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

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...

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:

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

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.  

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.