Publications And Research

Publications

Emotion is at the Heart of Winning New Clients
Emotion is at the Heart of Winning New Clients

(First published at Accountingweb.com) "Developing an emotional connection with prospects is at the heart of convincing them to leave their existing accountant, more so than price or any other logical rationale."

You're Too Expensive
You're Too Expensive

(First published at Inovatus.com) "Concerns are always a sign of interest and rarely if ever, do they constitute a final, immovable ‘no’. Yet that’s how we hear them. We are naturally averse to personal rejection and this business not liking our proposal enough to change their accountant firm on the basis of it, feels like personal rejection."

Please Stop!
Please Stop!

(First published in Accounting Today) "The thing about accountants is that they occupy, should they wish to, a unique position in the minds of their clients. We generally know and refer to this unique position as "the most trusted advisor." Simply put, if you are a trusted advisor, you're supposed to be good at what you do, run your own business successfully and be well worth your fee."

Research

Lisa Tierney - Expert Interview
Lisa Tierney - Expert Interview

"Lisa Tierney, CLSC is a certified professional coach and an award winning marketing professional that has created a unique approach for CPA and Law Firms to grow their practices in a way that showcases their talents and meets their comfort zone."

Paul Dunn - Expert Interview
Paul Dunn - Expert Interview

"To many readers, Paul will need no introduction as he and his legacy is ubiquitous within the accounting and accounting marketing communities."

Gordon Gilchrist - Expert Interview
Gordon Gilchrist - Expert Interview

"Gordon is recognised as a leading consultant to accountancy firms in the areas of marketing, strategic planning, practice management and increasingly succession issues. He trained as an accountant in the UK and later worked with Grant Thornton."

Ian Brodie - Expert Interview
Ian Brodie - Expert Interview

"Ian has been helping some of the world’s leading organisations with their marketing and sales challenges for over 17 years."

Sarah Johnson - Expert Interview
Sarah Johnson - Expert Interview

"Sarah Johnson is a successful growth advisor to professional service firms. Sarah works with entrepreneurial spirited professionals in accounting, law, consulting, financial services and other service based companies to help them evolve."

Damien Greathead - Expert Interview
Damien Greathead - Expert Interview

"To many readers, Damien will need no introduction but in case you are not familiar with the name, in his role as Director of Operations, he is responsible for the day to day activities of 2020 Group USA."

Ronald J. Baker - Expert Interview
Ronald J. Baker - Expert Interview

"If you’re not familiar with Ron’s work and I’m not sure how that could be, Ronald J. Baker started his career in 1984 with KPMG’s Private Business Advisory Services in San Francisco. Today, he is the founder of VeraSage Institute, the leading think tank dedicated to improving the professions for posterity."

Bruce W. Marcus - Expert Interview
Bruce W. Marcus - Expert Interview

"Bruce W. Marcus is a pioneer in the modern practices of professional services marketing."

Mark Wickersham - Expert Interview
Mark Wickersham - Expert Interview

"Hi everyone, I’d like to welcome you to the very latest in the series of the USP expert interviews. For many of you who have been following this series, you will know that there have been very well known names that we have been speaking to, the likes of Ron Baker and Paul Dunn and Steve Pipe."

Steve Pipe - Expert Interview
Steve Pipe - Expert Interview

"Steve Pipe is a Chartered Accountant who is passionate about helping accountants to become more successful by serving their clients better, and is widely regarded as one of the world’s leading strategists to the accountancy profession."

Top