Episode 160

Busting Common Myths About Accounting Advisory Services

Published on: 24th June, 2021

Mark Jenkins has over 20 years in Public Practice in New Zealand. In 2014, he sold his firm so that he could focus on his true passion - helping accountants to accelerate small business success. Mark joined forces with Viv Brownrigg, together creating The Gap Portal so accounting firms throughout NZ, Australia and the UK can use business development content to maximise income without having to re-invent the wheel. Selected shownotes:

  • A simple definition of client engagement for accountants and how important it is to keep clients attracted to your firm
  • Why loyalty is breaking down with accounting clients and what accountants must do to stay relevant
  • The many upsides of having enthusiastic, engaged clients for not just revenue and loyalty but recruitment and succession
  • The disconnect between technical advisors like accountants and entrepreneurial business owners and how to bridge this
  • How client engagement has changed over the years for accountants and what implications this has for the changing roles of advisors
  • The problems accountants incur in giving away their advice for free by not engaging their clients properly
  • What being proactive really looks and sounds like for the 'best in class' accountants
  • Why the accountant-client relationship will never go back to 'normal' after the pandemic, and how professional firms must adjust
  • Where good client engagement really starts and the 5 levels of change accountants must go through
  • How mindset defines how accountants can optimally engage with clients and be proactive in their client relationships
  • The technique of habit stacking for accountants who want to be more productive and proactive with clients
  • How accountants can create the time to serve clients better and get around the 'I'm too busy' excuse
  • 5 rules for accountants to run better (more productive and lucrative) meetings with their clients
  • The different kinds of client engagement meetings that accountants should know about and be having.

In his downtime, Mark likes nothing more than getting up at the crack of dawn, pulling out his kayak, catching, filleting and BBQing his catch of the day. Contact him here:

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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.