The Art of the Upsell

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...
Menu pricing: does it work

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...
Take Off for the Land Grab

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...
What is Success?

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...
Meeting the Challenge

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...
Partnering for growth

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...