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...

Websites – advice and a checklist for accountants

It seems I’ve not updated my generic advice on this blog about accountants’ websites for some time. So I have pulled much of that advice together into this post. I say pretty much the same things whenever websites come up in conversation with accountants. They know...

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5 mistakes you make when quoting fees to new clients

One of the many recurring topics in my conversations wth accountants is their approach to quoting fees. Twice in the last week I have been asked my view on fee quotes sent out by accountants I am mentoring. They are not alone. I know from my webinars and group...

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How to stop your clients’ last minute-itus

How many of your clients only do things at the last minute? Too many, I’d bet. You’re not alone though as “Clients’ last minute-itus” is a common complaint I hear from accountants all over the UK. The question then is how to avoid this? First we need to be clear as...

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Make it easy for your ideal clients. Like I try to do.

I have long encouraged accountants, who can do so, to focus their marketing messages, website messages, social media and Linkedin activity on their target audience. I have also been attempting to practice what I preach. This leads to non-accountants asking what the...

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Why are you not as profitable as you want to be?

Not all of my clients want to discuss profitability issues with me. So I don’t always know how profitable they are. If it doesn’t come up during our conversations then I assume they are happy enough with their current level of profitability. Or perhaps they are...

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What does giving clients ‘added value’ really mean?

I first wrote about this in 2012 when I explained that I don't believe that accountants’ clients really want 'added value'. Heresy? No. It's just I'm not a big fan of buzzwords. I believe it's more helpful to think about what anyone means when they say they want...

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How’s your self confidence and experience?

In my experience many accountants have more potential to succeed than they themselves believe. They are better accountants than they are prepared to admit. And they deserve to be more successful than they have so far managed to be. Could this be true of you too?...

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Make it easier for people to remember what you do

We know, don’t we, that good communication is important in business. In my view, one of the most fundamental pieces of communication is how we talk about what we do. There are many challenges to be overcome here. We want to avoid sounding just like everyone else in...

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How to overcome the distraction of D-grade clients

You are not alone if you get frustrated by some of your clients. In fact, it's very rare for me to hear from accountants who love ALL of their clients. If you do, this isn't the blog post for you. It's more for those who have one or more clients who are valued only...

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The marketing distractions accountants should avoid

Before setting out those marketing distractions that I believe accountants should avoid I need to offer some context. Over 20 years ago, the start of the century(!) was when I began presenting talks to accountants about practice related matters. I quickly learned...

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