Andy Salkeld is a former accountant (Big 4), corporate financier and business intelligence specialist who seemed to have it all. But Andy lives with depression and has been suicidal. Now an investor co-owner of a small business, he speaks and writes openly about mental health and depression in professional life. Shownotes:

How we often introduce ourselves as what we do, not who we are, which doesn't always create honest conversations

How the perceived stigma of mental health affects professionals like accountants

The competitive 'Darwinian' nature of professions that involve the mind - the survival of the fittest

The huge pressures accountants are under in building their career, and why any sign of weakness can be detrimental

How good or not accountants are at handling change, disruption and pressure

Much of a professional's self worth, identity and acceptance is wrapped up in what they can do, not who they are

How accountancy is like football in being a performance business with massive pressure to get results

How accounting firm leaders and cultures are rarely equipped to deal with admissions of mental health and stress

In a data driven industry, it's hard to make decisions about complex emotions inherent in mental health

How a greater acceptance of mental health and liberation of views has led to a better understanding of the impacts

In accounting firms, people (and leaders) do genuinely care but don't always know how to help with mental health

The importance of sharing your struggles and vulnerabilities in work situations, especially if you're in a leadership role

Nobody has all the answers, especially in times of great disruption and uncertainty

One example of the chain of events that might lead someone to take their own life

The song lyric that turned a suicidal depressive's life around to now helping other professionals deal with mental health

The role of therapists and counsellors in helping you articulate complex emotions and situation

When not working, Andy loves playing board games, listening to ska and pop-punk music and cooking. He lives with his cat Pika – named after a Pokémon – in Leeds, UK. Recently he has been teaching himself music from no prior knowledge using only a GameBoy. You can reach him here...

https://andysalkeld.com (Website )

https://www.linkedin.com/in/andysalkeld/ (LinkedIn )

Damien Greathead has more than a decade of experience in cloud accounting, change management and marketing, specifically working with accountants and bookkeepers. Until recently, Damien led Receipt Bank global thought leadership program and customer marketing. He is now Head of Marketing at Practice Ignition. Earlier in his career, he was the Director at the consulting group 2020 Group USA which was acquired by Panalitix in 2016. Today he helps accountants and bookkeepers across the world drop the data entry and do more of what they love. Shownotes:

Shout out to 'powerhouses in the accounting profession' Ric Payne, Ron Baker, Chris Fredericksen and Paul Dunn

How the 20-20 accounting firm membership group was set up

Why the accounting profession is a phenomenal place to be right now

How accountants cope with change as a group

The power of momentum for accountants in dealing with change and disruption

Big up to Chad Davis about what makes the good accountants great

The power of the 'action after review' that leads to constant improvement in accounting firms

The rise of the smaller more nimble virtual accounting firms who recruit globally and are comfortable in a 'remote' world

An example of a virtual accounting firm that has clients globally with no premises and now employees 60+ people

Why making good money is actually one of the biggest challenges for accounting firms who want to grow

Accounting leaders - how do you balance what you need from your firm right now vz what you want it to produce in the future?

Fast growing accounting firms go one vital step further than just adopting new technology

Why bookkeeping as a monthly process is simply not efficient these days

New technology integrated into old ways of doing things has adverse effects on workflow and KPIs in accounting firms

Value pricing vz fixed pricing considerations for accountants

Why compliance is definitely not dead and why it's actually the perfect 'foot in the door' for accountants

Why it's up to the individual accounting firm to define what advisory services mean to them and then their clients

Best practice tips to deliver more successful advisory services in your accounting firm

What the good accountancy firms are doing well with differentiating and marketing themselves

What actually makes accountants phenomenal sales people if they reframe what selling actually means

Why accountants are great at sales but shocking at marketing

How accountants can more easily create engaging content which will will them more business and new clients

Shout out to great marketing from Andrew Wall, Carla Caldwell and Ryan Lazanis

The importance of small changes that build big momentum

What's coming up in the accounting profession over the next few years

Inspirational lessons learned from doing ironman triathlons, the New york marathon and swimming from Alcatraz

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When he’s not working, Damien has Escaped from Alcatraz several times and has a few ironman triathlons under his belt. You can reach him here...

https://www.linkedin.com/in/damiengreathead/ (LinkedIn )

Mark Allen has built and developed and sold several multi million pound businesses. He is currently the Chairman of the TAG Accountants Community which provides complex tax advice, financial services, business growth consultancy, corporate finance, insolvency and legal advice through specialist teams to over 100 UK accountancy firms.

