93 episodes

The Accounting Influencers podcast is for progressive accounting firms and the people that lead them, work in them and serve them. In each weekly episode, BD Academy founder and top accounting growth specialist Rob Brown interviews world class accounting leaders and global influencers about what makes the good accounting firms great and the good accountants world class.



Guests are either:



1. PRACTITIONERS: firm-wide leaders, managing partners, CEOs, seasoned rainmakers or top BD and marketing directors of larger accounting firms and the networks they are a part of.



2. THOUGHT LEADERS: accounting profession influencers, disrupters and thought leaders who advise, train, serve and speak into the accounting profession. Some are experts (commentators, authors, consultants). Others are in business (suppliers, vendors and partners to accounting firms).



Guests are asked questions such as:

✓ What makes the good accounting firms great?

✓ What do the progressive, thriving accounting firms do well?

✓ How are the top accounting firms standing out, winning work and achieving growth?

✓ What are the trends, stats and critical issues shaping larger accounting firms?

✓ What makes a top performer, work winner or promotable accountant in an accounting firm?



Topics discussed include growth, digital, legacy, value, leadership, succession, culture, BD, marketing, positioning, branding, differentiation, mindset, technology, recruitment, trends, disrupters and opportunities.



Show details here: https://bdacademy.pro/podcasts/



BD Academy founder Rob Brown works with larger accounting firms and sales-oriented accountants to increase their work winning or BD capability. His unique BD Academy program is a year long curriculum of inhouse training and work winning strategies that creates an army of confident, effective and strategic work winners in large accounting firms.



One top 40 accounting firm has just added £3m of new work from the BDA program (made up of advisory, compliance and cross-selling fees), which represents £20m+ in lifetime value to the firm. From their largely rural, agricultural and manufacturing client base, this represents a stellar impact on revenue.



For more about the BD Academy, and to set up a Possibility Chat with Rob to explore whether this might be a fit for you or your firm, go to https://bdacademy.pro/about/



Finally, if you’d like to be a guest on the Accounting Influencers podcast, or there’s someone you feel we should feature, connect with host Rob Brown on LinkedIn or Twitter @therobbrown.

Accounting Influencers Rob Brown

    • Careers

The Accounting Influencers podcast is for progressive accounting firms and the people that lead them, work in them and serve them. In each weekly episode, BD Academy founder and top accounting growth specialist Rob Brown interviews world class accounting leaders and global influencers about what makes the good accounting firms great and the good accountants world class.



Guests are either:



1. PRACTITIONERS: firm-wide leaders, managing partners, CEOs, seasoned rainmakers or top BD and marketing directors of larger accounting firms and the networks they are a part of.



2. THOUGHT LEADERS: accounting profession influencers, disrupters and thought leaders who advise, train, serve and speak into the accounting profession. Some are experts (commentators, authors, consultants). Others are in business (suppliers, vendors and partners to accounting firms).



Guests are asked questions such as:

✓ What makes the good accounting firms great?

✓ What do the progressive, thriving accounting firms do well?

✓ How are the top accounting firms standing out, winning work and achieving growth?

✓ What are the trends, stats and critical issues shaping larger accounting firms?

✓ What makes a top performer, work winner or promotable accountant in an accounting firm?



Topics discussed include growth, digital, legacy, value, leadership, succession, culture, BD, marketing, positioning, branding, differentiation, mindset, technology, recruitment, trends, disrupters and opportunities.



Show details here: https://bdacademy.pro/podcasts/



BD Academy founder Rob Brown works with larger accounting firms and sales-oriented accountants to increase their work winning or BD capability. His unique BD Academy program is a year long curriculum of inhouse training and work winning strategies that creates an army of confident, effective and strategic work winners in large accounting firms.



One top 40 accounting firm has just added £3m of new work from the BDA program (made up of advisory, compliance and cross-selling fees), which represents £20m+ in lifetime value to the firm. From their largely rural, agricultural and manufacturing client base, this represents a stellar impact on revenue.



