'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
A journalist once asked me “What is the worst mistake accountants can make when they are trying to ‘close’ a prospective client?” Normally I have prepared for the most likely questions I will be asked when I am being interviewed. This one was not on my list as it was not closely related to
I hope this post will be of general interest even though it is intended primarily for those accountants in practice who have a degree of imposter syndrome or who struggle with low self-worth or low self-esteem. Such struggles invariably impact self confidence and this can have a negative impact on the prospect of receiving
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
Many of the sole practitioners who contact me are feeling isolated, frustrated and/or overwhelmed. During our initial conversations I always ask what has prompted them to get in touch 'now'. The details will vary but typically there will have been a catalyst - even if they were only prompted to get in touch 'at
When you are approached by a prospective new client it is tempting to simply give them what they say they want. Often this will be a fee quote to help them with their annual compliance obligations. As this area of work continues to become more commoditised, so will the need to distinguish
Do you ever compare yourself unfavourably with your competition? ‘Imposter syndrome’ is very common, but sometimes simple logic can help us to look at things differently. US President Theodore Roosevelt is generally considered the originator of the quote that “Comparison is the thief of joy.” This is a powerful sentiment that, when applied carefully,
You have probably heard the suggestion that it’s important to help people get to 'know, like and trust' you. Only then will they buy from you. Only then will they even consider becoming your client. This idea originated in the book ‘Endless Referrals’, written by Bob Burg, who said: “All things being
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
A little knowledge is a dangerous thing and a lot of knowledge is empowering. The problem is the gap between the two can be quite large! This is something it took me years to learn when I was in practice. Let's consider a simple example. What do you know about the tax
Most accountants are justly proud of their technical skills. No doubt you make time to keep your technical knowledge up to date. Most accountants I know focus a majority of their CPD efforts here. Equally most accountants seem to undervalue the importance of ensuring that they have all the business skills they
The following observation on Facebook reflects a common perception. ‘It’s a shame that nowadays it isn’t enough to just be good at what you do. You need to be good at all this other stuff (marketing etc.) otherwise you don’t get anywhere.’ My response was as follows: — It has NEVER been
You might think that business is all about facts and figures. In truth, as the world and business get more uncertain and complex, successful leaders need to embrace soft skills to get the best out of their people and themselves. These are the opening words on the back cover of a book
Today I share with you the transcript of a recent conversation with Joanna Gaudoin. I hope you will enjoy reading her perspective on a number of issues I have previously addressed on this blog. In summary Joanna's view is that your marketing, business development and career development will all flourish if you
Now that January 2021 is behind us, perhaps it is time to consider any resolutions or promises you might want to make to yourself. Certainly you should have more time now than you might have done at the turn of the year. Here are ten resolutions that I think many accountants should
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 that business
I recently spoke with Guy Clapperton, an old friend, and I thought it was worth sharing his media tips with the accountants who read my blog, and those who receive my weekly 'Magic of Success' emails. In this short interview you will find your preconceptions challenged by the insights and advice that
For as long as I have been writing and speaking about the future I have been stressing that finance professionals need to develop their business skills. Being technically competent and up to date is not enough. That's like having a basic cake mix - without any flavouring, decoration or colour. It's rarely
Attitudes to work life balance are changing. So are the needs of firms when it comes to offering long-term career prospects. How will this affect your firm and your prospects? Last year I wrote a piece in which I suggested that 'Generation X' accountants (born in the 60s and 70s) are those
The first mobile phone I had was the size of a brick. That was in the mid 1990s. Within a few years I had a Nokia 5110. It was much smaller and compact. It was the first phone I owned that could send and receive text messages but it only had a
You're not alone if you're fed up of hearing commentators, software vendors and app developers tell you about your existing clients. I'm not in practice any more and I'm certainly fed up of it - as what they are saying makes no sense. Whatever new developments, new opportunities and changes come about
Have you ever thought about the similarities between accountants and doctors? And what we can learn from this? Let's leave aside the fact that many accountants have historically been described as general practitioners (GPs) - which is a direct take from the medical world. When we go to the doctor we expect
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 seen an article that suggested that traditional
In June 2009 I wrote a blog piece titled: "The future of compliance services for accountants" I didn't go for big headlines in 2009. I didn't say anything outrageous and I didn't look to attract attendees at high-priced seminars to help accountants survive and thrive in a brave new world. I did
What does CPD mean to you? Do you consider CPD to be short-hand for post-qualification technical update courses? This is a common misconception perpetuated, sadly, by some of the professional bodies’ websites. Some of them don't spell things out as clearly as they might. The breadth of topics that constitute CPD is