Mark and his partners are the advisors to the advisors. He was the youngest ever Chair of the CIMA Members in Practice Panel and currently sits on the Regional Advisory Panel of the CIMA UK Board. Shownotes:

How much accounting has changed over the years from someone who has been in the game a long time

How the threat of AI and technology will force accountants to do more of what they should have been doing all along - advisory

How the accountant of 30-40 years ago is a very different animal to today, even though the qualifications are almost identical

The critical areas where accountants need support, potentially from outside their firm

Why sales and marketing is very difficult for most accountants

What separates the good accounting firms from the great ones

The one thing an accountant must do if they want to legitimately offer advisory services

Best practice tips for moving from compliance to advisory services

The kind of antiquated thinking in accounting firm leadership that holds practices back

Why lots of accountants are doing business advisory that they are not getting paid for

Where leaders of accounting firms fall short in serving their people

The role of 'fun' in attracting and retaining good people in accounting firms

The bad doctrine or wrong thinking that needs to be killed in the world of accounting

How well served accountants are by their professional bodies, associations and institutes

What good training and development looks like in the most successful accounting firms

The benefits to accounting firms of outsourcing low value work

Tips on succession planning, particularly for the larger accounting firms

What's coming up in the world of accounting and finance in the next few yearsm

Mark's leisure time is split between family, charity work and avidly following sports and in particular his beloved Wolverhampton Wanderers. You can reach him here...

https://tagcommunity.co.uk/ (Website )

https://www.linkedin.com/in/mark-allen-95144a117/ (LinkedIn )

Lee Frederiksen is an award-winning marketer, Visible Expert®, and business strategist who helped pioneer the field of research-driven marketing.

As the Managing Partner of Hinge, a marketing firm for the professional services industry, he draws on his Ph.D. in behavioral psychology and his CEO experience to help clients achieve high growth and profitability.

Lee’s research on marketing and business growth has made him a recognized industry name, along with the numerous books he authored on the same topics. He been quoted in a number of mainstream publications, and he regularly speaks at major industry events around the country.

Shownotes:

Why marketing is a blend of research and art, particularly in the complicated market of professional services

How accounting is different to other professional services sectors

Why accountancy is one of the slowest growing professional service sectors

The impact of accounting compliance work being pushed down in value and relevance

Where the threats to the accountant's 'trusted advisor' status will come from

A warning for what will happen to the accountancy profession if it does not change or adapt to what is happening

The two distinct models of accounting firms currently in existence, and why one is becoming extinct

How many accounting firms are being found wanting in today's fast moving and disruptive world

Where most accounting firms get their leads from, and what the high growth firms source leads differently

Why accounting firms are lagging in growth behind other professional firms

The one thing professional firms are doing that are showing dynamic growth

The one critical factor accounting firms must offer to give value to their clients

Accountants know much less about their audience than they think - learn the two reasons why this is

What the good accounting firms have done in responding to the global pandemic

Where many accounting firms have fallen short in serving their clients during Covid-19

The dangers for accounting firms relying on traditional and not digital marketing

How to properly price your accounting services around value by understanding the client journey

Three ways you can persuade someone to change their behaviour or opinion

FACT: the fastest growing accounting firms put a higher value on investment in training and education

What a marketing or business development strategy starts with

Why marketing budgets should not be allocated to individual partners in accounting firms

The link between high growth accounting firms and profitability

What 'going digital' with your marketing really looks like for a growing accounting firm

When he’s not travelling to speaking engagements or working at the Hinge headquarters, you’ll find Lee pursuing his interest in hot rods or watching movies with his wife, Candace. You can reach him here...

http://www.hingemarketing.com (Website )

https://www.linkedin.com/in/leefrederiksen (LinkedIn )

https://twitter.com/leefrederiksen?lang=en (Twitter)

https://bdacademy.pro/wp-content/uploads/2020/06/andy-codd.jpg ()Andrew Codd is a bestselling author, speaker, coach, trainer and podcaster. He regularly contributes finance thought-leadership via the top-rated Strength in the Numbers Show (#SITN). He is listened to in 150+ countries worldwide, and helps create more influential finance professionals who solve meaningful problems for their organisations. He has over 20 years’ experience in leading and effectively developing Global Finance and Sales talent at recognizable brands like Pepsi, Three, Virgin and Dell in a variety of countries across different continents. Shownotes:

How the podcast #SITN Strength in the Numbers started

Why accounting and finance is in a good place for opportunity, but not in execution