For more about the BD Academy, and to set up a Possibility Chat with Rob to explore whether this might be a fit for you or your firm, go to https://bdacademy.pro/about/



Finally, if you’d like to be a guest on the Accounting Influencers podcast, or there’s someone you feel we should feature, connect with host Rob Brown on LinkedIn or Twitter @therobbrown.

    Digital Strategy & Cloud Accounting Best Practice

    Digital Strategy & Cloud Accounting Best Practice

    (https://bdacademy.pro/wp-content/uploads/2020/02/stuart-hurst.jpg)


    Stuart Hurst is a flamingo in a sea of pigeons - He stands out from the cloud, and for good reason. He was brought in to establish UHY’s cloud accounting division leading the Manchester team in September 2016. He has proved to be a transformative addition to the practice, triggering a shift in mind-set throughout the office.


    His knowledge and passion for combining accounting with technological advancements is boundless, which is paramount in an office where change has been rarely encountered and where questioning best practice is a constant challenge.


    Now Director of cloud accounting and the UHY national chair of cloud, he now manages the entire UK national roll out of cloud, and has seen the award winning team achieve platinum Xero & QBO status. Shownotes:


    (https://bdacademy.pro/wp-content/uploads/2020/02/stuart_hurst.png)


    Stuart is also a massive retro gaming fan, having several older consoles and a Pacman arcade machine which is his prize possession. You can reach him here...


    Stuart on LinkedIn (https://www.linkedin.com/in/stuart-hurst-cloud/)


    Phone: 07933 568913


    Check out his website here (http://www.uhy-uk.com)


    Email him (s.hurst@uhy-uk.com)


    To share this episode and for full shownotes and links, go here>> (http://bit.ly/2u8w8dQ)


     

    • 23 min
    Tips to Implement App Advisory In Your Accounting Firm

    Tips to Implement App Advisory In Your Accounting Firm

    Robert Davidson is a qualified accountant with a background in industry, Big 4 firms and even playing professional poker for 4 years. He has always felt clout accounting was the future, and was invited to plan and project manage the cloud rollout for a successful national accounting firm in Scotland.


    In 2019 he started Appacus App Advisory with Matt Flanagan and David Robinson at BlueHub. Their aim is to help accountants and their clients bridge the gap between operational and financial systems, and to navigate the often overwhelming app space and future-proof their practices. Shownotes:


    The parallels between professional poker players and professional accountants


    How a cloud visionary saw what was coming for cloud accounting a few years before everyone else


    Appacus is a community of forward-thinking firms to share best practice on apps and integrations


    Why accounting source systems like Quickbooks, Sage and Xero might not be the most important system for a business client


    The technology available today is making compliance much quicker and advisory more powerful for accounting firms


    Advisory for accountants is not management accounts and dashboards - it's the interpretation of that information


    For accounting clients, advisory is only value if the client can understand it and it helps them make decisions


    The accounting app landscape for accountants and their clients is overwhelming - one vendor may offer 2000 updates a year


    The required skillset of an accountant is changing rapidly to incorporate the advance of technology


    Many accounting firms are lagging with cloud accounting because they don't fully understand the benefits


    Accounting cloud apps can bring client engagement, sales processes and onboarding down from months and weeks to days


    Many accountants feel like they need to know 120% of everything before they give an answer


    The mistakes accounting firms make when doing app advisory for their clients


    Apps are simply tools to solve pain points, provide information and help people make decisions


    Is a cloud accounting specialist the best way for firms to go


    The complexities accountants face in differentiating between all the different apps when advising clients


    The skills accountants will need going forward when it comes to apps and technology


    The worst advice about app advisory that finds its way into the accounting market


    We are just touching the surface with app advisory - so many more are coming out


    Accountants - it's much better that you go to your clients with suggestions than the other way around.


