For accountancy firms
Win and grow client work, without feeling like a salesperson.
Practical business development training for partners, directors and managers in top 20, mid-tier and international accountancy and tax firms. Written around your firm and your clients, and delivered in person or online.
Accountancy has changed. Compliance work is under constant fee pressure, and growth comes from advisory work, new clients and introductions. Partners, directors and managers are expected to bring that work in.
Most accountants are trusted advisers who would rather not sell. Talking about fees feels awkward, happy clients are rarely asked for introductions, and the conversations that open up advisory work don’t always happen.
I help accountants build those conversations into the way they already work with clients, so winning and growing work feels natural, not pushy.
The three things that hold accountants back most often, and how the training deals with each:
01
Clients don’t always know what else you can help with. We work on the questions and conversations that uncover advisory needs, so clients come to you first rather than going elsewhere.
02
Fee conversations get easier when the value is clear. We practise explaining value, scoping work and handling pushback, while keeping the relationship strong.
03
Accountancy firms are full of satisfied clients who would happily recommend them, if asked well. Referral Revolution® shows how to make introductions a natural part of the relationship.
The same core programme, with examples and practice written for your profession. Run any course on its own, or combine them into one programme for your firm.
“Enthusiastic, passionate about his work and willing to share his knowledge and experience is the phrase that comes to mind when I think about James. I’ve had the pleasure of attending his seminars on “Client Relationship Excellence” and “Advanced Networking & Strategy”, during which James really helped me reach the next level.”
Gaelle Bernard, Director, Atoz Tax Advisers, Luxembourg
“The courses were delivered on a personal level to them, not a one size fits all approach. They also found the sessions with James to be really engaging and exceeded their expectations… Highly recommend.”
Pauline Hicks, Head of Marketing, LB Group (now Affinia)
“Just heard James talking about his referral revolution process. Very impressed. The audience focused on his every word as he was evidently speaking with authority… I learned plenty. And less experienced audience members learned even more.”
Mark Lee, Speaker, Facilitator and Mentor for Accountants
Yes. Fee conversations are part of Negotiation Skills and Super Soft Selling™, and can be built into any programme: explaining value, scoping work and handling pushback without damaging the relationship.
Yes. Partners and directors usually focus on key client relationships and leading their team’s business development; managers on building their network and growing their own client relationships. The content is pitched for the room.
Yes. Clients include international tax advisers such as Atoz in Luxembourg, and training can run in person or live online.
Twenty minutes, no obligation. Tell me where your team is and where you want it to be, and I’ll tell you honestly whether I can help.