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Most established accountants running their own firms claim to get most of their new clients via referrals. I see at least three potential flaws with this perception. Firstly, it’s rarely based on empirical evidence. Often it is simply an easy answer to the question: 'Where do most of your new clients come
Over the years I have worked with hundreds of accountants. I have also judged hundreds of entires for multiple accountancy awards. Having completed the judging process for a recent competition I reflected on what it takes to win and to be successful generally. Let me be clear here. I am talking about
Not everyone who calls me for my input becomes a client. I sometimes offer some simple advice to accountants who are not yet in a position to need or afford my mentoring services (even though these are much more affordable than you might expect). One of the accountants I spoke with recently
Because of the subjects I write about, the blogs I read and how many accountants write to me, I see loads of Accountants' Pay per Click (Adwords) adverts. And most of them are evidently a waste of money. If you use Pay per Click (PPC) you’re hoping that your advert will catch someone’s eye.
If you’ve been around a while I am sure that you find the constant articles, posts and commentators telling accountants you have to move into advisory services both boring and repetitive. I’ve been debunking the hype here for well over ten years. Many commentators have also been naively forecasting the end of compliance work.
Most accountants have found themselves in meetings with prospective clients seeking free advice. I know I did it myself when I was in practice. I wish I had known then what I know now. When a stranger/prospect calls you need to set clear parameters. Why give ANY free advice? Over the years
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
Sometimes a post on Linkedin can start a conversation that runs and runs. This was the case just after the Budget when I posed the question “Is it really worth everyone producing a 'me-too' morning-after Budget summary?” I suggested these were typically simply a re-hash of information already in the public domain
This relates to another question I was asked recently by an accountant who gets lots of leads but finds that he doesn’t want all of them as clients. Too many are time wasters. He wanted to know how he could weed them out - or even better, avoid having to spend any