your clients on your terms

who should dictate how to run things? and are your accountants doing too much admin work?

by rob nixon

it’s interesting how accounting practices evolve with their clients. it seems that over the years, the clients have just turned up (via referral mainly) and you have accepted all who walk through your door – almost like your firm is a community service or a charity.

more on strategy: mindset is everything | accountants are the last trusted advisors | why average project value matters | the bizarre habits of accountants | sales is like workflow management | marketing objectives determine marketing amount | turn your knowledge into products | how to create 4 new billable hours per day | is your business by design or default? | the world is flat | the profession disrupted: compliance commoditized
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as time passes, the clients stay with you and many of them are not that enjoyable to deal with. many of your current clients do not fit your direction and they supply information in a format and timeframe that suits them. it’s not your clients’ business, it’s your business!

posted on october 16, 2017

rob nixon

about the author

rob nixon has coached more than 434 firms adding over $850 million in profit to them and delivered seminars to over 175,000 people in 16 countries he can be contacted at robnixon.com.

nixon is the founder of panalitix, a technology-based coaching consultancy and membership community for tax and accounting firms seeking to improve operations, accelerate growth, and improve profitability.

rob has forged a niche to be the world’s foremost authority on how accounting firms can achieve peak performance. rob believes that accountants are the natural trusted advisor to business. he believes that accountants make a massive difference to their client’s condition. he believes that technology needs content and methodology to really be useful. he believes that accountants are not that interested in the future they are interested in what they need to do now. he also believes that unless accountants change their business model then a big part of their current revenue will go the way of the dinosaur.

since 1994 he has been running businesses that specialize in helping accountants run better, more profitable businesses. accountants intrigue rob and over the years he has trained them, consulted to them, coached them, researched them and visited thousands of them. his speaking work has taken him around the world where he has spoken to in excess of 150,000 accountants. currently, his landmark strategies and products are used by over 16,000 accountants in over 20 countries.

in 2005 he created the revolutionary coaching model called coachingclub. the coachingclub model enabled firms to be accountable, to consistently learn and to share ideas amongst their peers. over 800 accounting firms have graduated from his coachingclub program. the vast majority of firms have doubled or tripled profits because of the program.

rob is a keen golfer (single figures) and adventurer (he is ticket holder 293 on virgin galactic to go into space). he lives in sunny brisbane, australia, with his wife natalie and three children.

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