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Ask Paul – A Look Into the Future Episode 31 – 6 Key Areas: 2A. 4 Ways to Grow

If you are going to provide business advisory solutions, you need to be able to talk to your clients about growth.  This week, we're asking the question - what's your growth focus - because there are "Only 4 Ways to Grow a Business": Win New Customers – of the “right type” More Transactions – with the average customer [...]

By |2019-10-09T15:50:51+00:00October 9th, 2019|Blog Posts|Comments Off on Ask Paul – A Look Into the Future Episode 31 – 6 Key Areas: 2A. 4 Ways to Grow

Ask Paul – A Look Into the Future Episode 30 – 6 Key Areas: 1. Add Value

This week we're asking the question, "What’s your strategic focus?" Is it to add more value?  Get more efficient?  Or do you need to separate? You must start by establishing:  Why do your customers primarily buy your product or service? Do your customers buy because of added value?  Is the benefit of what your selling of [...]

By |2019-10-01T17:11:25+00:00October 1st, 2019|Blog Posts|Comments Off on Ask Paul – A Look Into the Future Episode 30 – 6 Key Areas: 1. Add Value

Ask Paul – A Look Into the Future Episode 29 – Pulling It Together: 6 Key Areas

This week, Paul Latham brings together the concepts from the first 28 episodes of Ask Paul - A Look Into the Future.  Paul reveals the reason why you should look at advisory services as a "painting by numbers" exercise and explains how the "3 Ingredients of Business Success" can help you clarify your direction and [...]

By |2019-09-16T21:18:16+00:00September 16th, 2019|Blog Posts|Comments Off on Ask Paul – A Look Into the Future Episode 29 – Pulling It Together: 6 Key Areas

Ask Paul – A Look Into the Future Episode 28 – Advisory Box: Selling – Part 2

In the last LIFT episode, we discussed the first two steps of how to create a solid business brand.   Today, we'll discuss the third step - how to create your Customer Service Framework.  After defining the business purpose and brand promise, accountants must put a consistent service delivery process in place. That process must ensure that the [...]

By |2019-08-29T20:45:07+00:00August 29th, 2019|Blog Posts|Comments Off on Ask Paul – A Look Into the Future Episode 28 – Advisory Box: Selling – Part 2

Ask Paul – A Look Into the Future Episode 27 – Advisory Box: Selling – Part 1

Most accountants have a big problem when it comes to creating a “solid” business brand. If a business manufactures a “product” (let’s use Coca-Cola by way of example) branding is relatively straightforward. You can immediately visualize the brand image of a Coca-Cola shaped bottle in your head. However, if you are a partner in an Accounting [...]

By |2019-08-27T13:56:33+00:00August 27th, 2019|Blog Posts|Comments Off on Ask Paul – A Look Into the Future Episode 27 – Advisory Box: Selling – Part 1

Ask Paul – A Look Into the Future Episode 26 – Struggles to Sell Proactivity

Are you an accountant struggling to sell proactive services to your clients? In this week's LIFT episode, HaydenRock Solutions founder, Paul Latham, teaches us that there are usually two reasons why accountants struggle to provide proactivity: The accountant's lack of confidence to sell business advisory services The client's typical perception of the accountant as backward-looking [...]

By |2019-08-19T20:22:59+00:00August 19th, 2019|Blog Posts|Comments Off on Ask Paul – A Look Into the Future Episode 26 – Struggles to Sell Proactivity

Ask Paul – A Look Into the Future Episode 25 – Struggles to Provide Advice

What are the common reasons Accountants fail to make the transition into providing proactive business advice to their clients? Paul Latham teaches us there are likely 3 causes: Accountants must recognize that they need to lead their clients to business advisory services, not vice versa. Accountants must create a structured process or system - treating [...]

By |2019-08-07T15:57:01+00:00August 7th, 2019|Blog Posts|Comments Off on Ask Paul – A Look Into the Future Episode 25 – Struggles to Provide Advice

Ask Paul – A Look Into the Future Episode 24 -Under the Microscope

Is it time that you put your team "under the microscope"? A couple of the common symptoms of “In-Between-Zone” businesses is that they have usually not been trained to manage. The business owner may have a great team, but the team doesn't always pull together in the same direction. Unfortunately, the business owner is often [...]

By |2019-07-11T20:45:21+00:00July 11th, 2019|Blog Posts|Comments Off on Ask Paul – A Look Into the Future Episode 24 -Under the Microscope

Ask Paul – A Look Into the Future Episode 23 – Elephant Sandwiches

Are your business owner clients (and their team) trained to “eat elephant sandwiches” if they want to succeed? Think about eating turkeys at Thanksgiving. The turkey is probably too big to be consumed in just one sitting (so over a few days you have turkey soup and turkey sandwiches etc.). In business, long-term planning issues are typically [...]

By |2019-07-03T18:41:04+00:00July 3rd, 2019|Blog Posts|Comments Off on Ask Paul – A Look Into the Future Episode 23 – Elephant Sandwiches

Ask Paul – A Look Into the Future Episode 22 – Bacon & Eggs

If you’re considering a professional partnership succession, you will want to start by separating the “pigs and chickens” within your firm. Who are the pigs and chickens? Pigs are truly committed to the process of making bacon - pigs have "business owner mentality." Chickens are important, but they’re merely involved in the process of making [...]

By |2019-07-02T18:56:22+00:00July 2nd, 2019|Blog Posts|Comments Off on Ask Paul – A Look Into the Future Episode 22 – Bacon & Eggs
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