Episode description

BONUS: a short bonus episode in a new series to help accountants price better and win more business - "The Price Is Right Part 9 - Not All Business is Good."

***APOLOGIES FOR THE AUDIO ON THIS BONUS EPISODE***

In these bonus episodes, we focus on upskilling the accountants, bookkeepers, CPAs and commercially focused fintech vendors to better handle key challenges in their professional role like client service, closing deals, negotiating, pricing, hiring, reputation and differentiation.

Key takeaways from this episode include:

★ asking whether all new business is good business for accountants

★ what a scarcity mentality and fear looks like for today's accountants and CPAs

★ why accountants cannot often control the quality of clients or business they look after

★ the downsides for accountants of taking on all clients who do not fit your firm

★ the reasons accountants feel forced to take on all clients who are referred to them

★ positioning tips for accountants who do not want to win new business on price alone

★ how saying 'no' to certain types of work or clients actually helps accountants

★ the importance of grading clients and opportunities in accounting firms

★ what accounting professionals can do to become the 'without whom...' for their clients

★ an example of what saying 'no' the wrong business looks like for accounting firms

★ shout out to Gordon Gilchrist for coming up with PITA clients for accountants - "pain in the ass!"

★ how accountants can break the cycle of taking on unsuitable clients and pricing them poorly

NOTE TO LISTENERS:

The Accounting Influencers Podcast is a CPE-accredited daily radio-style show with four segments coming out every Monday which are repeated on the other 4 weekdays as standalone episodes, plus a bonus 'from the client's perspective' episode on Saturdays. On Sundays, listeners get a short min trailer for the coming week's episodes.

Every Tuesday the show gives you a relevant news topic from the accounting and fintech world with a direct application to accountants, CPAs and bookkeepers. Great to stay informed and build your commercial acumen.

Every Wednesday and Friday, we feature an uncut interview with top authors, leaders, thinkers and performers in the accounting and fintech world.

Every Thursday the show gives you a practical 'here's what works' tips concerning a key challenge, need or strategy for accountants, CPAs and bookkeepers. Great to stay current and keep your skills topped up.

Finally, every Saturday gives listeners a bonus episode which focuses on the buyers of accounting services - the clients themselves. In particular how they feel, react to and experience their interactions with accountants. That includes why they buy or don't buy, why they move or stay and why they think how they think about you, your firm, your prices and your offerings.

Martin and Rob love to hear from the show's 22,000 unique listeners in 150 countries around the world. If you like the show and listen to multiple episodes, we'd really appreciate your appreciation with a review or rating. As most of our listeners tune in via Apple podcasts...

How to leave a review on Apple Podcasts

① Open the Podcasts app on your iPhone, iPad, or Mac.

② Navigate to the page of the Accounting Influencers Podcast.

③ Scroll down to find the subhead titled "Ratings & Reviews."

④ Under one of the highlighted reviews, select "Write a Review."

Anything about the style of the show, the frequency, the content, the CPE/CPD, the hosts Martin and Rob, the guests, the different segments or something in particular that's made a difference. Listeners can rate the show on a scale of one to five stars and can also add a written review. 

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