Are you maximising your practice’s value or coasting into irrelevance?

“Back in the day” accountancy firms had a simple choice. They could perform their professional service and charge very handsomely without fear of clients shopping around for a cheaper job or they could offer the very same level of service without billing too enthusiastically in the hope that clients would recommend them on the basis of a good service at a reasonable price.…

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The hunted becomes the hunter

As somebody who speaks to many firms of differing sizes one thing is abundantly clear in the accountancy sector, something you are doubtlessly aware of but are you wringing your hands, or do you have a plan?…

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Every person has their price

"Every person has their price" This is a saying that I am particularly fond of using, probably because once the initial smirk on the listener’s face disappears, it gradually dawns of them that it is not simply a good one-liner or a throwaway remark.…

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Back to basics – how to speak to clients

No doubt your curiosity was piqued by the title, which is good for both of us. For your, because hopefully you may learn an invaluable lesson and for me because you are reading my content, which is exactly why I write my column. Enough digression, let’s get down to business. Are you still interested in reading further? A leading question perhaps but one thing it certainly is, and that is a “closed question”. Bad, really not good at all.…

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