Confidence is key but not if it’s based on naivety or, worse, deceit

By |2023-07-11T10:45:05+01:00July 11th, 2023|Accountants, Client servikce, Dependability and trust, Sole practitioners|

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

What is the key to accountants’ survival in the AI era?

By |2023-06-13T10:09:07+01:00June 13th, 2023|Accountants, Client servikce, Dependability and trust, Experience and expertise, Key Business skills, Networking, Referrals, Reputation, Sole practitioners, STANDING OUT|

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

Why so many clients are indifferent and don’t recommend you

By |2023-03-27T10:13:29+01:00March 28th, 2023|Accountants, Client servikce, Dependability and trust, Referrals, Sole practitioners|

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

What do you REALLY need to sell as an accountant?

By |2022-02-22T11:27:29+00:00February 22nd, 2022|Accountants, Business messaging and branding, Dependability and trust, Experience and expertise, Marketing and promotion, Pricing, Reputation, Sole practitioners, STANDING OUT|

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.

4 questions that will help you identify the value you really deliver to your clients

By |2022-01-30T19:08:21+00:00February 1st, 2022|Accountants, Business messaging and branding, Dependability and trust, Marketing and promotion, STANDING OUT|

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

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

By |2021-10-18T15:20:50+01:00October 19th, 2021|Accountants, Client servikce, Dependability and trust, Reputation|

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.

How to feel more self confident with clients and prospects

By |2022-02-20T17:44:05+00:00September 21st, 2021|Accountants, Dependability and trust, Marketing and promotion, Networking, Sole practitioners|

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

Why you need to build your personal brand – and how to make this work for you

By |2021-07-19T10:28:07+01:00July 20th, 2021|Accountants, Business messaging and branding, Dependability and trust, Experience and expertise, Networking, Reputation|

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

Does size matter? Are you pretending to be bigger than you are?

By |2023-07-20T08:38:39+01:00March 23rd, 2021|Accountants, Business messaging and branding, Dependability and trust, Marketing and promotion, Websites|

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

Are you prioritising the right type of training?

By |2021-04-13T11:02:08+01:00March 12th, 2019|Accountants, Dependability and trust, Experience and expertise, Key Business skills, Networking|

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?

How much personality should sole practitioners put into their practice?

By |2018-10-09T18:31:48+01:00July 25th, 2016|Accountants, Dependability and trust, Linkedin, Sole practitioners, STANDING OUT|

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

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