Episode 131

The Two Best Sources of New Business for Accountants

Published on: 3rd December, 2020

Barbara Koenen is the author of the book Beyond Billable Hours and Global Head of Business Development and Marketing at Al Tamimi, the largest law firm in the Middle East. She is based in Dubai and has 10 years of business development and marketing experience in the professional services industry.

She writes regular blog posts and is very passionate about helping fee earners in professional services firms to thrive as she knows how hard it is to focus on things beyond billable hours. Shownotes:

  • Why it's hard for professionals like accountants and lawyers struggle with doing business development
  • The importance of winning business for career progression in commercial firms, and good news - it can be taught
  • The danger of copying what other people are doing to win business in your professional firm
  • Whether winning business is a team sport or more of an individual responsibility in accountancy firms
  • Where to focus first if you want to bring in new business for your accounting firm
  • The importance of networking to win business but only if you do it the right way (and the one networking thing accountants should not do)
  • How trust and relationship strength are critical factors for accountants if they want to give and receive more referrals
  • How very few partners in professional firms know exactly how many and what kind of services they provide for their clients
  • Why culture and leadership are key drivers to ensure professionals in a firm open up their clients to cross-sell and upsell services across functions and locations
  • The different ways you can identify which are your best clients to focus on and it's not just about revenue they bring to your accounting firm
  • The similarities accountants share with their clients, and how finding common ground builds more trust in a relationship
  • Questions accountants can ask of their clients to uncover cross-selling opportunities

Barbara Koenen on the Accounting Influencers podcast with BD Academy founder Rob Brown

Barbara is a mother of 2 year old Olivier, born on Christmas Day, and she is expecting another boy Christmas 2020. She is a keen golfer, sailor and skier and she loves to cook and bake. Contact her here:

Website and blog

LinkedIn

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.