How to feel more self confident with clients and prospects

By |2021-09-24T17:36:49+01:00September 21st, 2021|Accountants, Dependability and trust, Marketing and promotion, Mentoring, Networking, Sole practitioners|

Do you consider yourself to be a confident person generally? What about in terms of your ability to attract and win over prospective clients? And to keep clients happy and willing to pay you the fees you deserve for the work you do? Whilst many accountants I work with have a fair

Why you’ll find more success if you have an angle

By |2021-07-13T11:06:26+01:00July 6th, 2021|Accountants, Business messaging and branding, Lead generation, Marketing and promotion, Mentoring, Networking, STANDING OUT|

Too many accountants struggle to distinguish themselves from their competition. This is a shame as it is what makes each of us different that makes us memorable and the reason why we are referred and recommended. And then why we are engaged by clients. Challenge this if you must. Tell me that

Bad advice for accountants that makes me cross

By |2021-08-24T09:21:12+01:00April 6th, 2021|Accountants, Business messaging and branding, Linkedin, Marketing and promotion, Mentoring, Social Media, Sole practitioners, STANDING OUT, Twitter|

These days it typically takes a lot to get me cross. But one thing that really winds me up is the continuing wave of advice to accountants generally, telling them to do stuff that doesn't work for everyone and is especially inappropriate for most sole practitioners. This is quite different from the advice that

What do you do with RASH clients who don’t want to pay for your advice?

By |2021-02-16T16:46:31+00:00February 16th, 2021|Accountants, Business advice, Mentoring, Servicing clients, Strategy|

No doubt some accountants found January 2021 was worse then previous years, some will consider it about the same and some will have found it less pressured than previously. The one thing that most accountants will agree on is that, regardless of the impact of the pandemic, some clients are beyond help. Previously

How do you develop the personal and business skills you need to succeed?

By |2019-01-01T18:32:45+00:00September 2nd, 2014|Accountants, Mentoring, STANDING OUT|

Most accountants build up their technical competence and experience over a number of years, often also while studying and taking exams. In some professions the exams and studies endeavour to address related business and personal skills. These are invariably almost as important as the technical skills. There are some notable exceptions - such as

6 key factors that can determine your success

By |2012-01-06T10:45:22+00:00January 6th, 2012|Career development, Mentoring, Reputation, STANDING OUT|

I recently watched an old video clip of the professional services firm guru, David Maister, in which he highlights the six most scarce resources in most professional service firms: Energy Excitement Enthusiasm Determination Passion Ambition David also points out that his research has proved that the top achieving firms are those that energise, excite and enthuse

Do you hope, pray or train?

By |2007-07-13T08:37:16+01:00July 13th, 2007|Career development, Mentoring|

It has been said that personal development in a professional environment is largely a matter of common sense. Employers will spend a fortune in an effort to ensure that ambitious professionals keep upto date with technical developments. But when it comes to maximising the professionals' potential to do their job, to progress and to get

Why is management a struggle?

By |2007-07-12T09:12:41+01:00July 12th, 2007|Mentoring|

I saw a delightful definition the other day: All too often the reason managers struggle is because they are responsible for a whole gang of people that they probably didn’t pick, may not like, might have nothing in common with and who perhaps don’t like them much. Given how often this is what ambitious professionals

Memories of being mentored

By |2018-07-12T08:15:02+01:00September 21st, 2006|Accountants, Key Business skills, Mentoring|

Mentoring seems to be flavour of the month all of a sudden. I was approached today by a journalist who wanted a quote from someone with experience of the traditional internal style of mentoring that some larger firms provide. Here's what I said: ” As a junior partner many years ago I was allocated

Mentoring or coaching ambitious accountants

By |2006-07-30T14:50:29+01:00July 30th, 2006|Accountants, Career development, Mentoring|

Accountancy magazine (July 2006) ran an article "Coaching: the new religion"  written by Wilf Altman.  In it he suggested that 'leading firms of  accountants are surprisingly coy about coaching.' In my experience however all of the largest firms run partner development programs and most of these include a form of coaching or mentoring.  I agree

Mentoring prospective partners

By |2006-05-25T18:00:18+01:00May 25th, 2006|Accountants, Career development, Mentoring|

I was a guest of Taxation magazine at their Annual Taxation awards ceremony last night. Big black-tie event at the Park Lane Hilton hotel. Met loads of people who had said they’d received my recent email newsletters and that they had not ‘removed’ themselves from my mailing list. Phew! Sat next to a really nice

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