Accounting Influencers Podcast Martin Bissett & Rob Brown

Episode 20. In today's episode, Rob Brown interviews Bill Reeb and Tommye Barie on "People Development Tips for Growing Accounting Firms."

Tommye Barie is a recently retired partner of one of the 100 largest full-service accounting and consulting firms in the US. Her thought leadership on culture, strategy and innovation led to Tommye being recognized as one of the 100 most influential people in the accounting profession, as published in Accounting Today.

She is a past Chair of the Board of the American Institute of CPAs and is actively involved in the international accounting profession. She currently represents the United States as a board member of the International Federation of Accountants (IFAC). The IFAC is a global organization supporting the development of and promoting the adoption and implementation of high-quality international standards.

Bill Reeb is a CPA and has been consulting for three decades in the areas of strategy, leadership and change management. He d became a CPA in 1986. An award-winning public speaker, Bill and his partner, Dom Cingoranelli, have co-authored Securing the Future: Building Your Firm’s Succession Plan and Securing the Future: Implementing Your Firm’s Succession Plan.

Bill is past Chair of the Board of the AICPA, is a current and past member of the Board of Directors and Council, and past Commissioner on the National Accreditation Commission. He also serves as an advisory board member to several organizations, including CPAFMA.

Accounting Today has recognized his efforts by listing him as one of the Top 100 Most Influential CPAs. CPA Magazine has named him as one of the Top 100 Most Influential Practitioners, and Inside Public Accounting has listed him as one of the top 10 most recommended CPA firm consultants.

Key takeaways from this episode include:

➤ Proof that accountants are actually 'people people' and why accountants are actually NOT unique in what they do

➤ The problem of accountability in professional firms and the importance of knowing who your real boss is

➤ The biggest shortcoming in professional firms of any size

➤ The vital role of competences for people development in accounting firms

➤ The problem caused by accounting fee-earners being technically strong or soft skills strong, but not both

➤ What will happen to those accountants who are not willing or able to be coached or developed in their firm

➤ Why people's goals should be tied to performance in an accounting firm

➤ The big reason most accountants don't know how to manage people

➤ The 5 core skills that modern day accountants need to be successful

➤ What gets 70% of accountants promoted and what makes 80% of them fail

➤ The role of culture in developing a coaching, development mentality in accounting firms

➤ The one thing that makes you money in your accounting role

➤ Why 'not having the time' is a bad excuse for professionals who avoid doing what needs doing in a firm

➤ The difference between subjective and objective goals for accounting professionals

➤ What leaders in professional firms are really responsible for

➤ Exactly what accountability means when leading and managing your people

➤ Why self motivation doesn't work in professional firms who want to grow

➤ What makes performance evaluations or development reviews fail in professional service firms

➤ The biggest challenge growing accounting firms face in developing their people

➤ The two main areas that require investment in the future for accounting firms to succeed

➤ Why technology is now a key component of the accounting qualification, at least in the US

➤ Why accountants must move from the data and information space to the knowledge and decision space

➤ Why the accounting profession is the greatest there is

➤ What causes complacency and lack of change in accounting firms

Tommye has always placed importance on leveraging her leadership skills and experiences to influence the

Episode XX. In today's news episode, we discuss "What Works for Accountants on Handling Price Sensitivity."

Episode 19. In today's practical episode, "What Works for Accountants on Handling Price Sensitivity." With ever more discerning buyers and knowledgeable purchasing, what hope for accountancy professionals who feel their prospects and clients are always looking for the best deal/lowest price?

Key takeaways from this episode include:

➩ the fallacy for accountants of thinking that deals and engagements frequently come down to price

➩ the implication for accounting professionals of price being the main differentiator between them and their competition

➩ what accountants have completely failed to do if a potential client is making their decision to hire based solely on price

➩ why the pricing conversation is relevant not just for new business opportunities but for existing clients and cross-selling services

➩ the one thing few accounting firms will ever admit when they bring on a new client, and why it's false

➩ what 'demonstrating expertise and value to a business' really looks like for an accountant, and what it most definitely isn't

➩ what most new clients are actually investing in when they hire a new accountant or engage an accountancy practice to help them

➩ how the prospect of a better future and a better now drives new clients to seek value and results over price

➩ why pricing education for accountants is not about turning them into sales people, although selling and persuading remains vital for accounting professionals

➩ what accounting practitioners can practically do to eradicate pricing sensitivity from their sales conversations

