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Let's get to the Core of the problem

June 7, 2018

I’m a firm believer that everyone comes to work to do a great job - initially anyway.  So why do businesses have poor performers?  Likewise, why do team members find it difficult to deal with conflict in the workplace; that difficult client or demanding boss?

To get answers to these questions we need to look beneath the surface.  Go beyond actions and behaviour and look to the drivers of...

Managing Poor Performance

June 7, 2018
I firmly believe that when anyone starts a new role they come to work with the intention of doing a great job.  They're keen to make an impression, to make a difference, and to enjoy themselves.  After all life is too short, right?  If the average person spends 40,000 hours of their life working, they'd better do something they like.
 

New Year's resolutions to improve your...

June 7, 2018
A resolution is defined as: 'A firm decision to do or not do something.'  When we set attainable resolutions, we gain clarity of our desired direction both personally and professionally.  They say it takes 21 times to change or create a habit and by actively speaking change we can help to achieve it.  It's not rocket science, but we have to act now if we want change.
 
 

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...

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...

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...

Are you playing checkers or chess?

June 7, 2018
Are you adding value to your clients or are you spending too much time playing checkers? Let me explain how the game is played in so many Accounting firms. The game starts with the client diligently (sometimes!) completing their   Xero  coding (or cashbook) and submitting it to their accountant. The first thing the person preparing the annual accounts does is   check  the work that the client...

'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...