Marketing & Pricing Mistakes Made by Accounting Firms - Accounting Voices Podcast

Episode 96

Marketing & Pricing Mistakes Made by Accounting Firms

Published on: 2nd April, 2020

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

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.