The real reasons you need to do business advice properly

By |2021-05-17T15:24:53+01:00May 18th, 2021|Accountants, Business advice, Cloud accounting, Future, Servicing clients|

If you’ve been around a while I am sure that you find the constant articles, posts and commentators telling accountants you have to move into advisory services both boring and repetitive.  I’ve been debunking the hype here for well over ten years. Many commentators have also been naively forecasting the end of compliance work.

What if none of your clients wants anything more from you?

By |2021-05-04T13:30:36+01:00May 4th, 2021|Accountants, Business messaging and branding, Servicing clients, Sole practitioners, STANDING OUT|

Unlike some commentators, I entirely accept that many accountants have some clients who want nothing more than a basic compliance service.  And that you get very frustrated to be told by consultants that you should offer your clients "advisory services". After all,  you know your clients don't want, cannot afford and will

What do you do with RASH clients who don’t want to pay for your advice?

By |2021-02-16T16:46:31+00:00February 16th, 2021|Accountants, Business advice, Mentoring, Servicing clients, Strategy|

No doubt some accountants found January 2021 was worse then previous years, some will consider it about the same and some will have found it less pressured than previously. The one thing that most accountants will agree on is that, regardless of the impact of the pandemic, some clients are beyond help. Previously

The worst mistake an accountant can make – and how to avoid it

By |2020-11-20T11:00:12+00:00November 17th, 2020|Accountants, Business messaging and branding, Servicing clients, Sole practitioners|

A journalist once surprised me with a question I wasn’t anticipating: “What is the worst mistake accountants can make when they are trying to ‘close’ a prospective client?” When I later reflected on my instinctive reply I was satisfied it contained good advice. Thinking about the issue subsequently I quickly constructed this

Your referrals are good (enough) but are you missing something?

By |2020-02-10T12:39:26+00:00February 25th, 2020|Accountants, Marketing and promotion, Referrals, Servicing clients, STANDING OUT|

Classic. Talking with a partner in a top 50 firm of accountants, I asked how they get most of their new clients. It was no surprise he answered 'referrals'.  Many accountants and lawyers, claim that they secure most of their new work through word of mouth referrals. This suggests that clients are

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

By |2019-04-23T09:35:58+01:00April 23rd, 2019|Accountants, Business advice, Conversational impact, Key Business skills, 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. When we discuss the lifetime value of clients at meetings of The Inner Circle for Accountants we have to consider how long

Solving your recruitment and resourcing challenges

By |2021-01-08T18:35:28+00:00April 16th, 2019|Accountants, Future, Lead generation, Outsourcing, Productivity, Recruitment, Servicing clients, Sole practitioners, Strategy|

The biggest issue facing accountants in practice these days isn't the rise of robo-accountants, AI or cloud computing. The challenge that seems to hold many firms back is the same old chestnut it's always been. It's the difficulty in finding good people to join the firm. Almost every week I get approached by the

Go to Top