You're at the end of your meeting with the prospect and you've given them the price You wait for them to speak They finally do and say:

"Is there anything you can do for us on the price?"

You really want the business, you don't want to lose them, so you end up giving a reduction...

Noooo! 

...

Ever feel like that? Like you’re constantly chasing your tail.. Drowning in client work and fire fighting. Not making the in-roads that you want to grow your practice. Well you’re not alone.

Tom is a small sole practitioner from Dublin with 2-3 employees and he was in...

Do you patronize these companies?

Amazon, Dominos, and Uber

How would you rate their services?

Most people I know would rate them quite high.

And do you know why that is?

Because they have the customer at the heart of all their operations.

It’s all about how much they value their...

Clients don't care about you 

Harsh, but true 

They only care about what you can do for THEM 

How you can help them overcome their problems 

Or realise their dreams 

So don't start off a meeting talking about you, your firm, how many offices you have etc etc 

They...

There are two types of #accountants 

Which camp are you in? 

Are you the internal focused accountant or the client focused accountant?

When you're internally focused you:

charge based on time spent

believe your people are a commodity

let your clients take 100% of the risk of working...

I'm gonna share with you one thing that will really boost your conversions from your sales meetings, from your prospect meetings to get your prospects to say yes to working with you.

So rewind a number of years ago now. The way I used to carry out my prospect meetings was that I would have the...

If you're an accountant do you still use timesheets in your practice?

In my last mentoring session I did a poll. There were about 50 accountants there and more than half said that they still used timesheets in their practice.

Now the vast majority don't use timesheets for billing purposes. So...