    (https://bdacademy.pro/wp-content/uploads/2020/03/robert_davidson.png)


    When he’s not working, Robert loves football, walking his rescue dog Mia, travelling and meeting new friends. You can reach him here...


    Robert on LinkedIn (https://www.linkedin.com/in/robert-davidson-ba-fcca-☁🏆📈-423547b0/)


    Phone: (UK) 07535994510


    Check out his website here (http://www.vcd-fa.co.uk/)


    Email him at  robert@vcd-fa.co.uk (robert@vcd-fa.co.uk)

    • 21 min
    Marketing Strategies for High Growth Accounting Firms

    Marketing Strategies for High Growth Accounting Firms

    Lee Frederiksen is an award-winning marketer, Visible Expert®, and business strategist who helped pioneer the field of research-driven marketing.


    As the Managing Partner of Hinge, a marketing firm for the professional services industry, he draws on his Ph.D. in behavioral psychology and his CEO experience to help clients achieve high growth and profitability.


    Lee’s research on marketing and business growth has made him a recognized industry name, along with the numerous books he authored on the same topics. He been quoted in a number of mainstream publications, and he regularly speaks at major industry events around the country. Shownotes:


    Why professional services is such a complex marketing environment to study and serve


    Accountants don't enter the profession to do sales and marketing, but it's become part of their role


    The critical difference between accountancy and other professional services sectors


    Accountancy has been compliance driven for many years, which has usually made marketing easier, but this has now changed


    How the marketing game in professional services has moved on from the rainmaker model of one person winning all the work to a more team centred approach


    Distance, location and geography are is much less issues now when clients hire an accountant


    The biggest problem accountants and accounting firms have in differentiating themselves is between their ears


    There are two kinds of differentiators accounting firms can utilise to set themselves apart from their competitors


    The two biggest mistakes accounting firms make in marketing their services


    Many accounting firms think they're differentiated but in reality, their competitors look the same, say the same and do the same things


    Marketing and sales in accounting firms are so intertwined that they are often referred to as business development


    The biggest challenge inherent in developing a marketing budget for accounting firms


    What defines a high growth firm in accounting, and what they do differently or better with their marketing


    Equity partners in high growth accounting firms generate almost $1m more a year per partner than low growth firms


    Different partners and personnel should have different roles when it comes to business development that play to their strengths


    Note to accounting firm leaders when recruiting - new, younger hires want the opportunity to represent your firm on social media, so let them


    What makes a good accountant great according to professional firm marketing expert Lee Frederiksen


    What makes your client choose your firm is not the reason why they stay with you - listen to find out what that reason is


    As a 'race or breed' discover how coachable accountants are on skills like business development and marketing compared to other professionals


    It's great time to be a bold accountant, but a very dangerous time to be a conventional accountant, and here's why...


    How marketing in accounting firms has changed over the years from an administrative support function to a much more sophisticated set of skills and applications


    So much more of the buying decision happens online vz F2F and if accountants don't appear early in that conversation, they are too late to influence what happens


    Which skills high growth accounting firms are investing in to develop their people with internal and external training


    For accounting firms, there is an increase in client acqusition costs and a decrease in client loyalty, even though you may be adding more value


    It's just as important to educate your clients on the many things you can do for them as it is educating your prospects on the same thing


    Progressive, growing accounting firms are treating marketing and business development functions as an integral part of the firm


    The future trend or threat to accounting firms which necessitates a clearer than ever val

    • 30 min
    Valuable Planning & Forecasting Insights for Accountants

    Valuable Planning & Forecasting Insights for Accountants

    Laura Landmark is the co-founder of Mantle Analytics, which offers clients business insights and reporting in real-time with integrations, budgeting, dashboards and KPIs. This driver based forecasting keeps businesses future-focused and uses technology to drive value creation. Shownotes:


    The accounting world is in a very exciting place right now, although it's make or break for many accountancy firms


    How good are accountants at coping with the change and disruption currently happening in their world?


