RESOURCES / ARTICLES How a Sales Culture Can Future-proof Your Accounting Firm   At our PANALITIX Annual Conference in November, we were privileged to welcome Chip Conley, Strategic Advisor to AirBNB, as one of our speakers. During his speech, Chip talked about...

RESOURCES / ARTICLES HOW TO IMPROVE COLLECTIONS (HINT – YOU ARE NOT A CHARITY, OR A BANK!)   One of the five key business areas we focus on with accounting firms is that of Optimizing Processes. It’s a critically important area, as many accountants find...

RESOURCES / ARTICLES MOST PEOPLE AIM AT NOTHING AND HIT IT WITH AMAZING ACCURACY!   Accountants, like most business people, are not good at setting goals. They typically take an incremental, rather than innovative approach to planning. If you did $2 million in...

RESOURCES / ARTICLES ‘WE COULD HAVE DONE THAT!’ INSIGHTS INTO WHY CLIENTS DON’T BUY SERVICES THAT YOU COULD OFFER   Have you ever looked at a set of your client’s financial statements and seen a line item for ‘Consulting’? Perhaps you asked the client what it was...

RESOURCES / ARTICLES WE ALL HAVE CLIENTS. HOW WE MANAGE THEM IS A MAJOR KEY TO BUSINESS IMPROVEMENT   Last week, I was presenting at a conference for a global network of accounting firms. One of the points I asked the group to consider was, how easy is it for a...

RESOURCES / ARTICLES HOW REGULAR ‘CONVERSATIONS’ WITH CLIENTS CAN BUILD STRONGER RELATIONSHIPS.   Survey Monkey is fast approaching its 20 year anniversary, which makes me feel old, if nothing else! Interestingly, when the company was created, client...