This true story helps to emphasise a key point - that may be relevant to your attitude with clients, colleagues and/or how you relate to staff with more specialised knowledge than you have yourself. Years ago, shortly after I had joined a new firm I remember an audit partner telling me about two tax
One of the biggest changes to be heralded by the introduction of AI so far as accountants are concerned, links to one of my long-term messages for accountants. How can you stand out from the competition? And, as a result, win more of the business you really want? Even before the launch
Many accountants claim that they secure much of their new work through word of mouth referrals. This suggests that clients are making positive comments about their accountants. They may do that if they're particularly happy but in the same way any unhappy clients will be quick to complain about their accountants. I've heard a
Although most of my clients have already built up a good base of clients, I am also often asked how can (typically less experienced) accountants and bookkeepers get more clients. And I see plenty of such questions in online forums. Of course there is no single activity which will work for everyone all the
Your clients are more likely to stay with you if they feel they are getting great value for the fees they pay you. The challenge comes when you and your client have different views as to what 'value' means in this context. Accountants often assume that great value means their fees are
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 'added value'. Typically what
What do you really need to sell as an accountant? This is a simple enough question, and knowing the right answer could make a profound difference to the success of your practice. Let’s start with what you’re NOT selling. As I explained in a 2018 blog post, You are NOT selling your time.
How do you evidence your value to prospective clients? You need to be able to do this effectively if you want to charge more than the absolute minimum for your services. This is a key part of promoting and pitching your services. Your promotional and marketing messages should be designed to attract
This post follows on from a previous post in which I set out the 12 ways in which you can Keep In Touch with clients and why it is so important to do so. As I explained in that post, this demands personalised 1-2-1 contact. It is very different to simply following
You want your clients, certainly the better ones, to stay with you. By implication therefore you want them to appreciate that you care about them, that you are interested in them and that you want to help them as much as you can. Those are just some of the reasons for Keeping
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. This leads some accountants to be a little complacent about client retention - certainly as compared with most solicitors and financial advisers.
Do you consider yourself to be a confident person generally? What about in terms of your ability to attract and win over prospective clients? And to keep clients happy and willing to pay you the fees you deserve for the work you do? Whilst many accountants I work with have a fair
Ok, maybe not real 'commandments', so I wonder if you agree. And if there are any where you know you could do better. If so, then maybe focus on what you could do to improve your client service in this regard over the next few days, weeks and months. 1. Ask good
What do people say about you when you’re not in the room? What would you like them to say? Few accountants seem to think this through. If you are clear about what you want people to say though you are likely to find success a lot faster than anyone who is ‘just
The following list is a salutary lesson in what NOT to do if you want to keep your clients. You could also use it as a checklist to have counterpoints to raise in each case when talking to prospective new clients. If they are moving from a previous accountant, they will appreciate
I have lost track of how many sole practitioners and two-partner accountancy practices pretend to be bigger than they really are. Some overtly claim that their firm is bigger than it really is by adding words like “and associates” to the name of the firm. Even though, in reality, it is only them and
Weird question? I know. But stay with me for a moment. For as long as I can remember accountants have treated CPD as being synonymous with technical training - by which I mean technical updates and courses intended to explain new rules and regulations. And surely we have to prioritise such training?
I was asked two related questions during a recent interview. This post is drawn from the notes I made before giving my answers on air. 1. With so many businesses competing with each other online, has it become more important to put more personality into your practice? The smaller your practice the more important