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Mindset

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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…". 

Essential sales techniques - The OPPS Mindset

April 1, 2020

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.  

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. 

The Achiever Matrix

December 2, 2019

The Achiever Matrix, created by Stephen Covey, is made up of four quadrants and helps you prioritise tasks based on their importance; allowing you to manage your time better and achieve more.

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. 

Be, Do, Have.

June 7, 2018
Our success in life can be summed up using these three words in their correct order.  The ordering of these three words will heavily influence the outcomes that we achieve.   Compare these two sentences:  

Bringing your business 'A' game

June 7, 2018
Success in sport is all about playing your 'A' game.  Being the best you can be through preparation and training, during the game and even after with modesty and humility in success and graciousness in defeat.    If everyone on the team plays their 'A' game the results are impressive. So how do we bring our 'A' game to the workplace?  Let's liken our business operations to the game of...

The Most Powerful Behaviour Model Ever

June 7, 2018

When something goes wrong what is your natural reaction?

Our behaviour responses are so beautifully captured in the acronym 'OARBED' - the OAR (Ownership, Accountability and Responsibility) representing above the line behaviour while BED (Blame, Excuse, Deny) is below the line. This concept is easily demonstrated through the child's mind.  For example, perhaps your children have been playing a...