Marketing needs to be more accountable

Posted on: December 31, 2010

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 a year down the line. […]

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White paper on social media in selling for lawyers, accountants and surveyors

Posted on: December 15, 2010

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, selling and relationship management activities. […]

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Prices of accountancy firms falls

Posted on: September 21, 2010

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 – without the necessary skills […]

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Professional selling tips

Posted on: September 4, 2010

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 not going anyway in terms […]

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Linking pipeline and portfolio management to avoid strategic drift

Posted on: August 26, 2010

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 a large transactional element where […]

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Original branding by Matt Playford · A site by Fresh01