What has the biggest influence on your ability to retain clients?

By |2021-10-18T15:20:50+01:00October 19th, 2021|Accountants, Dependability and trust, Reputation, Servicing clients|

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.

What can you do if you want to attract a better type of client?

By |2021-09-10T18:48:26+01:00September 7th, 2021|Accountants, Business messaging and branding, Experience and expertise, Marketing and promotion, Networking, Referrals, Reputation, Sole practitioners|

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

Why you need to build your personal brand – and how to make this work for you

By |2021-07-19T10:28:07+01:00July 20th, 2021|Accountants, Business messaging and branding, Conversational impact, Dependability and trust, Experience and expertise, Networking, Reputation|

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

What’s your ‘And’?

By |2020-09-21T11:25:01+01:00September 22nd, 2020|Accountants, Career development, Conversational impact, Networking, Reputation|

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

How special and different are you from other accountants?

By |2020-09-07T18:07:29+01:00June 16th, 2020|Accountants, Appearance, Business messaging and branding, Marketing and promotion, Networking, Referrals, Reputation, Sole practitioners, STANDING OUT, Websites|

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

Are you undermining your credibility by being too modest?

By |2019-08-20T11:11:24+01:00August 20th, 2019|Accountants, Business messaging and branding, Dependability and trust, Referrals, Reputation, Sole practitioners|

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

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

By |2019-08-12T11:46:07+01:00August 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 |2021-04-13T11:01:40+01:00November 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

How to short-cut the Networking process

By |2018-05-22T23:06:51+01:00February 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+01:00August 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+01:00July 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

The 3 factors that will determine your social media success

By |2015-06-30T09:59:09+01:00June 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

What makes you or your firm stand out?

By |2013-05-14T09:46:08+01:00May 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+01:00April 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

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

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