As an Accountant, you don’t sell time. You already know that – you sell what you know. You sell knowledge, wisdom & solutions. You turn intellectual capital (what you know) into intellectual property (a report, paper, file etc). Having said that the majority of the Accountants I have met (over 175,000 of them in the past 24 years) have set their business model up as a ‘labor for hire’ business – a time seller!
The 4 most important questions to ask
It’s Marketing Season
Every year at the same time the Accounting profession enters the best marketing opportunity of the year. Most call it ‘tax season’ I call it ‘marketing season’.
Think about it. During tax season, you’re about to meet (or speak with) almost all of your clients over a relatively short period. What an opportunity to find out what they really need?
T.E.A.M – Together everyone achieves more
How to build performance in your team? It starts with the right people. Second, are they motivated? Third, do they know how to do it? And lastly, are you providing the right environment conducive to success?
It’s all about the culture
Most Accounting firms culture just happens. It just happens the way it is. It is like a “culture by default” where in fact you can create “culture by design”. You can decide what you want your culture to be.
Partner Remuneration
How much should a partner of a multi partner accounting firm be paid? Should it be equal pay because you have equal shareholding? If it is going to be equal…
Marketing is not sales – #firmofnow
Accountants are not very good at marketing – marketing people are. My definition of marketing is ‘salesmanship multiplied’. My definition of sales is ‘finding out what the other person needs…
Adding Value to what you are doing
I have been telling Accountants to Add Value since I started working with Accountant in May 1994. If you are going to remain relevant to are going to have to…