Mark Jenkins, CA

Mark Jenkins, CA
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Recent Posts

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'?  

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?

Are you neglecting your Director’s hat?

March 11, 2020

Being more commercial starts with wearing your Director’s hat more often. 

As a Director, maximising shareholder value should be at the front of your mind.  Spending less time in Operations allows you to prioritise working on strategies that will maximise shareholder value.  

Essential sales techniques - The SPIN Cycle

January 28, 2020

Today’s accountant must know how to sell.  Selling is really a value conversation.  If your clients understand the value of your services, they'll quickly realise they want to work closely with you.  It comes down to asking better questions... questions that ultimately help your client see the way forward as buying a service from you. 

Today's accountant must know how to sell

November 5, 2019

Most accountants I talk to have a real fear of selling.  They’re worried they’ll come across as product pushing - having visions of themselves in gold chains and snakeskin shoes - wielding a set of steak knives.