    Accountants need to be tech savvy, but more importantly to be aware of what the tech can do


    One of the biggest challenges with tech in the accounting world is getting apps and platforms to talk to each other


    Why automation is so important for accountants when producing reports for their clients


    A fundamental mistake accounting firms make with tech adoption is not thinking through the strategic case for their choices


    Too many accounting firms think they can choose and implement the necessary tech 'inhouse'


    Clients don't always know what they want from their accountant until they meet the right one


    Clients often say they want a proactive accountant who will support them, care about their business and guide them


    The right technology frees up the accountant to focus on the relationship with the client


    How technology gives accountants the power of both leverage and scale (listen to this if you don't know the difference)


    Two great examples of how mastering the technology and reporting by bringing in experts can make life so much easier for accountants and their clients


    5 questions that accountants should ask themselves in trying to best serve their clients


    Shout out to pricing genius Rhondalynn Koralak, who has been on the Accounting Influencers podcast twice before.


    (https://bdacademy.pro/wp-content/uploads/2020/02/laura_landmark.png)


    Laura loves walking, listening to podcasts, good food and wine. A creative person, she taught herself to make jewellery and in her late teens patented hair accessories. You can reach her here...


    Laura on LinkedIn (https://www.linkedin.com/in/laura-landmark)


    Call her on +47 40555752


    Check out her website here (http://www.mantleanalytics.com)


    To share this episode and for full shownotes and links, go here>> (http://bit.ly/2u8w8dQ)


     

    • 19 min
    Succession Planning Advice for Clients of Accounting Firms

    Succession Planning Advice for Clients of Accounting Firms

    Darryl Bates-Brownsword is a dynamic, driven Business Consultant, Coach and Mentor with over 20 years of experience and a passion for creating successful outcomes for founder-led businesses. He is a great connector, team builder, problem solver and inspirer – showing the way through complexity to simplicity.


    He has built 2 international multi-million turnover businesses; one now operating in 16 countries. His quick and analytical approach cuts through to the core issues quickly and identifying the context. He challenges the status quo and gets consistent, repeatable and reliable business results. Shownotes:


    One of the good things about working with accountants is that they ask tough questions


    The accounting profession is going to huge change but this represents an opportunity for accountants to really serve their clients


    Advisory is the value that accounting clients really want; they don't want compliance and see as a commodity to be bought as cheaply as possible


    The accounting firms that are growing are prepared to challenge the status quo


    A succession plan is something that is not in your head but is written down and agreed by stakeholders as a route to how you will accent your firm


    Succession plans benefit from training and developing your people to move up through your firm


    The main reason to have a succession plan is for business owners to get the most out of their life's work


    Most exit plans focus on three years in the future because that's the ideal amount of time where the owners don't have to do anything specific


    The biggest reason entrepreneurs and business owners leave their succession plan too late


    Growth for growth's sake is meaningless growth is only part of success


    What makes people want to follow you as a leader, and it's not that you're growing


    Revenue is only one of the many factors that influence 'multiples' in an exit plan


    The importance of legacy and 'what am I leaving behind' when the owner or founder sells up and moves on - most people will exit the business only once


    The typical scenario whereby an accountant would invite an exit or succession plans strategist in as an extra professional adviser to their client


    Using exit specialists can create lucrative additional advisory work for accountants when help their clients sell a business


    The power of 'pre--due-diligence' in planning a business exit that pleases potential investors


    When owners and founders plan the exit of their business sufficiently ahead of time, they can leave on their terms


    Exits from selling a business require emotional as well as financial planning


    The three main options are journeys for a business owner to take when they want to exit their company


    The criteria, signs or triggers that tell you when a business is exitable


    The mental aspects for the owner or founder of 'letting go' of the business they've built up over years


    What potential buyers and investors are looking for when a business owner is looking to sell or exit


    People buy businesses for different reasons, like access to new skills, a new market or a new complimentary product


    The importance of the accountant as a trusted advisor in signposting and positioning exit specialists to help their business clients who are selling


    A flavour of the extra revenue an accountant can generate by helping a business owner client exit their company


    Best practice advice for an accountant to start the conversation with their clients about exit.


