here’s what you’re looking for: rob nixon

including 10 steps to boosting your self-belief, or “mana.”

by rob nixon

i’m continuing with the 12 critical traits on you becoming a better you, including self-belief … and failure. yes, failure!

more on strategy: 12 traits of a better you | how to calculate a value price | boost efficiency and your bottom line | 4 sales systems and some secret sauce | marketing must generate leads | be an ‘object of interest’ | marketing must be about sales | turn your knowledge into products | why clients really stay | 8 ways to build team engagement | how to create 4 new billable hours per day
exclusively for pro members. log in here or 2022世界杯足球排名 today.

these are the next four traits that when implemented fully will serve you well on your quest to become the best business leader you can be.
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plus a 12-step annual goal-setting process.

by rob nixon

i’ve said that you should design your business by your rules and the way you want it to be. you’re taking all the risk so you should have all the spoils.

more on strategy: how to calculate a value price | why old pricing models are unethical | 8 ways to improve firm profits | 17 killer questions for prospects | growing your client database | niche markets are your best buyers | is your business by design or default?

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many partners of accounting firms get the concept and they agree with the theory. what i find is that they often lack the personal development to pull it off.
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3 areas of focus.

by rob nixon

the problem with pricing by the hour is that the assumption is that the price per hour is correct (often calculated by a salary multiple) and the time to do the task was correct. the assumption is that time multiplied by the rate equals the correct price.

more on strategy: why old pricing models are unethical | 8 ways to become super-efficient | sales is like workflow management | sales is about trust | how to dominate the internet | marketing objectives determine marketing amount | what products should you create? | keep a watchful eye on clients | rewards go far beyond money | people still needed, but in different ways
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in my view, nothing could be further from the truth.
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how many open jobs do you have right now? why?

by rob nixon

how do you get efficient and take time out of every single client job?

more on strategy: boost efficiency and your bottom line | 8 ways to improve firm profits | 17 killer questions for prospects | growing your client database | niche markets are your best buyers | 8 questions for product creation | how to deliver wow! every day | communicate until it hurts | why a virtual team makes sense | 14 ways to leverage client data for new billings | what it means to be a real-time accountant | 12 predictions on the future of accounting | will the internet replace cpas?
exclusively for pro members. log in here or 2022世界杯足球排名 today.

after many years helping accounting firms to be more efficient, i have observed that there are eight key ways to get super-efficient with any accounting or advisory project. the premise on this list is that you have a good team of people so i am not covering that here.
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value pricing lets you be super-efficient and still make money.

by rob nixon

when a partner of an accounting firm says to a colleague or team member:

“i want more billable hours out of you” or

“i need you to get more time on the clock” or

“your utilization/productivity is low – fix it”

…what are they saying?

more on strategy: 8 ways to improve firm profits | sales is like workflow management | sales is about trust | how to dominate the internet
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they are basically saying that the individual is not performing, when in actual fact they may be. the individual you are “performance managing” may actually be super-efficient, however, the traditional business model says that he or she is not.
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because businesses make money, right?

by rob nixon

the purpose of any business is to find and keep customers. so you have a marketing and sales function to find them and then you have great service and services that “wows” them into staying with you.

more on strategy: sales is like workflow management | 4 sales systems and some secret sauce | marketing must generate leads | be an ‘object of interest’ | marketing must be about sales | turn your knowledge into products | 8 ways to build team engagement | is your business by design or default? | the profession disrupted: compliance commoditized
exclusively for pro members. log in here or 2022世界杯足球排名 today.

that’s all well and good for your clients. what about you? you’ve taken a risk to start/buy your business (it’s not a practice and you need to stop practicing – you’ve been practicing long enough) and you need to be rewarded.
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don’t tl;dr this one. here are 8 areas to work on.

by rob nixon

there’s an old saying that dogs can smell fear.

more on strategy: marketing must generate leads | growing your client database | niche markets are your best buyers | 8 questions for product creation | how to deliver wow! every day | communicate until it hurts | why a virtual team makes sense
exclusively for pro members. log in here or 2022世界杯足球排名 today.

it’s the same theory for people who are in a sales role. if your “dog” (person in front of you) can sense that you are not confident then you are not going to make the sale. you will get questions and objections from the prospect/client that you don’t want and ultimately not make the sale.
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bonus: 32 methods you can use to get a response.

by rob nixon

the overall (and desired) objective of marketing functions in an accounting firm is to generate leads. lots of leads. the more marketing you do, the more leads you get, the more choices you have!

more on strategy: growing your client database | how to dominate the internet | marketing objectives determine marketing amount | what products should you create? | keep a watchful eye on clients | rewards go far beyond money | people still needed, but in different ways | don’t let technology make you dumber | are your goals big enough? | finding new opportunity in compliance services | how offshoring is shaking up accounting
exclusively for pro members. log in here or 2022世界杯足球排名 today.

there are two types of marketing people – brand-oriented or direct response.
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54 messages before a response? according to this rule, yes.

by rob nixon

if you want to grow your client base then you’ll need to massively grow the size of your prospective client database.

more on strategy: how to dominate the internet | be an ‘object of interest’ | marketing must be about sales | turn your knowledge into products | why clients really stay | how to create 4 new billable hours per day | do you know what clients want? | is your business by design or default?
exclusively for pro members. log in here or 2022世界杯足球排名 today.

it’s all about getting your target market to enter and opt in to your database. once they have entered, the objective is to grow your prospective client database into a clean and receptive database.
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