I’ve worked with accountants for over 27 years now, talking to firm owners about their challenges and frustrations virtually on a daily basis.
It’s fair to say that most of these come down to the same few issues: working too many hours; not being as profitable as they’d like; not being valued by their clients; and not doing enough of the work they really enjoy.
But I’ve also spoken to many accountants who have the accountancy firm they’ve always dreamed of, a firm that gives them exactly what they want from life. So I’ve made it my mission to understand what these accountants actually do to achieve that.
Eight things came up again and again:
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They know exactly what they want to achieve
They can tell you what their ideal practice looks like and feels like. They also have a roadmap for getting there, so every decision has something to be measured against.
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They have clear personal goals as well as business ones
The practice exists to serve the life, not the other way round. These accountants know how to line up their business goals with their personal ones, so the firm is always moving them towards what they want.
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They know who their ideal clients are
Everything they do is built to attract the right clients and put off the wrong ones. Their website, their services and their conversations all work in that direction.
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They ask for outside help
It could be a business coach or simply another accountant who’s already done it. They tap into that knowledge because they know going it alone makes the journey longer and harder than it needs to be, and makes success less likely.
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They deal with whatever’s holding them back
They look at what’s stopping progress and do something about it. Some obstacles take a long time to clear but they start anyway.
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They have a consistent pricing strategy
They don’t undervalue their work, and they don’t pluck a number out of the air and hope the client says yes. Their pricing follows a method, so every quote is made with confidence.
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They understand what their clients need
They take a genuine interest in their clients. They talk to them regularly, find out what they’re trying to achieve and work out how to help them get there.
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They never stop learning
They’re always looking for a better way to do things, and they’re willing to change how they work when they find one.
Do all eight, all the time
None of this is rocket science. You’re probably doing at least some of these things some of the time.
What set the successful firms apart was that they did all eight, all the time.
So look back through the list and find the one you’re not doing consistently. Pick it and start this week.
If you need some help to get started, give us a call – choose a time to talk.