What’s the best way for an accountant to win new clients?

By |2019-01-15T09:16:02+00:00September 11th, 2018|Accountants, Business messaging and branding, Experience and expertise, Marketing and promotion, Social Media, Sole practitioners, STANDING OUT, Strategy|

Many of the accountants I speak with ask me the same question. How can they best attract new clients? I will rarely offer advice however until I have found out enough about the accountant, their firm, their services, their likes and dislikes and what they have tried previously. The simple reason is

Are you a specialist or a generalist accountant?

By |2021-03-22T11:56:46+00:00July 24th, 2018|Accountants, Business messaging and branding, Career development, Marketing and promotion, Sole practitioners|

Most general practitioner accountants I talk with (and I talk with a lot of them) are, obviously, generalists rather than specialists. They started out as general practitioners and stay that way as their client base has always been quite disparate. Many of those who specialise do so only because they originally trained

What’s the first thing you need to find out from a new client?

By |2018-05-28T10:29:23+01:00May 29th, 2018|Accountants, Business advice, Business messaging and branding, Starting out|

When you are approached by a prospective new client it is tempting to simply give them what they say they want. Most often this will be a fee quote to help them with their annual compliance obligations. As this area of work becomes more commoditised so you need to distinguish yourself from other accountants.

Lessons for accountants from….. a childrens’ party entertainer

By |2018-07-23T16:42:08+01:00January 16th, 2018|Accountants, Business messaging and branding, Dependability and trust, Experience and expertise, Marketing and promotion, Pricing|

As a teenager, before I started studying to become an accountant, I was a children's party entertainer - and I continued doing this for about 25 years. When I look back I realise that I quickly learned 2 lessons that now, many years later, inform my thinking and advice to accountants. Specialisation I was

Debunked: The one thing you must do….

By |2017-12-12T10:31:22+00:00December 12th, 2017|Accountants, Business messaging and branding, Marketing and promotion, Sole practitioners|

A popular approach to getting your attention (and often your money) is to instruct you that there is 'one thing' you must do. What do they say? Many journalists, consultants and sales people assert that there is just 'one thing' you must do to remain in practice, to generate new clients, to increase your fees or

How can accountants use Linkedin for marketing purposes?

By |2020-11-20T11:02:20+00:00December 5th, 2017|Accountants, Business messaging and branding, Linkedin, Social Media, Sole practitioners|

This was the headline to a question I was asked recently. I have summarised the question below and expanded on my reply and advice as this may help other accountants too. Question How can accountants use LinkedIn for marketing purpose? I have a company page, I have a profile, I am in some groups

Cloud accounting – Do you lead your clients or let them lead you?

By |2017-11-22T11:38:12+00:00November 22nd, 2017|Accountants, Business messaging and branding, Cloud accounting, Experience and expertise, Productivity, Servicing clients, Sole practitioners, Starting out|

This is the first of what I anticipate will become a series of cloud accounting related blog posts. Back in 2009 I disagreed with those commentators who were warning accountants about an urgent need to embrace cloud accounting technology. The alternative, warned these merchants of doom, was that accountants who failed to embrace the cloud

Why do accountants need to be enthusiastic?

By |2017-10-10T09:30:39+01:00October 10th, 2017|Accountants, Appearance, Business messaging and branding, Career development, Conversational impact, Dependability and trust, Experience and expertise, Following up, Giving, STANDING OUT|

Everyone who knows me recognises my enthusiastic nature. When I was younger I may even have been a touch too enthusiastic. I now recognise that it can unnerve those around you if you are evidently more enthusiastic than everyone else. That was an important lesson for me some years back. So now, older and wiser,

Where do you want your promotional messages to be seen?

By |2021-05-11T15:53:02+01:00September 26th, 2017|Accountants, Business messaging and branding, Facebook, Linkedin, Marketing and promotion, Social Media, Twitter|

I have referenced what I call the 5Ms of marketing an accountancy practice before. This blog post is related to the fourth M. That is, which Media should you use to get your chosen Messages to your chosen Market? The answer to the question depends on where you will find your chosen Market and

WHO do you need to stand out from?

By |2017-09-05T09:30:57+01:00September 5th, 2017|Accountants, Business messaging and branding, Experience and expertise, Social Media, Sole practitioners, STANDING OUT, Starting out|

One of my talks for accountants, and much of the advice I share generally, concerns WHY it's important to STAND OUT from your competitors - and HOW easy this is to do when you put your mind to it. A related question I've never really addressed in detail is WHO do you need to STAND

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

How do you allow clients to communicate with you?

By |2017-06-20T09:47:51+01:00June 20th, 2017|Accountants, Business messaging and branding, Facebook, Linkedin, Servicing clients, Social Media, Twitter|

In the days before email there were only 3 ways that clients could communicate with their accountants. In person, by phone and by letter. Now the list of options is much longer. Do you encourage, tolerate or refuse to accept communications by less conventional methods? How does this impact your client base? Email is perhaps

Be proud and positive about your profession

By |2017-06-13T12:19:00+01:00June 13th, 2017|Accountants, Business messaging and branding, Career development, Conversational impact, STANDING OUT|

This week's blog post is derived from the response I received from a recent attendee at one of my talks. She had been very enthusiastic so I asked her what she had learned specifically. This is her reply: Things I took away from yesterday: That it’s OK to be on the quiet side at networking

Could you adapt this unique way of standing out from the crowd?

By |2017-01-10T09:18:48+00:00January 10th, 2017|Accountants, Appearance, Business messaging and branding, Conversational impact, Dependability and trust, Experience and expertise, STANDING OUT|

I still remember meeting Christopher Higenbottam at a networking event some years ago. I asked what he did and he told me he is an architect. (Indeed it transpired that he was the MD of Tempietto Architects). We talked for a while about his work.  After a few minutes I think I asked him whether

If we don’t trust experts anymore what do you need to do to STAND OUT?

By |2016-08-23T14:43:50+01:00August 23rd, 2016|Accountants, Business messaging and branding, STANDING OUT|

During 2016 politicians in both the UK (Michael Gove) and in the US (Donald Trump) repeatedly asserted that people have “had enough” of experts. Voting patterns seemed to confirm this as expert political and economic views were largely ignored. And yet, we also know it's patently not true. If you have a health problem do

The Sole Practitioners’ formula for identifying your premium fee paying prospects

By |2016-06-28T14:02:51+01:00June 28th, 2016|Accountants, Business messaging and branding, Experience and expertise|

This is a guest blog provided by Patrick McLoughlin. In it he explains how sole practitioner accountants can become really clear as to who is a premium fee playing client. And, having done that, how you can then clarify your future marketing and business generation activities. As Patrick's approach is much the same as mine I

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