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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....

The three freedoms your clients want

May 1, 2019

About 10 years ago I was having lunch with a friend (let’s call her Jane) when she asked, 'why should I come to you as a client Mark?'.  I started my usual and practised patter about quality, professionalism, great team, great service…   Jane basically then told me to shut up.  I’m sure that if we weren’t having lunch, she would have walked off to find someone else to talk to!  Instead she...

Achieving Better Leverage in Your Firm

December 11, 2018

We all know that the secret to success is to work smarter, not harder, right?  Yet we still get stuck in the day to day emails, client queries, file reviews, and activities that are highly important to others, but not necessarily to ourselves.  Working smarter becomes a pipe dream as we can’t see the wood for the trees.

Value add services - delivered on demand or...

June 7, 2018

 

True story

An accounting firm relayed this scene to me this week.  One of the firm’s partners, Dan, was at a rugby game with a few of his clients.  They’d had a few beers and the banter was flowing.

Out of the blue one of Dan’s clients (his name is also Dan, which is confusing, but this is a true story, so I’m sticking to the facts.  Let’s call the accountant Dan One and the client Dan...

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...