Why relying on referrals is NOT the best way to grow your small accountancy practice
When it comes to growing your accountancy firm many firms rely on referrals as their main route to market. This is a dangerous strategy and can lead to problems. This article explains why.
How to win bigger and better clients by understanding their buying journey
FollowFollow FollowFollow Winning accountancy clients is often seen as hard by accountants. This is because too often we think we need to sell to win clients for our accountancy firm. Actually, the very best salespeople don’t sell. What they actually do is help...
Add-on and value pricing: How do you set your fees?
Add-on and value pricing: How do you set your fees? FollowFollow FollowFollow In this article I consider add-on pricing (as well as more general pricing strategies) and its merits for accountancy practices. We arrived, hot and sticky, after an 8 hour journey. Our...
Need to get better at converting leads? Here is why it is not about your selling ability
Need to get better at converting leads? Here is why it is not about your selling ability FollowFollow FollowFollow How many accountants (and other professionals!) have you heard say “if only we were better at converting leads that come our way”? Maybe...
