves as “accountants and business advisers.” But what does that really mean? Is it just branding fluff, or a genuine service offering? Some firms add the label as a way to differentiate...
How to get the most from Accountex – or any big accounting exhibition
Whether you’re heading to Accountex this week or attending any other big accounting event, here are a dozen of my top tips to help you get the most value from your time there. These events are typically full-on. It’s easy to feel overwhelmed, miss things, or come...
You trained as an accountant, not as a business expert – so how do you bridge the gap?
Another way of asking that question is: How do you develop the key personal and business skills you need to succeed in practice? All decent accountants have spent years developing their technical skills, often through study, exams, and hands-on experience. And then...
Why most business books won’t help you – and what will
If you’ve ever picked up a business book that promised to transform your practice with one simple trick, you’re not alone. The appeal is obvious—who wouldn’t want an easy shortcut to success? But the reality is that most of these books oversimplify complex issues,...