Networking Articles

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...

6 ways to show you’re not just another accountant

Imagine you are at an accountancy conference along with dozens, maybe hundreds of accountants from other practices or who run their own firms. Now imagine I have asked you to look around the room at those other accountants and to indicate whether you feel that you are...

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...

Being Known, Liked and Trusted is not enough!

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...

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How to find out what your ideal clients REALLY want

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 their accountants to help them pay less tax and to keep them straight with the authorities. Probably true. For...

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How to feel more self confident with clients and prospects

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...

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A quick five point plan to get more referrals

So many accountants tell me that most of their new clients come from word of mouth and client referrals. In most cases however this seems to be a function of luck rather than planned in any way. Have you ever thought about how you could make it easier for your...

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

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...

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What’s your ‘And’?

What's your 'And'? Yes, we know you're an accountant. But what else are you? What else do you do? What else interests or fascinates you? A new book, written by my friend, John Garrett, explores how sharing your personal passions improves work performance, builds...

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Generating the business you want without networking

Did you attend networking events before the lockdown? I know loads of accountants don't like the concept. Others do it reluctantly and some actually enjoy it.  The same is true for those online networking events that have replaced face to face events during the...

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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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