I’ve been to 3 conferences over the last month. Each with a different group of people: Professional Speakers, Accountants and then LinkedIn enthusiasts. On each occasion I was involved in and observed numerous networking conversations. While the people were different and many things have changed in recent years, the difference between average and great networking remains the same – regardless of who is involved: I remain convinced that the people you meet will find YOU more interestING the more interestED YOU are in them. Being interested, of course, means that you have to be a good listener ..read more

When we go to see our local GP we expect them to fulfil 3 primary roles. We need them to diagnose our problems, to prescribe solutions and to care for us. There is a direct parallel with the role of accountants. And, as this decade continues to generate new tools and resources, so there is the prospect of patients/clients adopting AI solutions to address 2 of those 3 roles. The key question is how will accountants respond to the changes that are rapidly becoming reality? The Growing Trend of Self-Diagnosis It has long been common for patients to self diagnose their issues before attending the ..read more

The first question to consider here is whether you want all new clients to pay you at least a minimum fee. This is a good question to ponder. In most cases I think your reply should be ‘yes’. Where you set your minimum fees is up to you of course. As is whether you announce it publicly. And the other key decision is when and how to approach those existing clients who are not (yet) paying the same (minimum) fees you charge new clients. For some years I have been asking accountants if they have minimum fees. This grew out of the annual fee comparison masterclass I used to run in the group that p ..read more

Although Linkedin tells us that over 300,000 UK based accountants have profiles on Linkedin, this is not the full story. Many of those profiles are out of date, unhelpful and inactive. Which is a shame as there is much that accountants can do on Linkedin to benefit their career, profile and success. And these profiles could well be undermining your networking and other marketing activities too. A good number of the 330,000 are regularly active but many are disillusioned, disappointed or simply have better things to do with their time. As a long time user of Linkedin, advocate and adviser to a ..read more

I hope you would agree that clients choose you as their accountant because they believe that your services will be of more value to them than those of a cheaper accountant. Or else they stay with you because you are cheap. To win more clients and to keep your existing clients you can either reduce your fees so that they match or are below the client’s perception of the value of your services; or increase their perceived value of your services such that your fees are not an issue. Of these two options, which is preferable? I would suggest that increasing the perceived value of your services ..read more

Do you ever struggle to make a lasting impression beyond the generic label of being ‘just another accountant’? We’ve all been there. We’ve seen people’s eyes glaze over when they hear us admit to being ‘an accountant’. Instead of settling for any mundane response, we need to seize the opportunity to captivate the other person’s interest and leave a memorable impression. I often explain this as the need to be better remembered, referred and recommended. (The 3 Rs) ARE ACCOUNTANTS BORING? One misconception to resolve immediately is the ‘boring’ stereotype. Non-accountants may see bookkeeping, a ..read more

Have you ever wondered why you worry about the competition? Those rival accountants, service providers, bookkeepers, tax advisors, financial advisors, business and management consultants who seem to want the same clients as you? And why they occupy so much space in your mind? There is an old adage: Worry is like a rocking horse; it gives you something to do, but it doesn’t get you anywhere. I know it doesn’t work for everybody but I always try to keep that old adage in mind. To stop worrying and, instead, to think about what actions I can take to improve my situation. And when I’m working 1-2 ..read more

Accountants, bookkeepers and tax advisers study for years to qualify in their chosen profession. You build up crucial technical skills and knowledge and, over time, related practical experience – which is also important. And, if you’re like most decent professionals you then commit time and effort to keeping up to date by committing to, at least a minimum level of, Continuing Professional Development (CPD). Along the way we all hear reference made to the need for complementary ‘soft skills’. Too often the implication is given that these are optional. That they are ‘soft’ as compared with the ..read more

One thing that remains as challenging for accountants today as it was when I was in practice is that of converting prospects into valued clients. It’s not that you need flashy pitches or to make exaggerated claims; it’s about building a genuine connection and trust. Picture this: you’re face-to-face with a potential client, you’re tempted to showcase your expertise and talk about your services. Despite your best efforts the prospect remains unconvinced even though you feel they are exactly the type of client you want and should be winning. It’s an all too common scenario and I’m pleased to sa ..read more

There are two types of accountants who use social media and Linkedin: Those who have learned what works FOR THEM, and Those who have bought into the hype and HOPE that what are doing will prove to be worth the time and effort. Unfortunately, the vast majority of accountants seem to fall into the latter category.  And, over the years, I have witnessed and heard from hundreds who have concluded that social media doesn’t work for them. Sadly they also assume that this conclusion can be extended to Linkedin. Could it be though that it is their approach and technique is worth reviewing? Aft ..read more