Being Known, Liked and Trusted is not sufficient. There are 5 steps in the chain.

By |2019-08-12T11:46:07+00:00August 13th, 2019|Accountants, Appearance, Dependability and trust, Experience and expertise, Facebook, Linkedin, Marketing and promotion, Networking, Referrals, Reputation, Social Media, Starting out, Twitter|

You have probably heard the old networking idea 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

They’re not ‘soft skills’ for accountants, they’re Key Business Skills

By |2018-11-12T17:39:40+00:00November 13th, 2018|Accountants, Business advice, Career development, Key Business skills, Reputation, Speaking skills|

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

The 3 reasons you cannot rely on referrals if you want to grow your practice

By |2019-03-04T18:43:31+00:00March 27th, 2018|Accountants, Marketing and promotion, Referrals, Reputation, STANDING OUT|

Most established Accountants running their own firms claim to get most of their better new clients via referrals.  is this true or relevant to less established practices? Experienced accountants claim that no other activities and no marketing investment ever seems worth the effort. The following sentiment is typical of what I hear: "I get all

How to short-cut the Networking process

By |2018-05-22T23:06:51+00:00February 27th, 2018|Accountants, Networking, Reputation|

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

“What tools do you recommend to help a sole practitioner stand out?”

By |2017-08-01T09:18:19+00:00August 1st, 2017|Accountants, Facebook, Linkedin, Reputation, Sole practitioners, STANDING OUT, Twitter|

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

3 lessons for accountants from….. personal trainers

By |2017-07-11T10:56:09+00:00July 11th, 2017|Accountants, Business messaging and branding, Career development, Experience and expertise, Reputation, Servicing clients, Sole practitioners|

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

Are your clients indifferent or do you get all the referrals you want?

By |2019-03-04T18:44:29+00:00July 29th, 2015|Accountants, Dependability and trust, Referrals, Reputation, STANDING OUT|

Some professional advisers, such as accountants, claim that they secure much of their new work through word of mouth referrals. This suggests that clients are making positive comments about them. They may do that if they're particularly happy but in the same way any unhappy clients will be quick to share their negative views even if

The 3 factors that will determine your social media success

By |2015-06-30T09:59:09+00:00June 30th, 2015|Accountants, Appearance, Blogging, Business messaging and branding, Facebook, Following up, Linkedin, Productivity, Reputation, Social Media, STANDING OUT, Twitter|

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

25 reasons people change their accountants

By |2013-05-28T09:44:08+00:00May 28th, 2013|Reputation|

The following list is a salutary lesson in what not to do if you want to keep your clients. I have collated these points from various ideas found around the web. Such lists are normally aimed at encouraging clients of one accountant to move to another one.  I thought it would be instructive to consider the same

What makes you or your firm stand out?

By |2013-05-14T09:46:08+00:00May 14th, 2013|Reputation, STANDING OUT|

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

Are accountants the new bogeymen?

By |2013-04-29T09:43:15+00:00April 29th, 2013|Reputation, Tax related|

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

Why consistency is important on social media

By |2012-08-17T09:23:02+00:00August 17th, 2012|Blogging, Linkedin, Reputation, Social Media, STANDING OUT|

Most accountants who become active on social media do so in the hope of attracting more clients. If this is your intention or you want to evidence your credibility, I suggest that you adopt a consistent business focus across your websites, blogs, online networking and contributions to business forums. It also helps to show that

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

4 accountants respond to a prospect’s initial enquiry

By |2018-07-08T15:05:21+00:00December 8th, 2010|Accountants, Marketing and promotion, Reputation, Starting out|

On one of the business networks I follow a member recently asked for a recommendation to a down-to-earth, friendly, non-judgemental, accountant.  He explained his requirements in a little more detail - but not much, although he did state: "To be ABSOLUTELY clear, I am NOT looking for someone who has intentions of turning me

Client testimonials: Why they are important (part two)

By |2019-03-12T19:36:55+00:00August 13th, 2007|Accountants, Dependability and trust, Marketing and promotion, Reputation|

I introduced this topic in a previous posting on this blog so will avoid repeating the points I made last time. Recommendations, referrals and testimonials are among the most effective ways for ambitious professionals to establish their credibility. In an ideal world prospective clients would seek recommendations and referrals from trusted friends and family.