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The Value of Long Term Relationships

Richard Walters May 14, 2019

Quite simply, a relationship describes how each person feels about a particular human interaction at any moment in time. Clearly, the relationship may flourish and wane dependent upon circumstances, the actions of each party, individual and even collective perceptions. Individuals will make judgments by asking these questions, often unarticulated: “How do I see the relationship?” […]

How to Appeal to Clients

Richard Walters May 7, 2019

We hear a lot about client engagement, but how do we really appeal to clients? I start by reflecting on the factors that drive an individual’s choice, as well as their moral compass, to engage or not, and these can be summarised as: What’s on offer to them and whether they perceive it will make […]

Tick ALL the Boxes

Richard Walters April 30, 2019

When clients of accountants are surveyed, they tend to say that when it comes to ‘value for money’ we score well, which is good news. Also, when it comes to ‘technical competence’ we generally score ‘excellent’, but unfortunately both these are givens and certainly not differentiators. Nearly two-thirds of clients of accountants said they want […]

Interview Techniques Have Improved!

Richard Walters April 23, 2019

We live in a world of innovative management techniques and the latest buzz words and approaches. Some people get bored with all this management speak and this is completely understandable. However, management techniques really have improved and sometimes it’s important to reflect upon our progress as a profession. As a firm owner, you should always […]

It’s All Advisory … Isn’t It?

Micheal O'Neill April 15, 2019

There is much misrepresentation as to what entails advisory services. One of these is it’s not only about a little more financial key performance management even though the information is now more readily available! On top of financial accounts review and preparation, auditing, payroll and tax, we can also deliver: Tax planning for all taxes […]

The 7 Key Business Roles

Richard Walters April 9, 2019

There can be much confusion surrounding our potential roles with clients and to help understand business relationships, I have summarised seven key business to business roles and in each, the descriptions apply to the deliverer and in each case the recipient is the client. Virtually all these roles are business to business relationships, but clearly […]