rob nixon, author at 卡塔尔世界杯常规比赛时间 - page 5 of 7

how to dominate the internet

includes a scoring system. be honest!

by rob nixon

i am willing to bet that the vast majority of clients you currently have were referred to you by an existing client.

more on strategy: be an ‘object of interest’ | niche markets are your best buyers | 8 questions for product creation | how to deliver wow! every day | why a virtual team makes sense | 14 ways to leverage client data for new billings
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a referral from a trusted source is a very powerful marketing tool. that method of “lead source” will continue into the future. however, it’s changing. there are still people involved and now so is the internet.
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be an ‘object of interest’

do potential clients know who you really are?

by rob nixon

we don’t buy professional services from faceless companies that have no personality. people buy from people they know, like and trust.

more on strategy: niche markets are your best buyers | 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
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i am about to choose an accounting firm to entrust my financial affairs with. we are about to get intimate on my finances and i want to make sure that you are who you say you are and you are worthy of trusting.
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niche markets are your best buyers

4 rules for selecting your target.

by rob nixon

someone once said, “if you are everything to everyone then you are nothing to nobody.’”

more on strategy: marketing objectives determine marketing amount | marketing must be about sales | turn your knowledge into products | why clients really stay | 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?
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i don’t know who said but it sums up my thoughts on who you should target as clients. i am a big fan of having clients in niche markets. i am a big fan of knowing who your “best buyer” is, what they look like and where they hang out.
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marketing objectives determine marketing amount

bonus: a chart of growth rate to double revenue.

by rob nixon

i get asked all the time, “how much marketing should i do?” or, “when should i hire a marketing person?”

more on strategy: marketing must be about sales | 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
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my answer is always the same: it depends what your objectives are.
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marketing must be about sales

“the message you need to be selling is social proof and the results i get when i use you.”

by rob nixon

what’s the point of having a great service offering, fantastic client results, great people and an inspiring vision if only you and your team know about it?

more on strategy: 8 questions for product creation | 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
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your business might be a finely tuned instrument but if it is not played in the orchestra then no one will hear it.
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8 questions for product creation

build the plane as you fly it.

by rob nixon

i have noticed that accountants can be pretty good procrastinators.

more on strategy: what products should you create? | turn your knowledge into products | why clients really stay | 8 ways to build team engagement | how to create 4 new billable hours per day | do you know what clients want? | is your business by design or default? | the world is flat | the profession disrupted: compliance commoditized
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really you say! i think it’s because they think they need to get it right before getting started. if you take that attitude then you’ll never get anything off the ground.
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what products should you create?

20 ideas to get you started.

by rob nixon

we are moving away from the time-selling business and into the productized ip business. the first step is to work out what you know and the second step is work out what the package looks like.

more on strategy: turn your knowledge into products | 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.

most accountants i meet believe that there are opportunities for additional business in their current client base. however, they don’t seem that active in discovering the opportunities nor promoting the services. i think it is a big disservice to the client if you do not promote new ideas and new services.
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turn your knowledge into products

the 3 things that have to be in sync.

by rob nixon

every time i do a seminar and ask the question “what do you sell?” the answer is always the same. they either say knowledge, solutions, me or ideas.

more on strategy: how to deliver wow every day | 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
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i completely agree this is what you sell. however, the vast majority of business models of accounting firms suggest they sell “time.”
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20 ways to deliver wow! every day

amaze clients with 8 ways to add real value and 12 ways to delight clients.

by rob nixon

i have been telling accountants to be proactive and add value ever since i started working with you in may 1994.

more on strategy: keep a watchful eye on clients | why clients really stay | 8 ways to build team engagement | how to create 4 new billable hours per day | do you know what clients want? | is your business by design or default? | the world is flat | the profession disrupted: compliance commoditized
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if you are going to remain relevant you are going to have to be proactive and add value. that means the level of wow needs to improve.
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keep a watchful eye on clients

the cloud makes it possible.

by rob nixon

i love the way cloud technology is shaping the future of the accounting profession.

more on strategy: why clients really stay | 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?
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i love it because for the first time in history you can see what is happening in your client base as it is happening. if the client is on a cloud accounting system as they are transacting every day, their software is automatically being updated with those transactions.
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why clients really stay

focus on retention should turn into referrals.

by rob nixon

most firms have a high retention rate per client. that means their clients stay clients of the firm for a long period of time. somehow the accounting profession has got most of their clients bluffed that it is hard to change accountants. it’s actually not.

more on strategy: 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 | the profession disrupted: compliance commoditized
exclusively for pro members. log in here or 2022世界杯足球排名 today.

partners will argue that clients remain with the firm because of the great relationship they have with their clients. i beg to differ. how can you have a great relationship with someone when you see them once or twice per year?
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communicate until it hurts

call your clients, and don’t charge them for calling you.

by rob nixon

if a client pays you a high fee do you communicate with them more? absolutely, you say.

more on strategy: 8 ways to build team engagement | how to create 4 new billable hours per day | do you know what clients want? | is your business by design or default? | the world is flat | the profession disrupted: compliance commoditized
exclusively for pro members. log in here or 2022世界杯足球排名 today.

should you wait for them to pay you more before you communicate with them? or should you communicate with them more before they pay you more? i think the latter should apply.
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rob nixon

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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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