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The 4 most important questions to ask

As an Accountant, you don’t sell time. You already know that – you sell what you know. You sell knowledge, wisdom & solutions. You turn intellectual capital (what you know) into intellectual property (a report, paper, file etc). Having said that the majority of the Accountants I have met (over 175,000 of them in the…

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It’s Marketing Season

Every year at the same time the Accounting profession enters the best marketing opportunity of the year. Most call it ‘tax season’ I call it ‘marketing season’. Think about it. During tax season, you’re about to meet (or speak with) almost all of your clients over a relatively short period. What an opportunity to find…

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The MAGIC Number

Typically Accountants measure the wrong numbers like productivity / utilization & realization. If you only wanted to measure 1 number (outside of revenue, profit and cash) then it would categorically be Average Hourly Rate – for all hours worked. After 23 years coaching and advising Accounting firms all over the world on how to achieve…

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The best use of Partner time

Today I was speaking with a 7 partner, $15M firm and the question was asked “what’s the best use of partner time”. Here is my answer… Most current Partners are technical accountants. They started there life as an Accounting graduate, went through the ranks and then 15 or so years later they’re become a part…

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