Earlier this week I did some training on sales conversion on the telephone and in meetings with some delightful family lawyers in Wolverhampton. At the end of each training session, I always ask people which key idea they found most useful. Not surprisingly, the majority of responses relate to the Read More
During the inevitable end of year office tidy up I came across a briefing paper called “The State of Marketing” written by the wonderful Professor McDonald (I call him the “Patron Saint of Marketing Plans”) for the Cambridge Marketing College in 2009 and thought it was worth reviewing his thoughts Read More
A while back I got together with a well known consultant in digital marketing and social media to produce a White Paper providing guidance to lawyers, accountants and surveyors – and their business development advisers – on the use of social media in selling and integrating social media into their marketing, Read More
In the Accountancy Age TV video this month (I recommend that you watch it) they discuss why the value of accountancy firms is falling – with some generating less than one times turnover. The main reasons cited for this are: - The predominance of “lifestyle” practices - Poor quality staff Read More
Unlike lawyers who rarely have repeat business, accountants have portfolios of work – a large proportion of which is ongoing compliance work (e.g. audits) and a smaller amount which is ad-hoc advisory work. Of course, some accountants – such as those working in the corporate finance arena – will have Read More
