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Proposals are not ‘Sales Engines’

June 2, 2020

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:

Gaining Conceptual Agreement

May 1, 2020

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

Are you helping your clients look back to...

February 4, 2020

It’s 2020!  Time to reflect on the highs and lows of 2019, establish our new focus, and stretch areas to set meaningful goals, right?!  Don't let this time of year go up in a cloud of  great intentions.  

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. 

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.