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...

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...

Digital Marketing

Any firm (big or small ) must have a digital presence. This includes an authentic website,...

The Sudden Shift to Education Marketing

Our industry has experienced an unexpected and rapid shift to providing online education to...

Proposals are not ‘Sales Engines’

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

Gaining Conceptual Agreement

I’ve often referred to the need to gain conceptual agreement with your client BEFORE proceeding...

Essential sales techniques - The OPPS Mindset

In a recent blog, I talked about one of the most neglected skills of Today’s Accountant - the ...

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...