Paul Shrimpling of Remarkable Practice joins Steve Major on the podcast.
For 14 years Paul and his Remarkable Practice team have worked exclusively with the owners and managers of accountancy firms. More than a 1,000 1-on-1 profit-focussed meetings with partners, directors and managers are the source of his insights and the right-habits needed to achieve the change and the results many firm seek.
He has a reputation as an energetic, engaging and effective speaker. He has presented at ICAEW and ACCA events repeatedly on sales and marketing for accountants. He also presents for several firms of accountants to their clients on the Business One Page Plan – this has generated sales revenue for those firms.
Accountants have the ability to make a real difference to small business.
The rate of change is a key issue for professionals.
What gets lost is the importance of the relationship.
A Remarkable Practice is one which is worth of notice. What do you have to do to be worthy? Have to do worthwhile work.
The intersection of technical, workflow and relationship.
There is a massive opportunity for a deeper relationship. To build this relationship – see your customers more often. We have incredible technology to facilitate the building of relationships.
Differentiation is most connected to the relationship. Technology is only the facilitator.
A key tool to demonstrate your expertise is to track and measure the results of business owner client and disclose these on your website.
Have more stories and case studies, results of clients businesses be put on your website.
Drive the volume of meetings up. Then learn how to improve quality of meeting.
Ask smarter questions. Prepare questions in advance. Utilise structure of “why,how,who,what, where, when”type questions.
Know before the meeting the 3 goals for the meeting.
Specialisation / niche – easy and faster to grow a niche firm but must demonstrate the value.
Marketing – run events both live and webinars / podcast.
Get Paul’s 4 page report on Asking Better Questions
Pauls blog – http://www.remarkablepractice.com/blog
Twitter – @shrimpers