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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. 

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:

Helping your clients win the business...

April 1, 2019

We often refer to the three essential tools in business as ‘The Business Development Trifecta’.  We’re Kiwis after all.

Let's stop talking about advisory - please!

September 13, 2018

Having just attended Xerocon Brisbane, I’ve had a solid dose of ‘Advisory Rhetoric’. 

You know how it goes - the compliance world is dying, technology and AI will make many services redundant, and the advice for accountants is they just need to rely on their Trusted Advisor status and do more advisory work.  Enough.  I call time out for two reasons:

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...

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...