➩ how accountants and CPAs can make their proposition more compelling to their prospects and existing clients

➩ the importance of caring and curiosity for accountants and CPAs who want to succeed in practice

➩ why accounting practitioners must see pricing sensitivity as a symptom and not a cause, and what that difference is

➩ the role of storytelling, proof and the ability to paint the picture of a better future are all vital for accountants who want to win more business

NOTE TO LISTENERS:

The Accounting Influencers Podcast is a CPE-accredited daily radio-style show with four segments coming out every Monday which are repeated on the other 4 weekdays as standalone episodes, plus a bonus 'from the client's perspective' episode on Saturdays. On Sundays, listeners get a short min trailer for the coming week's episodes.

Every Tuesday the show gives you a relevant news topic from the accounting and fintech world with a direct application to accountants, CPAs and bookkeepers. Great to stay informed and build your commercial acumen.

Every Wednesday and Friday, we feature an uncut interview with top authors, leaders, thinkers and performers in the accounting and fintech world.

Every Thursday the show gives you a practical 'here's what works' tips concerning a key challenge, need or strategy for accountants, CPAs and bookkeepers. Great to stay current and keep your skills topped up.

Finally, every Saturday gives listeners a bonus episode which focuses on the buyers of accounting services - the clients themselves. In particular how they feel, react to and experience their interactions with accountants. That includes why they buy or don't buy, why they move or stay and why they think how they think about you, your firm, your prices and your offerings.

Martin and Rob love to hear from the show's 20,000 unique listeners in 144 countries around the world. If you like the show, leave a review wherever you listen, and please recommend the show to your friends and colleagues.

Episode 18. In today's interview, "Strategic Tech Decisions in Accounting with Jeremy Hyman."

Jeremy Hyman began his career with a top-50 firm of accountants in London, where he chaired the UK200 IT Group, produced the first document management system for accountants, and developed an IT business within the firm. He went on to establish and operate an IT services business before returning to his consulting roots and founding Jeremy Hyman Associates in 2017.

Key takeaways from this episode include:

➯ Why external advice and governance helps accounting firms make better tech decisions

➯ The reason why covid has shown how much more agile accountants are than they're given credit for

➯ The major mistakes accountancy firms have made in the covid pandemic and how complacency has led to the downfall of some

➯ Why new entrants to accountancy often struggle with the slow and backward technology in many firms

➯ The frustration caused by 'irresponsible' technology and software vendors in accounting firms

➯ How the smaller software vendors are more open to shared technology and more collaboration

➯ The threats faced by legacy vendors from more open and flexible solutions who supply professional firms

➯ The main challenges faced by accounting firms when choosing to invest in certain technologies

➯ The single biggest challenge most partners face in driving change in their accounting firm

➯ The cost of being fiercely independent in offering advice to accounting firms in the fintech world

➯ The adverse impacts accountancy firms suffer if they make mistakes with their big technology projects

➯ The dangers of for accounting leaders of making 'monolithic' technology investments for their firm

➯ Why even the best technology fails if adoption, training and adoption is poor across the firm

➯ 3 killer questions to ask accounting firm tech vendors to ensure you are making a good decision to invest

➯ How covid has flattened the world and allowed more international collaboration with tech

➯ The biggest challenge accounting firm leaders have with introducing new technology

➯ How to differentiate between those people in your accounting firm who 'get' technology and advancement, and those who don't

➯ What accounting firms should be spending their money on when it comes to tech investment

➯ The key things that the most successful accounting firms are doing that stands them out

➯ Why technology is actually NOT the solution for everything and how it diminishes the human element

➯ Words of encouragement for accounting professionals and leaders to make good strategic technology decisions in uncertain times.

Jeremy combines a thorough understanding of professional firms, a sound grasp of technical disciplines, and a pragmatic and effective approach to provide technology leadership and guidance to larger firms of accountants.

Contact Jeremy here:

Website and blog http://www.jeremyhyman.co.uk/

LinkedIn: https://www.linkedin.com/in/jeremyhyman/

NOTE TO LISTENERS:

The Accounting Influencers Podcast is a CPE-accredited daily radio-style show with four segments coming out every Monday which are repeated on the other 4 weekdays as standalone episodes, plus a bonus 'from the client's perspective' episode on Saturdays. On Sundays, listeners get a short min trailer for the coming week's episodes.

Every Tuesday the show gives you a relevant news topic from the accounting and fintech world with a direct application to accountants, CPAs and bookkeepers. Great to stay informed and build your commercial acumen.

