These four business development myths are rife within most accountancy firms. Believing them could be very dangerous for your career and the future size of your practice.
The Joined Up Networker
I help professionals, mostly accountants and lawyers become the Go-To-Expert. After joining BDO LLP in 2004, I have now almost clocked up ten years working predominantly with accountants helping them achieve their career and business goals. Unusually for someone with an Engineering Degree, I accidentally became a writer and used my knowledge on social media to write the current best-selling and award-winning book on networking, The FT Guide To Business Networking. (over 100 five star reviews on amazon) In 2012, the book I always wanted to write, 'How to make partner and still have a life' was published. In March 2014, my latest book, 'The Go-To-Expert: How to build your reputation, differentiate yourself from the competition and win business' was published. People frequently talk about me as someone who really knows her stuff – which may be the reason I have, over the last decade, worked with over 300 partners, coached and trained over 2000 professionals at every level of the UK’s most ambitious professional practices.
I am honoured to have been asked to judge the British Accountancy Awards in 2011 and 2012. I am a member of the Accountant's Club Global Advisory Panel, and write regularly on practice management issues for CCH.
Myself, and Jon (my co-director) are approved Growth Accelerator Coaches. This means that we can if you are eligible, through the Growth Accelerator scheme, help you get some coaching funded by the scheme. Click here for more details to see whether you are eligible for the scheme.
Read how we have helped one of our accountancy clients access Growth Accelerator funding to grow their turnover by nearly 50% and profits by over 200%
The types of work I am currently helping my small professional practice clients with, includes:
1) Helping a £2m t/o practice grow to £4m by restructuring the firm and helping the management team step up
2) Working with a £1m t/o practice to grow to £2m by generating more leads, and getting more work from existing clients
3) Enabling a £300k t/o practice grow to £1m by helping it sort out it's profitability by adding in efficient systems and processes, and increasing the quality of the lead generation by marketing to a niche
4) Facilitating the growth of a one man band practice into a 3 person practice by helping increase the lead generation and conversion rate of leads, plus keeping the practice owner accountable to his goals.
The Excedia Group was founded by myself and Jon Baker to bring clarity, perspective and knowledge to help our clients achieve their business goals. We specialise in working with highly technical individuals, typically lawyers and accountants, helping them to get out of their comfort zone and build a profitable and sustainable client portfolio whilst handling the challenges of leading a business.
My work splits into about 50% Executive & Business Coaching with Partners & potential partners, with the rest split between training, consultancy and writing.
My articles & quotes regularly appear in the press, e.g. FT, Guardian, Accountancy Age, Accounting Today, Economia, ACCA's publications. I regularly blog at Partnership Potential, venture-Now, Joined up networking and How to make partner.
To book me for a speaking engagement please contact my PR Agency, Meerkat PR, on 020 8563 0182, and ask for David Stoch. For any other work related enquiries, please contact me directly.
My clients have included: Deloitte LLP, KPMG LLP, BDO LLP, Haines Watts, MSI Global Alliance, UK200 group, Macintyre Hudson LLP amongst others.
It can be tempting when your workload is high to just get your head down and do your work. In fact, that was exactly what I did at BDO LLP when I returned from maternity leave on part-time hours. It was probably the most costly career mistake I ever made...
3 of my small accountancy firm clients are actively recruiting for new team members. Based on their experiences, I sense that there is a war for good quality junior part or qualified members of staff.
With the recent publication of The Go-To Exper
I've just got off the phone to a very happy client. In our conversation he told me how he had generated £100k+ of new work from the three newsletters and three blog posts he had written and distributed from the start of the year.
The eagle eyed of you will have noticed that I have been a little quiet over the last four weeks. For that I can only apologise.
For the next few months to celebrate the launch this week of our next book The Go-To Expert
My business partner, Jon recently blogged on marketing ideas to get back in the saddle and this made me think about the quick marketing fixes that I recommend to clients when they need a step change in their lead gener
It was a simple, innocuous question....
"How do you decide on your revenue targets for the year? So, that you can focus your marketing plan?"
I was greeted with silence.
"We don't set targets"
When did you last have time to truly stop and think?
I know, I know, it is tax return silly season - so of course you have not had time to stop and think since christmas.