Accounting Influencers Roundtable


Wisdom from 20 Years in Accounting with Darren Glanville

Episode 73. In today’s expert interview, “Wisdom from 20 Years in Accounting with Darren Glanville.”

Darren Glanville is no stranger to the accounting profession and has more than 20 years experience helping accounting practices develop digital strategies and processes to drive efficiencies and profitability. Having worked for some of the biggest software providers including Sage, CCH, and Xero, Darren now heads up the EMEA region for Fathom and is passionate about accounting firms leveraging technology to drive better business outcomes. Key takeaways from this episode include:

>the key things that separate the good accountants from the great ones

>the two biggest challenges accounting firms face if they want to grow in competitive environments

>what makes an accountant or CPA relevant and vital to business owners

>the one aspect of accountancy that hasn’t evolved as quickly as it should have done in recent years

>what accounting firms are missing out on by neglecting the development of advisory services

>breaking down advisory services in accounting to different types of offerings to fully understand what advisory means

>the opportunities for accountancy practices to offer software to business clients as an additional services

>how business development and winning work has changed subtly for accountants during covid times

>the key changes in the way businesses and clients are buying accounting services

>analysing the switch – why clients might leave one accounting practice to move to another

>why the barriers to setting up a CPA firm or accounting practice are lower than ever

>the role of neglect and intimacy in motivating business clients to move to different accounting advisors

>the mistakes accountancy practices make in calling themselves a ‘digital firm’

>where many older accountants have fallen short over recent years in developing themselves and their practice

>scrutinising the current business models of accounting practices

>the key building blocks in growing a remarkable business in accounting or fintech/software

>a personal ‘relationship focused’ philosophy for success that leads to sustained passion in accounting and fintech

>the most frustrating thing about working on and in accounting software, particularly with the software magpies

>sagely career advice for success in accounting, technology and software

>the exciting things coming up for the accounting and fintech sectors

>the priority for accountants and software companies to move from data into the knowledge and analytics space

>why now is a great time to be in accounting and fintech

Outside work, Darren is a keen rugby fan (Newcastle Falcons), a self-confessed coffeeholic and tech geek. You can often find Darren walking his dogs on the beach near his home in Northumberland (UK) in the early morning and most weekends. Contact him here:


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

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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. 



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.

Martin and Rob love to hear from the show’s 22,000 unique listeners in 150 countries around the world. If you like the show and listen to multiple episodes, we’d really appreciate your appreciation with a review or rating. As most of our listeners tune in via Apple podcasts…

How to leave a review on Apple Podcasts

① Open the Podcasts app on your iPhone, iPad, or Mac.

② Navigate to the page of the Accounting Influencers Podcast.

③ Scroll down to find the subhead titled “Ratings & Reviews.”

④ Under one of the highlighted reviews, select “Write a Review.”

Anything about the style of the show, the frequency, the content, the CPE/CPD, the hosts Martin and Rob, the guests, the different segments or something in particular that’s made a difference. Listeners can rate the show on a scale of one to five stars and can also add a written review. 

Please also recommend the show to people in your network because we’d love to reach a wider audience. Thank you from Rob, Martin and the whole Accounting Influencers Podcast team.