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:
Speaking Wider than the Numbers
September 13, 2019
In The 7 Traits of Today’s Accountant, I talked about speaking wider than the numbers being a neglected skill among accountants. Let me elaborate.
The ability to interpret a set of financial statements or management accounts is fundamental to report on the performance of the business, satisfy compliance requirements and inform the client of the tax to pay.
But, then what? Most business...
Where have all the 'Young Guns' gone?
June 7, 2018
Recently I ran a ‘Succession Insights Poll’ in New Zealand, with 441 accounting firms participating.
The most thought provoking question raised during the post-poll webinar was ‘What happened to all the Young Guns coming through; where are they and why do they not want a career in this industry?’