One of the many things I’ve learnt from countless conversations with accountants over the years is that self-confidence isn’t a given. It’s often missing, even after years of running their own practice. “More through luck than judgment” they might say. Or, “I’m still not sure I really know what I’m doing”.
My favourite though, as I’ve heard it most often is “I’ve never been sure I’m doing things the way I should do”
In my talks, I often stress how important it is to appear confident when you talk about your practice and your experience. Because – let’s be honest – no one’s actively looking to appoint an insecure accountant.
And I suspect that a lack of self confidence is one of the reasons why some accountants struggle to win as much work as they would like.
But there’s a fine line here. Too little confidence can hold you back. Too much and you might cross into arrogance, which rarely wins people over either.
What’s the difference between confidence and arrogance?
Both come from a belief in your own abilities.
But arrogance tends to involve a lack of respect for others. Confident people, on the other hand, are comfortable in their own skin. They speak from a place of calm assurance, not ego. They don’t need to shout about how great they are – and they certainly don’t belittle others in the process.
Arrogant accountants think they know it all. But they take risks and fail to double check the advice they give is up to date, complete and appropriate.
Confident accountants know what they don’t know and are confident enough to explain to clients when they would benefit from a second opinion.
What knocks your confidence?
For many accountants I speak with their confidence takes a hit when a mistake happens – or when they feel out of their depth.
That’s completely normal.
Mistakes (real or perceived) can feel far worse when you’re on your own. You can’t glance across the office and get a reassuring nod from a colleague. No one’s there to say: “It happens to us all. You did your best.”
And often, the “mistake” isn’t even technical – it’s a missed question, a conversation that didn’t go deep enough. That’s where checklists, procedures, and a few gentle reminders can be lifesavers.
Every now and then a mentoring client gets in touch to explore how they might best ‘confess’ a mistake to a client. Talking it through often lifts my client’s mood and gives them the confidence to be assertive with the client, rather than subservient.
Remind yourself of your value
Let’s get something clear: everyone has moments of self-doubt. Even successful accountants. Even the ones who look like they’ve got it all figured out.
Many years ago, I was challenged on my own self-doubt, and I’ll share the exercise that helped me shift my mindset:
- Think of three or four people you admire – your personal advocates – who know you well and are generally considered intelligent and credible.
- Reflect on what makes others trust their opinions.
- Now ask yourself: what would they say about you? If you’re unsure, ask them directly. Write down their responses.
- And then accept them. If these respected people think highly of you, who are you to say they’re wrong?
What is ‘confidence’ (for an accountant)?
It’s not about knowing everything. It’s about trusting yourself and the decisions you make.
You know your stuff. You’re growing, learning, and evolving. You’re self-aware – which includes knowing your limits. You’ve got the humility to ask questions, and the courage to keep going.
That’s confidence.
It’s also what makes you a safe pair of hands for your clients – and a pleasure to work with.
Build your inner confidence: 14 powerful questions
If you still don’t feel confident, try answering these questions. Write your answers down. Keep them somewhere visible. Let them remind you of your brilliance:
- What are five of your best qualities that help you build your practice?
- What experiences are you drawing on in starting your practice?
- What compliments have clients given you in the past?
- What kind words have colleagues said about you?
- What positives came from your last appraisal?
- What career successes are you proud of?
- What new skills have you developed recently?
- What obstacles have you overcome to get here?
- What lessons have made you wiser?
- What CPD or training has strengthened your confidence?
- How have you positively impacted clients or colleagues?
- What achievements are you most proud of?
- Why did you choose your systems and tools? Who advised you, and why did you trust them?
- What work will you outsource – and who’s in your corner when things get tricky?
Bonus tip: Ask people you trust – friends, ex-colleagues, clients – to suggest the three adjectives that they feel are most relevant to describe you. Look for any overlaps. You’ll likely see patterns and some lovely surprises.
If the results aren’t what you hoped for? That’s useful too – now you know what to work on.
If you’d like to talk through this, boost your confidence, and build your practice with clarity and support, let\’s have a chat.
Maybe now is the time to start 1-2-1 mentoring. Or maybe all you need is to join a supportive community of likeminded peers. That’s exactly what the Sole Practice Club is all about. You’ll find support, understanding, and shared experience from others on the same path.
