NZ profits decline again

For the second year in a row the New Zealand Accounting profession has gone backwards. According to the popular “Good, Bad & Ugly” report by businessfitness NZ the median profit per partner was a paltry $187,001. Over an eleven year period of monitoring this number, the median profit per partner has gone from (in 2004)…

Marketing is not sales – #firmofnow

Accountants are not very good at marketing – marketing people are. My definition of marketing is ‘salesmanship multiplied’. My definition of sales is ‘finding out what the other person needs and then transferring emotion’. These definitions mean that marketing is a ‘one to many’ strategy and sales is a ‘one on one’ strategy. Marketing is…

Paul Dunn wins major award

I am thrilled that my mentor and friend, Paul Dunn, won a most prestigious award on Thursday night in the UK. It was the Inaugural AccountingWeb ‘Outstanding Contribution to the Profession’ award. Paul has done more for the Accounting profession than anyone I know on the planet. I’ve known Paul for 28 years now. His contribution continues…

What are you selling?

Are you selling Accounting services or are you selling that fact that you’re helping people achieve their goals in life? If I look at your website or listen to one of your sales meetings my guess is that you’re (80/20 rule generalising here) selling Accounting services. My guess is your website has ‘drop down’ categories…