In a recent blog, I talked about one of the most neglected skills of Today’s Accountant - the ability to sell.  I referred to The OPPS Mindset as one of the most powerful sales tools.  

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. 

Over the last couple of months, I've been discussing the four most neglected skills of Today's Accountant.  In the final blog of this series, it's time to discuss empathy.

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...