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...

The power that lies in the Annual Accounts Review

In my previous blog, Changing Your Year End for Good and for Better, I discussed the opportunities...

What's your money story?

What you believe about money and how you relate and interact with it affects every aspect of your...

What does being more commercial look like for an accounting firm?

Most accountants are not trained in how to run a better practice. Instead, we’re schooled in...

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 SPIN Cycle

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

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...