Our Philosophy

Accountants have much more to offer their clients. A great accountant makes a significant difference to a client’s life. Sadly, most accountants provide clients with only a fraction of the value and range of services they are capable of delivering.

However, over the past twenty or so years, whilst many have acknowledged this, the attempted remedies have been fundamentally flawed. ‘Gurus’ to the profession have tried to turn accountants into everything from marketing experts to business coaches. This is a mistake.

Accountants are great at accounting. Not marketing. Not business coaching. The opportunity for most firms lies in providing more future-focused accounting services such as tax planning, structuring, cash flow planning, succession planning and other management accounting services.

These are services that accountants are already technically capable of providing. The challenge is that these services are optional for clients, which means they must be ‘sold’ to clients.

To bridge this gap requires expertise in marketing, communication and professional selling skills.

Most firms are yet to learn these skills.

These firms consequently do mainly compliance work, because that’s what clients know they need and is therefore all they ask the firm to do for them.

We teach accounting firms how to educate and advise their clients about the benefits of optional future-focused services such as tax planning, cash flow planning and succession planning.

Through a process of education and influence, clients of these firms come to understand why they need to work more closely with their accountant in these areas.

This results in a High Clientshare™ Accounting Firm ... a firm with a higher average fee per client, happier better-served clients, and a more profitable and enjoyable firm for owners and for team members.

Everyone wins.