Blogs

How do I showcase the value of advisory?

"If your client sees you as a cost, your services ought to be cut; if they see you as someone who...

Scaling up your coaching services

Coaching isn’t defined in the accounting industry as clearly as the likes of accounts preparation...

Changing your year end for good and for better

After working with accountants for nearly 15 years, I know the Post Tax Year-end Stress is real for...

GIFTS – the secret for success in sales

Sales is the primary driver for all businesses. Yet somehow, accountants have historically found...

Business Recovery Planning

In the wake of Coronavirus, and with feelings of greater economic uncertainty, your clients are in...

Proposals are not ‘Sales Engines’

I've seen it written that proposals are your sales engine - this is simply not true. The proposal...

Are you helping your clients look back to look forward?

It’s 2020! Time to reflect on the highs and lows of 2019, establish our new focus, and...

Essential sales techniques - The SPIN Cycle

Today’s accountant must know how to sell. Selling is really a value conversation. If your clients...

The real power of proposals

During my 17 years running an accounting firm, particularly in the last five years when I was...