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
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 NOT selling your time.
Instead of a final post of the year, I offer you a reminder of ten of my most popular blog posts (out of the 50 posted, one each Tuesday) in 2021. I’ve included the links in case you missed them originally or you want to take another look. Early in January I
Accountants have a distinct advantage over most other service professionals. Your clients need your help on an ongoing basis, at least once a year and often more frequently than this. This leads some accountants to be a little complacent about client retention - certainly as compared with most solicitors and financial advisers.
In an educational context we refer to the three Rs as being those crucial elements that all children need to master. That is, Reading wRiting and aRithmetic. This is somewhat ironic given that only one of the three topics actually starts with an R. (The phrase is used apparently because each of the three
When I ask accountants what they would like to be different in their practice, one theme is more common than any others. They frequently express the desire to have better quality clients, to increase their average fees and to be doing more interesting work.One sole practitioner accountant I was mentoring expressed this quite
What do people say about you when you’re not in the room? What would you like them to say? Few accountants seem to think this through. If you are clear about what you want people to say though you are likely to find success a lot faster than anyone who is ‘just
The following list is a salutary lesson in what NOT to do if you want to keep your clients. You could also use it as a checklist to have counterpoints to raise in each case when talking to prospective new clients. If they are moving from a previous accountant, they will appreciate
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 strategy.
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 culture, and strengthens relationships with colleagues, clients and
Back in the days when I was a professional speaker (BC -Before COVID-19) I often asked audiences of accountants to look around the room. And then to indicate whether they felt that they were in any way special and different from most of the other accountants in the room. Typically only a
Some accountants I know are 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. We all know the old adage that you never get a
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
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 strategy.
I know that my own career success owes more to the development of non-technical skills than it does to my knowledge and application of accounting and tax law. How do we gain our technical skills? No one is born a great auditor, tax adviser or accountant. We learn by working alongside experienced
Networking is not for everyone. Whilst some accountants enjoy attending regular networking events, I regularly hear tales of woe from those who find it a frustrating waste of time. There are also plenty of accountants who do not like the idea of chatting with strangers very appealing. You will rarely meet someone at a networking
In this blog post I will explain the reasons I advised an accountant that he did not need a website in January 2018 and also how I would adapt this advice going forwards. I initially wrote about this on Linkedin and sought feedback there. Within days that post secured over 24,000 views as well as
This was another question I was asked during a recent interview. This post is drawn from the notes I made before giving my answer on air. Many accountants and bookkeepers reference their best source of new business as being referrals and recommendations. So let's deal with this first. Tools I would recommend here include: Linkedin
I recently heard John Hardy the Founder of FASTER Health and Fitness introduce his business. He mentioned he throught there were similarities with accountants. I have taken what he said and adapted it to provide some lessons for accountants from the business side of personal training and fitness. 1 Personality John has noted that a
This post adopts a different approach to usual. In it I share 5 key social media risks and offer pragmatic advice to help you manage the inherent risks. 1 - Posts on behalf of the firm The biggest risk here is of boring your intended audience! Social media encourages interaction. This happens less frequently when
Are you one of those accountants in practice, who still charges fees by reference to the time you spend working on a client’s affairs? Even if you have moved to fixed pricing, menu pricing or value pricing you may still complete timesheets to show how much of your day has been devoted to each different
It’s all too easy to get caught up in the game of chasing followers, likes, connections and social media klout. It may be fun to keep track of these metrics and to keep increasing them. But, in real life, they are not important by themselves. There is little point in simply pursuing these metrics. You
I was thrilled to be seated with Robert when he was announced as the winner of the Lifetime Achievement Award at the Taxation Awards ceremony last night. I am proud to count him as a friend and as one of my tax mentors. In the light of last night's award I think it appropriate to share
I'm often struck by the difficulty many accountants have when trying to identify what's special about them or their firm. When asked, almost everyone uses the same adjectives, the same aspirational service levels and the same so-called distinguishing features. What's really special? What really makes you stand out and memorable? Not a lot, it would
Were you as angry as I was at the headlines and media focus on a clearly misguided element of the latest report by the Public Accounts Committee (PAC)? Committee chairman Margaret Hodge said accountants seconded to government represented a "ridiculous conflict of interest" that should be ended. She had clearly made up her mind based on no real evidence
