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Blogs

Our blogs help you understand and deliver business advisory services to your clients. Viv Brownrigg, Mark Jenkins, Natalie Eady and our guest blog authors, provide you with the ideas and tools to accelerate small business success.

Posts about

Selling

Business Development, Communication, Selling, Mark Jenkins, Young Guns, Value, Mindset, Sales

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...
2 minute read
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Business Development, Communication, Selling, Mark Jenkins, Young Guns, Value

Proposals are not ‘Sales Engines’

I've seen it written that proposals are your sales engine - this is simply not true. The proposal...
2 minute read
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Communication, Selling, Mark Jenkins, Value

Gaining Conceptual Agreement

I’ve often referred to the need to gain conceptual agreement with your client BEFORE proceeding...
2 minute read
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Communication, Selling, Mark Jenkins, Coach, Professional Development, Mindset

Essential sales techniques - The OPPS Mindset

In a recent blog, I talked about one of the most neglected skills of Today’s Accountant - the ...
2 minute read
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Business Development, Communication, Selling, Natalie Eady, Goals, Marketing

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...
2 minute read
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Business Development, Communication, Selling, Mark Jenkins, Value, Mindset

Essential sales techniques - The SPIN Cycle

Today’s accountant must know how to sell. Selling is really a value conversation. If your clients...
3 minute read
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Communication, Selling, Mark Jenkins, Young Guns, Professional Development

Show that you care

Over the last couple of months, I've been discussing the four most neglected skills of Today's...
3 minute read
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Selling, Mark Jenkins, Young Guns, OARBED, Value, Professional Development, Mindset

Today's accountant must know how to sell

Most accountants I talk to have a real fear of selling. They’re worried they’ll come across as...
3 minute read
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Communication, Selling, Leadership, Mark Jenkins, Young Guns, Professional Development

Speaking Wider than the Numbers

In The 7 Traits of Today’s Accountant, I talked about speaking wider than the numbers being a...
2 minute read
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