How data gives huge power and opportunity which is not always realised either in practice or industry

Why accounting and finance professionals are not as influential and relevant as they could be

The huge opportunities around working capital for finance professionals

How insights that deliver huge value mean nothing without the influence to communicate them

A unique definition of value which will help you deliver impact in your accounting or finance role

How coachable accounting and finance people are as a breed

What accounting and finance professionals must do to remain relevant and impactful in their role

Why providing value as a finance or accounting professional is just the start of making a difference

The power of stories to engage audiences with data and insights

How to use a 'trust account' for greater credibility and influence

What makes an accounting or finance professional 'promotable'

The importance of sponsorship for career progression in finance and accounting roles

Why there is no such a thing as a self-made millionaire or successful entrepreneur

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Currently Andrew is a senior member of Dell’s Aftersales Finance Operations, which is responsible for partnering with Sales teams across the world to optimise the return from its $5bn global support services portfolio. He is also President of AVF Worldwide which delivers customised end-to-end managed learning solutions and analytics software that helps Finance and Sales teams drive measurable top- and bottom-line improvements at mid-sized recurring revenue businesses who don’t have the scale of finance teams at larger enterprises.

When he's not working, Andrew can be found enjoying the treasures of the Wild Atlantic Way with his young family in the southwest of Ireland. He enjoys reading, hiking and is a huge Munster rugby fan.

https://sitnshow.com/ (Website )

https://www.linkedin.com/company/sitnshow (LinkedIn )

https://twitter.com/andrewsitn (Twitter)

https://bdacademy.pro/wp-content/uploads/2020/06/ilya.jpg ()Ilya Radzinsky is a co-founder of TaxDome, a tech company born out of deep understanding of tax and accounting business needs. About 8 years ago, he and his brother built a custom software system for a tax practice, which grew 10 to 70+ staff. Out of this they launched TaxDome in March 2017. TaxDome is the most intuitive, all-in-one cloud-based solution for tax practice management. Shownotes:

What a pioneer remote accounting firm looks like

Why the fastest growing and largest accounting firms are all investing in technology

What smaller accounting firms need to be able to compete with larger firms who can invest more in technology

Why change is scary for accounting firms and is often met with resistance

Tips to lessen friction points when taking on new technology in your accounting firm and ensure maximum integration

How software and app overload stop most accountants from doing what they do best

The downsides for accountants of using different software systems for staff and clients

The problem with email as a channel to swap confidential information with accounting clients

Factors an accounting firm should consider with their choice or practice management software

Fact: the accounting firms AND the businesses they serve grow fastest when they invest in technology

The biggest challenges accounting firms face if they want to grow

Critical tips for making your accounting business more sellable and more valuable

Why accounting firms should never compete on price

Discover the only thing that stays constant in the business world

Why the older people are massively underestimated in terms of their contribution to and understanding of business

The magic approach that will more quickly drive change in your accounting firm

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When he's not working, Ilya enjoys getting friends together. He's hosted 7 friendsgivings - just like Thanksgiving except with groups of friends instead of just family. He loves skiing and goes on 6 annual ski trips with large groups.

Contact Ilya:

http://www.taxdome.com (Website )

https://www.linkedin.com/in/ilya-radzinsky/ (LinkedIn )

http://[email protected] (Email)

Ron Saharyan is an expert in sales processes/systems, hiring, scaling, and operations. He started Profit First Professionals in 2014 with Mike Michalowicz. He has since certified and taught Profit First to hundreds of accounting, bookkeeping and coaching firms globally.

Whether a newer business or a 100-year-old firm, Ron has taught firm owners how to properly experience, practice, implement, monetize and share Profit First with their customers. He is an expert in value pricing and has created the Profit First Value Pricing Curriculum. Shownotes:

The Profit First methodology that came out of the 'envelope budget' approach

A behavioral cash flow system that goes against how businesses have been taught for years

Two reasons why profit is so important in a business

Why accountants and bookkeepers are in a very strong position right now

Two mistakes accounting firms make which stop them from growing

How accounting firm business models are changing and what's driving that change

Why most accounting firms growing on compliance are an algorithm away from being obselete

The reasons why accountants are good at learning but struggle with changing and being coachable

Breaking down the Profit First methodology of sales-profit=expenses

The difference between real revenue and top line revenue in running a business

What's wrong with the traditional sales-expenses=profit formula

The biggest challenge accountants have with cash flow management

The vital role of empathy in changing behaviors of accountants and business owners

