Episode 166

Business Growth & Selling Tips for Ambitious Accountants

Published on: 5th August, 2021
Nevil Tynemouth runs New Results to professional services organisations improve their selling and business development activities. This covers engaging, winning and developing clients plus becoming confident and competent in selling and business development. This involves maximising relationships, becoming the trusted adviser and building trust with new and existing clients. He was involved in launching two of the UK’s most familiar brands in Dyson and BlackBerry, and has worked as part of FTSE100 companies management teams for over a decade and in sales for 25 years. He is the author of “Sales Success on LinkedIn” and is recognised as an excellent facilitator, bringing new ideas, methods and approaches to life for those he works with. Inspiring business owners, partners, directors and their teams with real world practical tools to help their selling and business development activity. Selected shownotes:
  • The key difference between sales, marketing and business development for accountants
  • Why service professionals don't like words like sales and selling, and how to overcome this
  • How sales has changed over the years with technology but not with relationships
  • Why buyers of professional services are so much more educated now than before
  • What accountants must do to relate better to prospects buying their services
  • The one thing many accountants miss when communicating value to their clients
  • The biggest quality that separated the great accountants from the good or average ones
  • How coachable accounting professionals are and what helps improve their skills to win work
  • Why everyone in an accountancy firm has some responsibility to do business development
  • The vital role of accounting firm leadership in defining what good looks like in winning work
  • The single biggest challenge accountancy practices struggle with if they want to grow
  • What those accounting firms who are winning good business are doing really well right now
  • The old-fashioned approach that works best for accountants to develop new business opportunities
  • The scripts vz frameworks dilemma for accountants when phrasing sales and BD questions
  • The mistake most accounting professionals make when asking for referrals
  • A brilliant strategy to help accountants save huge amounts of time with proposals and pitches
  • How accountants can overcome a lack of time to do business development in their firm
  • The importance of quarterly business development plans for accountants
  • The difference between new clients and more business from existing clients for accountants
  • The one thing accountancy leaders can do to bring more business for their accounting firm.
Connect with Nevil on LinkedIn
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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.