Episode 33

Guest Interview Highlights: Henry Waddilove (MD at Novus Business Connections)

Published on: 20th October, 2021

Episode 33. On today's episode, Rob Brown of the Accountants Influencers Podcast interviews Henry Waddilove of Novus on how accounting firm telemarketing creates high quality appointments.

Henry Waddilove is MD of Novus Business Connections, a leading accounting and professional service firm focused high-level telemarketing company. Their clients range from top 10 UK accountants to regional, niche boutiques. However, the objective always remains the same - to assist in growing new business opportunities in a targeted and measurable way.

Justin, Henry’s business partner and father comes with 18 years at Sales Director level from practices such as Moore Stephens, Kingston Smith to but a few as so they have real life experience on ‘the other side of the fence’.

When not working, Henry seems to be busy organising his next adventure, most recently back from a 3 week African rally, driving down to the bottom on the Sahara Dessert in a London taxi, all in the name of charity. Having had to postpone his wedding once, he feels this will be the next adventure.

Key shownotes from the whole interview include:

▶ Why an accounting firm would need to work with a telemarketing and appointment generating partner

▶ The two warning signs in accounting firms that mean external help is needed to create appointments

▶ The most common approaches accounting leaders have to work with their marketing teams

▶ The number one thing that separates the good accountants from the great ones

▶ What the best accounting firms possess that the average ones struggle with

▶ Why referrals are not always the best source of new business for accountants

▶ The challenges accountants face in generating new business opportunities

▶ The main area accounting firms and accountants haven't evolved as much as required

▶ Where the best growth and new business opportunities lie for accountants post-covid

▶ Where accounting firms struggle with inhouse expertise and capacity to win new work

▶ The three aspects of a successful telemarketing campaign for new accounting firm leads

▶ The importance of up to date and relevant data to drive new business conversations

▶ The missing piece of pipeline management for accountants - what they often fail to do

▶ What accountants still need to do once they get in front of an interested prospect

▶ The face to face vz remote/virtual dilemma in how accountants meet with potential clients

▶ Why video meetings can increase appointment generation and closing rates for accountants

▶ The impact of only 20% of B2B buyers wanting to return to 'in person' sales meetings

▶ A few non-work tips to tee up a productive day and some end-of-day wind-down ideas

▶ The biggest frustration in working with accounting firms to win new business clients

▶ The most exciting changes coming up for the accounting profession in the next few years

Guestname on LinkedIn: https://www.linkedin.com/in/waddilove/

Guestname website: https://www.novus-bc.com/telemarketing-for-accountants/

NOTE TO LISTENERS:

This is a condensed highlights version of the full interview (usually 20-30 mins long), which you can catch as a bonus episode at the weekend.

Martin and Rob love to hear from the show's 5000+ listeners in 138 countries around the world. If you have any questions, suggestions, comments or success stories, just type sayhi.chat/aip into your browser and leave us a quick and easy voice message. We may just feature you on the show!

Next Episode All Episodes Previous Episode

Listen for free

Show artwork for Accounting Voices Podcast

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

Profile picture for Rob Brown

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.