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:

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. 

I’m sure there are a hundred reasons why communication skills are neglected in the Accounting industry but four stick out to me....

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.

I’m redefining ‘Scope Creep’ as ‘Scope Stretch’, and for good reason. 

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.