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
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...
The 7 Traits of Today's Accountant
You may or may not subscribe to the view that compliance is shrinking - that’s not the point. You may or not agree that Advisory or Business Development Services are what’s needed to remain relevant to your clients - that’s not the point either. What cannot be denied is that our industry is going through significant change and we need to adapt our skills.
How to attract and retain excellent...
Millennials challenge the way we work and manage.
The perceived ‘millennial mindset’ is not always flattering though, with generalisations including being entitled, convenience-loving, matcha latte sipping, self-important job-hoppers who demand to work less, and from a place of their choosing - be that home or a yurt in Central America.
Where have all the 'Young Guns' gone?
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?’