Client Relationship Management (CRM) Tips for Accountants - Accounting Voices Podcast

Episode 81

Client Relationship Management (CRM) Tips for Accountants

Published on: 16th December, 2019

Simon Leek was an early adopter of CRM methodologies and worked for 25yrs consulting on sales & marketing processes, techniques and supporting technology. For the last 9yrs he has worked exclusively with accountancy practices to help make accountants lives easier through automation of repetitive processes and harnessing the data that exists in practice management with the firms marketing activity.

He made a lifestyle choice in 2006 and moved to Cornwall, setting up FibreCRM Limited to provide CRM services to local companies. As the business grew we started to focus exclusively on accountancy firms and in 2019 with 50+ firms using our CRM software we secured £¾ million investment to expand the team and help develop new technology. Shownotes:

  • The rules and typical timescales for bringing a CRM into your accounting firm
  • Critical success factors for accounting firms when implementing CRM
  • Why a dedicated CRM manager is vital for accounting firms 'on the ground'
  • The role that culture plays in successful adoption of a CRM system in an accounting firm
  • The key difference between compliance and advisory work for accountants when it comes to CRM
  • How CRM helps accountants deliver and sell more advisory services
  • The power of an upsell cross-sell matrix and gap analysis given by an accounting firm CRM
  • What the CRM of the future will look like for accountants
  • A relationship tree of 'who knows who' in accounting firms helps internal referrals and cross-sales
  • Why smaller accounting firms have a bigger CRM challenge than larger ones
  • It's a bad idea for accounting firms to build or invest in their own bespoke CRM

Simon Leek on the BD Academy Accounting Influencers podcast with Rob BrownSimon loves motorsport. He is a dad mechanic, helping his son, Joe, compete in kart racing. Joe is SouthWest champion for 2019, though Simon admits his CRM skills far exceed his ability to fix a broken go-kart! He is also a keen boating enthusiast and lives on the coast in Falmouth, Cornwall, UK. Contact Simon below:

https://www.linkedin.com/in/simonleek/

Phone: (44) 203 598 0898

www.fibrecrm.com

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About the Podcast

Accounting Voices Podcast
Accounting Voices helps people in the accounting world stay relevant visible and vocal. Host Rob Brown interprets trends reshaping the profession and gives listeners insight to build authority influence and a stronger voice in firms and markets.
Accounting Voices, hosted by Rob Brown, helps decision makers and leaders in accounting and finance stay relevant, visible and vocal in a profession being reshaped by technology, private equity, regulation and shifting client expectations. Each episode interprets the trends disrupting accounting and finance such as AI, automation, M&A, talent and the move to advisory and translates them into practical insight that strengthens authority and influence.
Accounting Voices is also a platform for the wider ecosystem of networks, associations, educators, consultants, software vendors and technology experts who serve accountants and finance professionals worldwide. It extends into regular Accounting Voices networking sessions that connect this audience and amplify ideas that move the profession forward. With its international reach and long shelf life the show delivers credibility and commercial value for listeners and sponsors alike. Search for "Accounting Voices" on YouTube for all episodes and connect with Rob Brown on LinkedIn to find out more: https://www.linkedin.com/in/therobbrown

About your host

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Rob Brown

ob Brown is the creator and host of the Accounting Voices Network, a media platform that includes the flagship solo podcast Accounting Voices and the panel shows Accounting M&A and Accounting Tech. He chairs conferences, panels and virtual events worldwide and is recognised as a leading advocate for the accounting profession.

He is an accomplished speaker and authority on trust, reputation, employer brand, talent, succession, executive presence and the forces shaping the future of accounting. Rob is the author of the bestselling book Build Your Reputation (Wiley) and his TEDx talk The Personal Brand of You has been viewed more than 400,000 times.

A former co-founder of the Accounting Influencers Roundtable, Rob now focuses on amplifying the voices of leaders, firms, networks, vendors and influencers across the global accounting ecosystem.

Outside of work he is a stroke survivor, lives with epilepsy, holds a black belt in kickboxing and is based in Nottingham, UK. He plays chess and backgammon, loves orange chocolate and is allergic to grapefruit.