Sole practitioners Articles

How’s business? – Don’t fall into the easy trap when you reply

If you’re either a busy accountant and/or a regular at networking events, you probably get asked this question (How's business?") all of the time. You may also be asked by friends and family, ex-colleagues and prospective clients as well as by suppliers, associates...

First impressions count but here’s proof that they’re not enough and what to do to fix things

Some years ago I enjoyed a very long private business networking lunch. The whole group seemed to enjoy the event - perhaps because many of us had known each other for a while . One of the attendees I had not met previously was a chartered surveyor. After we’d spent a...

How to deliver advisory services for maximum success

'How to deliver advisory services for maximum success' is the sub-title of a superb new book for accountants that I read recently. I'll share the author and title later in this post. Let's just say that I wish I had written this book, as I am already recommending it...

Avoid this mistake if you want more referrals

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...

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Is your complacency costing you peace of mind?

Over the years, my conversations with sole practitioner accountants reveal that many are "happy enough" once their practice is generating sufficient income for them. They have reached the stage where they feel comfortable, some might say, complacent. ‘Happy enough’...

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Lessons for accountants from…..personal trainers

When someone decides they want to get fit they could choose the DIY route at a gym or they can engage a personal trainer. The trainer will ask if the client has has had a trainer before. If so, what did the client like about the exercises, the fitness regime, the...

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How to avoid giving free advice to prospects

How to avoid giving away advice for free to prospective clients? I'm reminded of the old sex education message: Just say 'no'! As an accountant you are, I'm sure, well used to prospective clients seeking free advice. I think the most common reason accountants give...

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10 ways to get paid for doing unbudgeted work

Lots of accountants I work with used to struggle to charge what they feel they're worth for the work they do. Sadly I can't just wave a magic wand to change things. Mostly what's required is an increase in confidence and improved communication. Easy to say, but not...

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How do you know what your clients really want from you?

It’s all to easy to assume that all clients want the same things. But unless you ask, you won’t know for sure. It’s probably true that most clients want you to help them pay less tax and to keep them straight with the authorities. Probably true. For most. But these...

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