Articles
From our Business Experts
The Art of the Upsell
Accounting and bookkeeping professionals as well as lawyers have great difficulty identifying themselves as sales people. “It’s not professional to sell to your client” is a constant refrain. Yet, in the real world new customers and clients need to be ‘sold’ on using your services..
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Menu pricing: does it work
Adam Smith, the father of economics, believed that economic progress was most possible by the division of labor into specialist groups. That an organization could be hugely more efficient by breaking down production processes into many small tasks, performed by specialists. Facebook does it; users can tweak filters to see only the content they want to consume..
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Chasing New Revenue Streams
Add new revenue streams to your firm or practice! How many time shave you had that headline dumped into your email inbox? It’s the current mantra of vendors, trainers, consultants and, yes, even membership sites and professional associations..
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Baby Boomers move over!
Demography can be a dry discipline but there is no doubt that big demographic trends can make or break an accounting and bookkeeping firm. It’s been all about Boomers; now it’s time to move on. It’s all about Millennials. In Australia and in the USA, Millennials have surpassed baby boomers as the largest living generation.
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Build your team
As digital transformation takes over the world, accounting, bookkeeping service providers everywhere need to change to survive, developing new capabilities that can drive competitiveness and growth. But what does this really involve and how do you succeed…
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Customer Lifetime Value
Disruption is everywhere. Some of its good – think of Uber eats, shopping around for a hotel deal, news fees onto the smart phone, Netflix bringing you the latest movies into your living room. Some of it not so good: the list is getting longer and so is the anxiety level of accounting and bookkeeping professionals who struggle to keep up with technology-driven changes……
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Take Off for the Land Grab
Rather than business-as-usual, 2018 is going to see a flight, not to safety, but potentially, to a more fertile land for software providers: the land of the gig economy. This is where the growth is in our broader economy – Uber drivers, food service delivery like Deliveroo, Foodora, Menulog and Uber Eats.
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Expanding Your Capability
There’s a strong push across accounting and bookkeeping sectors to be more efficient and to increase productivity by using tech tools; that’s perfectly fine. The bigger picture however lies within…..
.
What is Success?
Be wary of straight line projections for your firm or business as there is seldom a straight line to success. Consider for example start-up founders who, when facing a potential funder, make projections (often) based on an unrealistic percentage growth each year….
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Meeting the Challenge
Technical skills need to be augmented and supplemented by what we call by the misnomer ‘soft skills’.
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Cryptocurrencies: Be Afraid
What is a cryptocurrency and why should we care? Before dismissing it as another fad, consider that Fast Food giant Burger King has partnered with blockchain platform Wave to launch its own crypto-currency in Russia called WhopperCoin…
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Why this? Why you? Why now?
A majority of firms who we class as high performing firms (download survey study) target existing customers to upsell higher value or advisory services. It makes intuitive sense because questions asked by a prospect you have not worked will often be focused on the negative.).?….
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Articles on Best Practice
The Art of the Upsell
Accounting and bookkeeping professionals as well as lawyers have great difficulty identifying themselves as sales people. “It’s not professional to sell to your client” is a constant refrain. Yet, in the real world new customers and clients need to be ‘sold’ on using your services..
.
Menu pricing: does it work
Adam Smith, the father of economics, believed that economic progress was most possible by the division of labor into specialist groups. That an organization could be hugely more efficient by breaking down production processes into many small tasks, performed by specialists. Facebook does it; users can tweak filters to see only the content they want to consume..
.
Chasing New Revenue Streams
Add new revenue streams to your firm or practice! How many time shave you had that headline dumped into your email inbox? It’s the current mantra of vendors, trainers, consultants and, yes, even membership sites and professional associations..
.
Baby Boomers move over!
Demography can be a dry discipline but there is no doubt that big demographic trends can make or break an accounting and bookkeeping firm. It’s been all about Boomers; now it’s time to move on. It’s all about Millennials. In Australia and in the USA, Millennials have surpassed baby boomers as the largest living generation.
.
Build your team
As digital transformation takes over the world, accounting, bookkeeping service providers everywhere need to change to survive, developing new capabilities that can drive competitiveness and growth. But what does this really involve and how do you succeed…
.
Customer Lifetime Value
Disruption is everywhere. Some of its good – think of Uber eats, shopping around for a hotel deal, news fees onto the smart phone, Netflix bringing you the latest movies into your living room. Some of it not so good: the list is getting longer and so is the anxiety level of accounting and bookkeeping professionals who struggle to keep up with technology-driven changes……
.
Take Off for the Land Grab
Rather than business-as-usual, 2018 is going to see a flight, not to safety, but potentially, to a more fertile land for software providers: the land of the gig economy. This is where the growth is in our broader economy – Uber drivers, food service delivery like Deliveroo, Foodora, Menulog and Uber Eats.
.
Expanding Your Capability
There’s a strong push across accounting and bookkeeping sectors to be more efficient and to increase productivity by using tech tools; that’s perfectly fine. The bigger picture however lies within…..
.
What is Success?
Be wary of straight line projections for your firm or business as there is seldom a straight line to success. Consider for example start-up founders who, when facing a potential funder, make projections (often) based on an unrealistic percentage growth each year….
.
Meeting the Challenge
Technical skills need to be augmented and supplemented by what we call by the misnomer ‘soft skills’.
.
Cryptocurrencies: Be Afraid
What is a cryptocurrency and why should we care? Before dismissing it as another fad, consider that Fast Food giant Burger King has partnered with blockchain platform Wave to launch its own crypto-currency in Russia called WhopperCoin…
.
Why this? Why you? Why now?
A majority of firms who we class as high performing firms (download survey study) target existing customers to upsell higher value or advisory services. It makes intuitive sense because questions asked by a prospect you have not worked will often be focused on the negative.).?….
.
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