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Selling (2)

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Stop Scope Stretch!

July 3, 2019

I’m redefining ‘Scope Creep’ as ‘Scope Stretch’, and for good reason. 

The real power of proposals

June 3, 2019

During my 17 years running an accounting firm, particularly in the last five years when I was quoting for 100% of the work I did, I had hundreds of BFOs (Blinding Flashes of the Obvious).  Let me share four of them, relating to proposals and winning new work:

Would the real modern firm please stand up

June 7, 2018

 

And that was possibly the most ridiculous blog title I’ve ever written.

 There is no such thing as the modern accounting firm, any more than there is the modern store or the modern plumbing company.Real time reporting, less paper and no server are all outcomes of technology shift; they don't of themselves create the modern firm.  They're now a given.What does create the true modern firm, is a...

How to develop your storybook

June 7, 2018
Business storybooks tell a compelling, authentic and fluid story. Both content and form are important in delivering an informative and inspiring story that promotes brand awareness.
 

Client events streamlined

June 7, 2018

Client events are a double-edged sword.

1. They provide literally a room full of opportunities to help your clients achieve their goals.   2. If executed poorly you'll suffer from brand damage, wasted resources and shattered team confidence.  

Stop haemorrhaging value.

June 7, 2018
 
It's common knowledge that our perception of the value or quality of a product or service diminishes as the price goes down.  Conversely, the higher the price, the higher the perception of value or quality.

How to sell without product pushing

June 7, 2018
 

Fear of selling is holding accountants back.

Product pushing is trying to sell a number of different products or services to clients irrespective of their needs. We've all experienced the stereotypical insurance salesperson who is only interested in getting the sale. As the client, in this situation we want to run for the hills or blow up the phone.  
Accountants fear the product pusher...

'Stop listening to reply - listen to...

June 7, 2018
Holding a good conversation is an underrated, but required, skill in our industry.  This separates good advisors from excellent coaches.   It's easy for accountants to fall into an advisory rut, cutting to the chase, always giving the answer - delivering advice based on experience and knowledge.  While this will always be a necessary part of our role, if we don't vary our approach we can miss...