    (https://bdacademy.pro/wp-content/uploads/2020/02/darryl_bb.png)


    Originating in Australia, Darryl’s first career was as an Engineer in the Power Industry. Building businesses bought him to the UK in 2003 where he quickly developed a reputation for combining systems thinking with great creativity to get results in challenging situations.


    A keen competitive cyclist, he also has an B Eng (Mec

    • 25 min
    The Secrets of a Great Accounting Firm Value Proposition

    The Secrets of a Great Accounting Firm Value Proposition

    Keith Rozelle has 30-year career in corporate sales with many blue-chip brands, such as HP, EDS, BT and a host of SMEs. He's lived and worked all over the world including New York, Zurich, Tokyo, London and Singapore and has managed sales teams numbering 3 to 350. His two career high-points are winning a $1.6Bn outsourcing deal with Vodafone (showcased in The Sunday Times) and turning around a small donated-furniture charity, which was 30-days from having to be wound-up.


    Steve launched Sales Marvel to offer affordable sales expertise to professional firms and the clients they serve. He specialises in helping those who find it difficult to pitch and differentiate their businesses. Shownotes:


    How hard is it for an accounting firm to articulate any kind of difference with the competitors?


    The big four accounting firms dominate two thirds of the market and compete for the most exclusive clients


    How the Zyman Pyramid helps accounting firms develop a strong and differentiated value proposition


    Accountants need to analyse 'me too' and 'points of preference' when going against competitors


    The bad things that happen when accounting firms don't differentiate themselves


    If you can't articulate your difference as an accounting firm, then you risk your proposition coming down to price


    The crucial reason why accounting firms find it difficult to differentiate from their competitors


    The mistake accounting firms make in appointing someone to head up business development


    How sector expertise and deep knowledge of a particular niche helps differentiate your firm's pitch for business


    What speed networking can tell you about how irrelevant most elevator pitches are


    Value propositions are meant to be both read and said - when aligned, they should be everywhere in your marketing


    The significance of price in a bid or pitch if there is no other elements of differentiation


    Price is never totally irrelevant in pitching situations


    Our attention deficient society means words and impact are at a premium when delivering pitches and marketing messages


    Sales is not a resected word in the UK, but it should be as respected as accountancy and law


    The lack of any formal sales or BD training means that the majority of accountants struggle with bringing in new business


    The message 'everyone is in sales' is difficult to hear for fee-earning accountants


    When accountancy firms put the effort into their value proposition, it makes it easier for clients to buy


    How accountancy firms make a mistake with their values, and how critical reputation is in living up to them


    Why it's impossible for an accounting firm to have a truly 100% baked in value proposition.


    (https://bdacademy.pro/wp-content/uploads/2020/01/keith_rozzelle.png)


    Steve's mission is to provide high quality sales-learning experiences for SMEs and Not for Profits. he offers' deal coaching' for companies aiming to win larger contracts. His first ever job was a DJ and in his free time he is a Trustee of his regional Citizens Advice Bureau. You can reach Keith here...


    Keith on LinkedIn (https://www.linkedin.com/in/keithrozelle/)


    Keith's YouTube Channel (https://www.youtube.com/channel/UCaYgFGxyZn8A2YVVT8hi14g)


    Call him on (UK) 07473 760627


    Check out his website and workshops here (http://www.salesmarvel.co.uk)


    (https://bdacademy.pro/captivate-podcast/podcast-keith-rozelle-accounting-value-proposition/)


    Full shownotes here>> (https://bdacademy.pro/captivate-podcast/podcast-keith-rozelle-accounting-value-proposition/)


     

    • 20 min

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