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Essential sales techniques - The OPPS Mindset

March 17, 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.  

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.

Show that you care

November 19, 2019

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.

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 Evolution of the Accountant

June 7, 2018

There is no doubt accountants need to evolve.

The accounting industry is going through massive change in response to compliance automation, tax simplification and an increasing demand from clients for more proactive services.  Contrary to popular opinion (or fake news), I am not of the view that we are talking about a revolution here - the modern accountant will not become redundant; they...

Where have all the 'Young Guns' gone?

June 7, 2018

Recently I ran a ‘Succession Insights Poll’ in New Zealand, with 441 accounting firms participating.

The most thought provoking question raised during the post-poll webinar was ‘What happened to all the Young Guns coming through; where are they and why do they not want a career in this industry?’