Category Archives: Marketing

How much is your self worth?

Linking money and self-worth is a fundamentally flawed concept, but the fact remains that many, many professionals do not give themselves permission to value their time at anywhere near the rate that would be commensurate with the kind of training and experience they bring to the table.…

The Art of the Upsell

Accounting and bookkeeping professionals as well as lawyers have great difficulty identifying themselves as sales people. “It’s not professional to sell to your client” is a constant refrain. Yet, in the real world new customers and clients need to be ‘sold’ on using your services.…

Menu pricing: does it work

Adam Smith, the father of economics, believed that economic progress was most possible by the division of labor into specialist groups. That an organization could be hugely more efficient by breaking down production processes into many small tasks, performed by specialists.…

Take Off for the Land Grab

Rather than business-as-usual, 2018 is going to see a flight, not to safety, but potentially, to a more fertile land for software providers: the land of the gig economy. This is where the growth is in our broader economy – Uber drivers, food service delivery like Deliveroo, Foodora, Menulog and Uber Eats, and media contractors like journalists, graphic designers, writers as well as armies of parcel delivery operators thanks to the arrival of Amazon.…

What is Success?

Be wary of straight line projections for your firm or business as there is seldom a straight line to success. Consider for example start-up founders who, when facing a potential funder, make projections (often) based on an unrealistic percentage growth each year.…

Meeting the Challenge

Developing technical skills or expertise is no longer enough in today’s workplace or professional services firm. Technical skills need to be augmented and supplemented by what we call by the misnomer ‘soft skills’. They enable you to liaise belter with people (employees, partners, clients, vendors), to elicit information from people who are experts in areas that you don’t have knowledge of, and to use that information in a way that will help you to do your professional work or run your firm.…

Partnering for growth

It’s no secret that the majority of entrepreneurs loathe doing their own bookkeeping. And many are wary of DIY software solutions which is why bookkeeping firms exist. But as new generations of people go into business or self-employment, the buyers (business decision-makers) are gaining control over the suppliers (accountants, bookkeepers).…

Beating Disruption

There are two types of bookkeeping and accounting firms emerging through the fog of disruptive, technology-driven change. One is the cohort of firms which have sat back over the past few years and watched the tsunami effects of change.

The other is the cohort of firms which have broken all barriers to revenue and profitability previously considered as the norm.…

Ready for the change?

Technology has a habit of changing the way we work; it presents professionals such as accountants, bookkeepers and lawyers with the need to upgrade their knowledge base and skills. Rapid, technology-driven changes require a new understanding of the professional landscape not only to keep abreast with the latest productivity tools but also the opportunities that open up in the sector.…

Defend Your Income!

The ‘silver bullet’ for any professional services firm is a regular flow of leads. Few accounting and bookkeeping firms take an ‘active’ role in generating leads; most rely on referrals and organic clientele coming through the door. Unfortunately this is a passive role.…