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
Talking with some accountants the other day about their recent sales experiences reminded me of a number of tips for more effective professional selling. Continuance or progression? - These are important concepts for those who have contacts that they see on a regular basis but find, rather frustratingly, that they are Read More
From what I see at the numerous legal, accounting and property firms I work with it would seem that the recession is over – most firms appear to be enjoying an increase in work and thus income. Yet there are mixed messages about growth in the commercial and residential property 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
If I had a pound for every time a private client lawyer, accountant or surveyor said “We are targeting High Net Worth” clients I would be a very high net worth person myself! Whilst saying you are marketing professional services to High Net Worth clients sounds like a good strategy Read More
