SALES
Why Fee Reviews Are Dead & Why Accountants Need To Change Their Approach
Fee reviews are dead. We can no longer just carry out fee reviews like we have done for many years, where once a year, we sit with our clients and we explain to them that your fees have now gone up. Because what they think is, "Right, so you want to charge me more for the same [...]Read more
The Downward Spiral Accountants Fall Into That Zap All Your Time & Energy And How To Break Out Of It
There's a downward spiral that accountants can easily fall into, that zaps all of their energy and time. This spiral then prevents them from investing their time and energy into the clients that they'd love to be able to serve to a higher level. Here's how to break free from this [...]Read more
Accountants… Stop Using 20Yr Old Pricing & Sales Methods That Don’t Work Anymore!!!
I met with a firm of accountants who had a real issue with regards their pricing. They had several proposals out and none of the prospects were signing them, and they didn't feel confident that those prospects were going to sign those proposals either. When I spoke with them, the [...]Read more
The 4 Ways Accountants Leave Money On The Table
I met with three different accountancy firms this week and all of them said variations of the same thing….…… "we haven’t increased our client’s fees for 3-5 years." And when I went through the following points, one the firms ,which had a £1million turnover, firmly believed that [...]Read more
Everybody Wants To Take A Piece Out Of Accountants & The Fatal Problems This Causes
Now as I’ve got to work with more and more, I’ve come to understand why this happens with accountants and why they naturally attract people and businesses who want a piece out of them. But more importantly than that, I’ve discovered the two debilitating problems that it causes, [...]Read more
LEVERAGING YOUR TEAM | An Interview With Paul Barnes From My Accountancy Place For AccountingWEB
So recently I interviewed Paul Barnes as part of AccountingWEB’s Practice Excellence series. Paul is the owner of My Accountancy Place in Manchester, which is a Xero Gold level firm of accountants that specialises in servicing Digital Creative Agencies. Over the past 12 [...]Read more
HOW PRET A MANGER WOW THEIR CLIENTS & HOW I ALWAYS WANGLE A FREE COOKIE
THREE STEPS TO DELIVER WOW So here are three steps I work with my clients on, to help them to deliver WOW to THEIR clients. STEP 1 – Agree “To Deliver WOW With Every Interaction” as a Core Value of your business. This is directly inspired from Zappos. STEP 2 [...]Read more
MY CHILDREN’S FIRST BUSINESS – THE COOKIE STALL
When should we start teaching our children about business? For me, you can't start too early because businesses have the power to transform economies, create opportunities and impact lives. So the earlier we can start them on this continual journey of understanding, the better. [...]Read more