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
This is a follow up to last week's post about a poor piece of generic direct mail I received from a firm of accountants. I've been asked to spell out what's wrong with it. So here is my analysis of the letter - line by line: “It was unfortunate that I was not able
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.
I have just 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
I've mentioned my friend Richard White before. I've just read a piece on his blog that reinforces the advice I give in my talk on How to make more profits from your smaller clients. It also relates very closely to this previous posting of mine along similar lines last August. Below I've taken Richard's analogy
I was speaking at the LSCA Small Practitioners' 36th annual conference in Cambridge yesterday. The subject matter of my talk was 'How to make more profits from your smaller clients'. I included in the talk a number of items that have appeared in this blog. Others will follow. Also on the programme was the founder
As you know my focus is very much on helping ambitious professionals and ambitious professional firms. I've been asked whether I can define such a firm. Dare I say it's a bit like a meteor - easy to recognise but not so easy to describe in detail. My dictionary defines 'ambition' as a strong desire
When you see a glass of wine do you consider it to be half full or half empty? (or are you a typical accountant and point out that the glass is twice as big as it needs to be?) Ambitious accountants who are good 'finders' will tend to see the positive side of life. They