Mark Jenkins, CA

Mark Jenkins, CA
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Recent Posts

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. 

Is Communication a Neglected Skill for...

October 2, 2019

I’m sure there are a hundred reasons why communication skills are neglected in the Accounting industry but four stick out to me....

Speaking Wider than the Numbers

September 13, 2019

In The 7 Traits of Today’s Accountant, I talked about speaking wider than the numbers being a neglected skill among accountants.  Let me elaborate.

The ability to interpret a set of financial statements or management accounts is fundamental to report on the performance of the business, satisfy compliance requirements and inform the client of the tax to pay. 

But, then what?  Most business...

The 7 Traits of Today's Accountant

August 5, 2019

You may or may not subscribe to the view that compliance is shrinking - that’s not the point.  You may or not agree that Advisory or Business Development Services are what’s needed to remain relevant to your clients - that’s not the point either.  What cannot be denied is that our industry is going through significant change and we need to adapt our skills.

The real power of proposals

June 3, 2019

During my 17 years running an accounting firm, particularly in the last five years when I was quoting for 100% of the work I did, I had hundreds of BFOs (Blinding Flashes of the Obvious).  Let me share four of them, relating to proposals and winning new work: