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The Sudden Shift to Education Marketing

September 1, 2020

Our industry has experienced an unexpected and rapid shift to providing online education to clients. There’s nothing like a crisis to force change and accelerate adoption.  What was consigned to the too hard basket before lockdown, has become a necessity, as accounting firms scramble to support their clients.

Proposals are not ‘Sales Engines’

June 2, 2020

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:

Gaining Conceptual Agreement

May 1, 2020

I’ve often referred to the need to gain conceptual agreement with your client BEFORE proceeding with the work.  So, what is conceptual agreement?

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. 

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: