Is your business's Organisation Structure...

December 2, 2020

The accounting industry is rapidly changing. 

From technology advancements and changes in clients' and team members' expectations to a new playing field for marketing and selling services via digital channels, our industry is constantly evolving. The traditional model of working partners with their ‘book of clients’ and their employees either happily grinding out sets of financials for life or...

Who do you want to be?

November 10, 2020

Compare these two statements: a child saying, "When I grow up, I’m going to be…" and an accountant saying, "When I get on top of my workflow, I’m going to…". 

How well do you know your numbers?

October 6, 2020

Accountants know their numbers - true or false?  Perhaps a better question is who’s numbers do accountants know better; their own or their clients'?  

The Sudden Shift to Education Marketing

September 1, 2020

Our industry has experienced an unexpected and rapid shift to providing online education to clients. There’s nothing like a crisis to force change and accelerate adoption.  What was consigned to the too hard basket before lockdown, has become a necessity, as accounting firms scramble to support their clients.

Innovating through a crisis

August 3, 2020

They say never waste a good crisis…

Business Recovery Planning

July 22, 2020

In the wake of Coronavirus, and with feelings of greater economic uncertainty, your clients are in need of help more than ever before.  Traditional practices, with too great a focus on compliance work, run the risk of not doing enough to help Small to Medium-sized Businesses (SMBs) in the way that they need right now.  Legacy accountants will not be able to support clients enough by fulfilling...

Proposals are not ‘Sales Engines’

June 2, 2020

I've seen it written that proposals are your sales engine - this is simply not true.  The proposal is essential; but it's only one of the steps in the sales process:

Gaining Conceptual Agreement

May 1, 2020

I’ve often referred to the need to gain conceptual agreement with your client BEFORE proceeding with the work.  So, what is conceptual agreement?