Every Wednesday and Friday, we feature an uncut interview with top authors, leaders, thinkers and performers in the accounting and fintech world.

Every Thursday the show gives you a practical 'here's what works' tips concerning a key challenge, need or strategy for accountants, CPAs and bookkeepers. Great to stay current and keep your skills topped up.

Finally, every Saturday gives listene

Episode 17. In today's news episode, we discuss "Top 5 Biggest Challenges via Institute of Financial Accountants."

Really interesting points arising from a piece via AccountancyAge reviewing 2021 for the accountancy profession and the challenges firms have faced. All of these will loom larger in 2022.

Key takeaways from this episode include:

＞how the IFA has looked back at 2021 and looked forward to 2022 to see how the accounting profession has adapted to all that has happened

＞asking how accountants as a breed cope with change and can be agile and adaptive

＞the number one driver what generally tends to cause the most change and adaptation in accountancy

＞"As the year is drawing to a close, there is a growing expectation that many of these temporary adaptations will now become embedded in long-term business operations. This has resulted in the changing face of many business practices and a pivoting of services in order to survive."

＞the impact of Brexit, not just in the UK but throughout the world, and how it has created international business opportunities for accountants

＞"Evidently, the UK’s exit from the EU has created necessary demand and opportunities for practice outside of its borders."

＞how digital tech is transforming accounting and which technologies are adding most value to accountancy firm and their clients

＞"Digital transformation has continued, as the sector looks at ways to further embrace the digital shift and seize the opportunities that emerging technology presents."

＞why the day-long accountants training course has given way to more bite-size learning approaches for CPE or CPD and skills training

＞some of the various legal and regulatory changes accountants must stay current on, and how this affects their bandwidth for other things like innovation

＞the expanding threat to accountants and their clients of money laundering and fraud, leading to opportunities in cyber-security

＞"The pandemic has only served to exacerbate the growing problem of fraud, and as it has shown no signs of abating throughout 2021, neither have the efforts of fraudsters in finding new ways of operating."

＞why climate change represents significant opportunities for accountants with ESG and CSR initiatives becoming increasingly relevant

＞"As 2021’s door shuts and 2022’s opens, one thing now placed at the top of everyone’s agenda is tackling climate change, as businesses focus more on their impact on society and the environment."

＞the 'burning platform' of environmental and social governance in the light of COP26 summit and what it means for the businesses that accountants and CPAs serve

＞what the more proactive accounting professionals will be doing to capitalise on these challenges.

NOTE TO LISTENERS:

The Accounting Influencers Podcast is a CPE-accredited daily radio-style show with four segments coming out every Monday which are repeated on the other 4 weekdays as standalone episodes, plus a bonus 'from the client's perspective' episode on Saturdays. On Sundays, listeners get a short min trailer for the coming week's episodes.

Every Tuesday the show gives you a relevant news topic from the accounting and fintech world with a direct application to accountants, CPAs and bookkeepers. Great to stay informed and build your commercial acumen.

Every Wednesday and Friday, we feature an uncut interview with top authors, leaders, thinkers and performers in the accounting and fintech world.

Every Thursday the show gives you a practical 'here's what works' tips concerning a key challenge, need or strategy for accountants, CPAs and bookkeepers. Great to stay current and keep your skills topped up.

Finally, every Saturday gives listeners a bonus episode which focuses on the buyers of accounting services - the clients themselves. In particular how they feel, react to and experience their interactions with accountants. That includes why they buy or don't buy, why they move or stay an

Episode 16. On this week’s Accounting Influencers Podcast:

➜ News - Martin & Rob discuss "Top 5 Biggest Challenges via Institute of Financial Accountants." Really interesting points arising from a piece via AccountancyAge reviewing 2021 for the accountancy profession and the challenges firms have faced. All of these will loom larger in 2022.

➜ Special Guest Interview: "Strategic Technology Decisions in Accounting." Rob Brown interviews Jeremy Hyman, technology strategist, on how large accounting firms can make better strategic decisions when it comes to technology.

➜ Here's What Works: Martin Bissett shares practical advice and tips for accounting practitioners on "What Works for Accountants on Handling Price Sensitivity." With ever more discerning buyers and knowledgeable purchasing, what hope for accountancy professionals who feel their prospects and clients are always looking for the best deal/lowest price?

