Episode 69. In today’s practical episode, “What Works for Accountants with Writing Proposals.”
Key takeaways from this episode include:
➤ why many proposal documents from accountants make a poor case for why a business client should switch firms
➤ common mistakes accountants and CPAs make with their proposal documents and pitches for new clients
➤ why proposal documents are still relevant for accountants and CPAs in today’s changing world
➤ setting the scene for when proposal documents kick in for accountants trying to win new business
➤ the five key components for a successful accounting firm proposal
➤ the importance of the right kind of introduction and positioning of your accounting firm in a proposal
➤ why knowing a prospect’s motivations is vital for a winning accounting firm proposal
➤ the optimum way for accountants to give a potential new client options to work with their firm
➤ how an executive summary works with a winning accountancy practice proposal document
➤ the thinking behind gaining authorisation in a proposal for accountants looking to win new business
➤ what else as a ‘nice to have’ might go into an accounting firm new business proposal
➤ the three main things accountancy firms and CPA practices get wrong with proposals
If you have a business development, sales or growth angle to your role, and are expected to bring in new business, here’s a great resource for you:
Are you a busy accountant struggling to create more revenue and career opportunities?
As an accounting professional, you likely have a business development strategy, selling or work winning dimension to your role and the ability to generate new revenues is what makes you wealthier, more promotable and more valuable to your employers. Many accountants struggle to bring in the kind of work that gets them noticed or makes them promotable. If you’re a partner, you’re under pressure to show you’re worth a seat at the table. If you’re below partner level, you know that beyond technical competence, the passport to partnership is the ability to drive growth.
This unique guide is designed for accounting professionals in practice with 5 simple but effective things to do every day to create significant new career opportunities, greater influence, a better network and new business conversations. What you will learn:
✓ What is a ‘reachout’ and how to create your target list
✓ How to keep in touch with your contacts and how to approach follow up
✓ How to make an introduction and extend your network by being helpful
✓ How to start a conversation with someone you don’t already know
✓ How to make a new business offer without being salesy
If you follow and implement this guide, you will create significant new career options and new business opportunities in the next 30 days. Start today by taking control and toning up your business development skills with a tried and tested 5 step system you can apply with ease every single day.
NOTE TO LISTENERS:
The Accounting Influencers Podcast is a CPE-accredited daily radio-style show with four segments coming out every Monday which are repeated on the other 4 weekdays as standalone episodes, plus a bonus ‘from the client’s perspective’ episode on Saturdays. On Sundays, listeners get a short min trailer for the coming week’s episodes.
Every Tuesday the show gives you a relevant news topic from the accounting and fintech world with a direct application to accountants, CPAs and bookkeepers. Great to stay informed and build your commercial acumen.
Every Wednesday and Friday, we feature an uncut interview with top authors, leaders, thinkers and performers in the accounting and fintech world.
Every Thursday the show gives you a practical ‘here’s what works’ tips concerning a key challenge, need or strategy for accountants, CPAs and bookkeepers. Great to stay current and keep your skills topped up.
Finally, every Saturday gives listeners a bonus episode which focuses on the buyers of accounting services – the clients themselves. In particular how they feel, react to and experience their interactions with accountants. That includes why they buy or don’t buy, why they move or stay and why they think how they think about you, your firm, your prices and your offerings.
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