by Heather Townsend | 4, Feb 2019 | Choosing your niche
FollowFollow FollowFollow Many accountants know why it’s important to specialise but there seems to be a lot of uncertainty as to when. This article aims to help you decide on when it is best to find your accounting firm niche. “Should you have a niche as soon as you...
by Heather Townsend | 12, Nov 2018 | Choosing your niche
FollowFollow FollowFollow When talking about niches for accountants and whether or not you should choose a niche, one argument that often comes up for not having a niche is that it leaves you vulnerable to change by being wiped out by a piece of legislation or new...
by Heather Townsend | 23, Apr 2018 | AMC Book Extracts, Selling advisory services, Winning new business
FollowFollow FollowFollow Unlike compliance services, your client does not need to buy advisory services. It is an optional spend. So how do you get them to want to buy? With good quality sales skills! This article, based on an extract from The Accountants...
by Jon Baker | 25, Sep 2017 | Choosing your niche, Winning new business, Your firm's services
FollowFollow FollowFollow There are many things I’ve been asked since Heather and I wrote the Go-To Expert. One of the most common is about how somebody can define themselves as an expert. A common reaction being marketing yourself as an expert seems a bit...
by Heather Townsend | 6, Aug 2017 | Selling, Selling advisory services, Your firm's services
FollowFollow FollowFollow Selling advisory services to their clients is one way in which accountants can increase their average fee, and help their clients more. But many small firms are struggling with how to sell advisory services. Here are 5 steps to start...
by Heather Townsend | 5, Jul 2017 | Account management, Choosing your niche, Marketing, Referrals, Winning new business
FollowFollow FollowFollow The way people buy accountancy services has changed, and continues to evolve. Be honest, you know buyer behaviour has changed; but has your behaviour changed? Do your marketing priorities reflect changes in the way your prospects look for and...
