When my eldest son Hugh was 8 we had the ‘profit’ conversation. I told him that a profit was the selling price minus the buying price. Sell take buy he said. A couple of hours after educating him on this most important concept I asked him what profit was. Profit is good he told me! A little while after that I asked him how much profit we should make. As much as possible was the reply!

Hugh is now 15 and wheeling and dealing whatever he can. His favourite saying is ‘let’s do a deal’.

Well it seems that my daughter Harriet has the Entrepreneurial spirit in her as well. Today is election day in Australia and about 150 meters down our road is a polling station and as such there have been loads of people walking past all day today to pledge their vote. Harriet and her friend got the idea that they would capitalise on the opportunity and set up a lemonade stand and sell home made lemonade to the thirsty voters walking past. They started by juicing about 20 of my limes (that were supposed to be for my Corona beer and sparkling mineral water) and the first version was Lime based lemonade – hideous it was.

After a few initial sales I was sent to the shop to get some lemons. So with a new recipe business flourished and 51 cups later they had made $25.50. Only problem was I did not have the profit conversation with her. I paid for everything and they kept all the money!

Girls Lemonade stand

This marks my 17th year helping Accounting firms grow and develop their businesses. I am not an accountant by training – in fact I left school when I was 16 so I do not have a ‘formal’ peice of paper to my name.

I fell into the Accounting profession in May 1994 when a lovely man called Ellis Ryan turned up to one of my seminars in Dubbo NSW. It was a very very small seminar (by today’s standards) with only about 8 people in attendance. Ellis was an Accountant from Coonamble (population circa 2,500) which is about 2 hours north of Dubbo. He said to me ‘will you come to my town and do this seminar for my clients’.

Never one to miss an opportunity I grasped at the idea. he would promote my event to his clients, I’d collect the profit and he would get the kudos.

He had 126 clients. After 2 mailers (email not invented back then) 56 people turned up to the Coonamble RSL club. They loved it and I made a profit of $2,500 for the night. I was hooked on Accountants. They could fill a room based on their credibility and they could lower my marketing costs to almost zero. After that event I scrapped all other direct marketing (TV, Radio, Press, Mail etc) and started cold calling Accountants offering them a Value Added seminar which cost them nothing.

We started filling rooms. And as they say the rest is history. After over 1,600 speaking engagements, 4 companies, countless articles, books, products, software, web technology, learning tools and thousands upon thousands of lives positively effected I started to realise why Accountants.

All of my work has been centered around helping Accounting firms run better businesses for themselves and their clients. It was about 10 years ago the penny dropped. Every single business in the world is connected to a trusted advisor – their Accountant.

If we can help enough Accounting firms sort their businesses out (cashflow, profit, growth, reinvesting back into the community) and then we can help them go to all of their clients and help them with cashflow, profit, growth & community then we can make a positive impact – on the world.

We can change the world by helping the Accountants. That’s why Accountants!