Episode 96

Marketing & Pricing Mistakes Made by Accounting Firms

Robin Waite is a business coach and author of Take Your Shot. He works with accounting firms and the small businesses they serve, specialising in marketing, pricing and productising. Shownotes:

  • Why accounting is a better profession to be in today than ever before
  • How unregulated accountants operating in the market are potentially dangerous specially to small businesses
  • How some accountants are crossing over to consultancy in the accountancy field
  • The mistake accountants make when trying to coach or advise business clients
  • The PITAF scale explained and how it helps with generating accounting firm revenue
  • How the wrong kind of clients can take up a disproportionate amount of support time for accounting firms
  • The #1 reason why accounting firms should qualify their clients before taking them on
  • Why benchmarking competitor pricing is a huge mistake for accountants
  • How charging higher fees actually takes out some of an accounting firm's competition
  • The benefits to accounting firms of productising their services into deliverable packages offered to clients in order to qualify
  • What's wrong with the word 'marketing'
  • What makes referrals the #1 new business source for accountants
  • The big marketing tool that is overlooked by most accounting firms
  • Accountants - why focusing on your website might not be the best idea
  • Why cash flow actually isn't the biggest problem for small businesses
  • What an accounting firm should invest in if it has some cash in the bank
  • The critical difference between coaching and mentoring
  • How coachable are accountants compared to other professionals?
  • The one thing that stops many business owners being more courageous

Robin Waite on the Accounting Influencers podcast with BD Academy founder Rob BrownOutside work, Robin loves surfing and road cycling. A keen DIY enthusiast, he has a goal to help remove 100kg of plastic from the World’s Oceans via a charity he supports – 4Ocean. Contact Robin here:

Phone: (44) 7980305728

Check out his website here

Email him at robin@robinwaite.com

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About the Podcast

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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.

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About your host

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Rob Brown

Rob Brown is the founder and host of the Accounting Voices Podcast, the flagship solo show of the Accounting Voices Network. Each episode offers sharp analysis and commentary on the trends, ideas and people shaping the global accounting profession.

Through this Accounting Voices Podcast, Rob helps accounting firm leaders, decision makers and professionals stay relevant and make sense of disruption in areas like AI, automation, M&A, private equity and soft skills beyond the tech. His perspective blends clarity, insight and curiosity, making complex issues relevant and practical for professionals and decision makers across accounting and finance.

He also leads two monthly panel shows, Accounting M&A and Accounting AI, which bring together senior voices to explore consolidation, strategy and the impact of technology on firms and people.

Rob is the author of the bestselling book Build Your Reputation (Wiley) and a TEDx speaker whose talk The Personal Brand of You has more than 400,000 views. Over his career he has hosted and moderated more than 1,000 conversations with accounting and fintech leaders worldwide.

Based in Nottingham UK, Rob is a stroke survivor living with epilepsy, a black belt in kickboxing, a decent chess player and an average player of four musical instruments.