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New clients for Ed

I was coaching Ed and his team last Friday. Last year Ed did $1.4m in revenue with 5 team members. He was making a decent profit on that. Ed has 250 business clients with an average fee of $4,819 per business client. He had write ups of 10%, productivity of 74% and decent year on…

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The 5 KRAs & Benchmarks

I am so excited about the content I just presented. You see, last week I was in the USA facilitating my signature coaching program ‘Boardroom’. Boardroom is where I invite 8 perfectly matched firms at a time to work with me (and each other) to dramatically drive efficiency, revenue and profit. As part of my…

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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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