Episode 121

The Power of Frameworks to Help Accountants Sell More

Published on: 24th September, 2020

Geraldine Carter is the founder of She Thinks Big Coaching, where she helps CPAs get out of the accounting rut. She is also the host of the podcast "Smart Strategy for CPAs". Her cashflow forecasting models have resulted in millions of dollars for climate change efforts. Shownotes:

  • How the tsunami of covid has affected the world of accountants and CPAs
  • Why NOW is actually a great time to be an accountant
  • How coachable accountants are as a breed and how receptive they are to change
  • What attracts accountants and CPAs to the accounting profession and why it attracts certain types of people
  • The number one biggest challenge accountants and CPAs are facing right now
  • The 'tall poppy syndrome' - why some accountants and CPAs are reluctant to stand out
  • What makes most accounting firms look and sound the same, and have the same kind of websites claiming the same things
  • Does complacency (having a recurring fee business model) play a part in accountants being reluctant to change?
  • The main trap that accountants and CPAs get into that causes inertia and lack of growth
  • The problems that arise when accountants and CPAs don't think like business owners with their clients
  • The definition of a framework and why they are so important for accountants to best serve their clients
  • The mistake accountants and CPAs make by giving away so much expertise
  • Why a lack of process and framework for accountants and CPAs stops them from properly adding value to clients
  • How accountants and CPAs can enhance the value they offer clients by a factor of 5 to 10
  • What getting your life back from working way to many hours looks like for accountants and CPAs
  • How a framework helps accountants and CPAs position advisory services beyond low margin compliance work
  • The main thing clients want from accountants and CPAs that most professionals get wrong
  • The risks larger accounting firms are facing in not empowering younger talent to be more entrepreneurial
  • The restraints that stifle the growth of professional firms
  • Advice for leaders in accounting firms to better develop and keep their entrepreneurial talent
  • Shout out to Rob Brown's TEDx talk on YouTube 'The Personal Brand of You'
  • The danger for accountants and CPAs of competitors being able to copy or claim the same things they do
  • What accountants and CPAs need to do to stand out as experts in their chosen verticals, niches or sectors
  • How accountants and CPAs can identify their best verticals, niches or specialist areas to work in

Geraldine Carter on the Accounting Influencers podcast with BD Academy founder Rob Brown

In her free time, Geraldine can be found mountain biking forested trails or running after her two small children in her hometown of Missoula, Montana USA. Contact her here:

Website and blog

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.