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.
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.
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.
In my conversations with a few clients recently, a theme has started to occur. It is not about being able to win clients - they can all do that.
The topic of conversation is how much lower should you allow your profit margin to go as you grow.
I was reading the comments in response to some tips shared by myself and Jon Baker, which were then shared on the Aweb post 'Get your practice in order for the year ahead'.
With 2013 rapidly coming to an end, I was thinking about some business development related new year resolutions that every accountancy firm should make.
Do add in your business development related new year resolutions at the end of the post. I'd love to hear them.
Over the last month I have been conducting research interviews with owners of small professional practices. It's been great to speak to people I have been tweeting with - but has also given me excellent insights about the type of clients we work with the best.
The eagle-eyed members of the community will have noticed that I have been pretty quiet on the accountingweb blogging front over the last month. In fact, I've not even managed my target of 'at least once a week' post up a blog here. (Mental note to self: must do better in the new year)