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:
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.
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...