➜ Expert Interview: "People Development Tips for Growing Accounting Firms." Bill Reeb & Tommye Barie of Succession Institute tell Accounting Influencers host Rob Brown why people development matters for accounting firms & CPAs, plus how accountancy leaders can best upskill them.

For full shownotes on these segments, check out the stand-alone episodes coming out this week and outlined on the days below.

NOTE TO LISTENERS:

The Accounting Influencers Podcast is a daily radio-style show with four segments coming out every Monday which are repeated on the other 4 weekdays as standalone episodes, plus a bonus 'from the client's perspective' episode on Saturdays . On Sundays, listeners get a short min trailer for the coming week's episodes.

Every Tuesday the show gives you a relevant news topic from the accounting and fintech world with a direct application to accountants, CPAs and bookkeepers. Great to stay informed and build your commercial acumen.

Every Wednesday and Friday, we feature an uncut interview with top authors, leaders, thinkers and performers in the accounting and fintech world.

Every Thursday the show gives you a practical 'here's what works' tips concerning a key challenge, need or strategy for accountants, CPAs and bookkeepers. Great to stay current and keep your skills topped up.

Finally, every Saturday gives listeners a bonus episode which focuses on the buyers of accounting services - the clients themselves. In particular how they feel, react to and experience their interactions with accountants. That includes why they buy or don't buy, why they move or stay and why they think how they think about you, your firm, your prices and your offerings.

Martin and Rob love to hear from the show's 19000+ unique listeners in 144 countries around the world. If you like the show, leave a review wherever you listen, and please recommend the show to your friends and colleagues.

Trailer - coming up this week on the daily radio-show style Accounting Influencers Podcast with Martin Bissett & Rob Brown:

➜ Monday: hear the full show with the best bits of accounting/fintech news, two expert interviews and practical tips for accounting professionals in the 'here's what works' segment.

➜ Tuesday: News - Martin & Rob discuss "Top 5 Biggest Challenges via Institute of Financial Accountants." Really interesting points arising from a piece via AccountancyAge reviewing 2021 for the accountancy profession and the challenges firms have faced. All of these will loom larger in 2022.

➜ Wednesday: "Strategic Technology Decisions in Accounting." Rob Brown interviews Jeremy Hyman, technology strategist, on how large accounting firms can make better strategic decisions when it comes to technology.

➜ Thursday: Here's What Works: Martin Bissett shares practical advice and tips for accounting practitioners on "What Works for Accountants on Handling Price Sensitivity." With ever more discerning buyers and knowledgeable purchasing, what hope for accountancy professionals who feel their prospects and clients are always looking for the best deal/lowest price?

➜ Friday: "People Development Tips for Growing Accounting Firms." Bill Reeb & Tommye Barie of Succession Institute tell Accounting Influencers host Rob Brown why people development matters for accounting firms & CPAs, plus how accountancy leaders can best upskill them.

➜ Saturday: a short bonus episode from the client's perspective - "Why Didn't They Buy Part 4 - Struggling to Close the Deal." Great CPE or CPD for accountants with tips on preventing deals from stalling, avoiding ghosting from prospects and getting deals to close.

➜ Sunday: a short trailer for next week's episodes - a teaser of what's coming up on the show in the next seven days.

NOTE TO LISTENERS:

The Accounting Influencers Podcast is a CPE-accredited daily radio-style show with four segments coming out every Monday which are repeated on the other 4 weekdays as standalone episodes, plus a bonus 'from the client's perspective' episode on Saturdays . On Sundays, listeners get a short min trailer for the coming week's episodes.

Every Tuesday the show gives you a relevant news topic from the accounting and fintech world with a direct application to accountants, CPAs and bookkeepers. Great to stay informed and build your commercial acumen.

Every Wednesday and Friday, we feature an uncut interview with top authors, leaders, thinkers and performers in the accounting and fintech world.

Every Thursday the show gives you a practical 'here's what works' tips concerning a key challenge, need or strategy for accountants, CPAs and bookkeepers. Great to stay current and keep your skills topped up.

Finally, every Saturday gives listeners a bonus episode which focuses on the buyers of accounting services - the clients themselves. In particular how they feel, react to and experience their interactions with accountants. That includes why they buy or don't buy, why they move or stay and why they think how they think about you, your firm, your prices and your offerings.

Martin and Rob love to hear from the show's 20,000+ unique listeners in 144 countries around the world. If you like the show, leave a review wherever you listen, and please recommend the show to your friends and colleagues.