What stops accountants and bookkeepers from being more 'relatable' to their clients

Why it's hard for clients to switch accountants and how to unseat the incumbent firm

The one question accountants can ask to be much more empathetic

How accountants can protect their time more and avoid 'over-servicing' their clients

The one thing accountants must protect to grow and scale their business

Practical examples of 3 tier pricing for accountants and bookkeepers

What it actually means to scale a business on a commercial and a personal level

The rule of '3 and 10' when hiring and growing and how business owners get it wrong

What being proactive actually looks like for accountants and bookkeepers

The critical questions clients ask themselves in deciding whether to switch from one accountant to another

Why change is good and why optimism is the only mindset of any value

The profit management blueprint and why accountants who want to add value to clients need to embrace it

What will happen to the accountants who can't or won't change

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Contact Ron:

https://profitfirstprofessionals.com/ (Profit First website )

https://www.linkedin.com/in/rpjohnston/ (Rob on LinkedIn )

Daniel Teacher is the Managing Director at T-Tech and oversees sales within the business. He is also hands-on with T-Tech’s clients, a large number being the top 200 UK accountancy firms. Prior to T-Tech, Daniel worked at Deloitte as a Management Consultant for 4 years, on global transformational projects for some of the world’s largest banks. Shownotes:

How accounting firms differ in their approach to technology from other sectors

Why there are literally NO large accounting firms who are good with technology

The three types of accounting firms when it comes to technology

The single biggest reason accountancy firms have poor technology capability

Why clients have such low expectations of their accountants and the disastrous effects of that

What stops accountants from adapting better to technology in driving performance and profitability

The three aspects of keeping up to date with technology that accounting firms encounter

'Born in the cloud' accounting firms usually tend to have less than 20 people

Technology advancement in accounting firms is vital for better client service

What accounting firms should do to avoid requiring so many different tech and software solutions

The cost of new accounting software is actually only a small consideration in bringing it into your firm

The biggest frustration in handling the Tech of a large accounting firm

Accountants are strong business advisors but often not good at running a business themselves

The key focus for accounting firms in coming years when it comes to technology

The best way to deliver technology change to accountants

The best ways to attract to talent to your accounting firm

Accountants note - the staggeringly high % of a client tax return that is not added value

Best advice for accountants who want to drive technological change through their firm

The biggest reason IT projects fail in accounting practices

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Daniel is a patron of Norwood, one of the largest charities in London, and is a cycling enthusiast. He has participated in multiple charity bike rides in different locations around the world. He enjoys family holidays and has completed over 30 sky dive jumps!

Contact Dan:

http://www.nmgi.com (Dan's website )

https://www.linkedin.com/in/rpjohnston/ (Dan on LinkedIn )

https://twitter.com/RPJohnston (Dan on Twitter)

James Molfetas is a chartered accountant who left the accounting profession in 2011 to concentrate on internet marketing. Today he coaches accountants how to get a minimum of 2 new clients every month by using his proprietary “Regular Accounting Client Blueprint”. James is the CEO and Founder of the training sand sales funnel implementation company, Regular Clients.

James in an international number one best-selling author of marketing books helping accountants to get more clients and sell more products and services by leveraging the internet. In his 30-year financial career, he was a financial director in both private and listed companies as well as a partner in a small 3-partner audit practice. Shownotes:

"If your accounting firm is not on the internet, you'll be out of business"

How the internet has changed the game for how accountants and accounting firms market themselves

The first thing a buyer or prospect will do if they want a new accountant or advisor

The trap of compliance - it might be where the money is for many accountants, but it's actually just a commodity

How digital disruption has hit the accounting profession harder than any most others

The important things accountants must do in today's competitive marketplace

How the cloud has given accountants a new lease of life, even though it presents an even bigger problem for them

Why it's actually easier for an accountant or accounting firm to differentiate themselves than ever before

The vastly different attitudes to the internet with older and younger accountants

How bookkeepers are taking over what more qualified accountants used to do, with drastic consequences for accounting firms who do not evolve

The increasing trend of accounting firms putting their prices on their website

The number one reason accountants must move into the cloud and prioritise advisory

True or false - some accountants don't even talk to clients face to face any more?

What accountants must to to reduce the cost of new client acquisition

The big problem accounting firms have when they rely on word of mouth for new business

Why accountants are at a disadvantage to other professions when it comes to their professional qualifications

The downsides for accountants if they are not prepared to niche or specialise in targeting certain clients

Tips for accountants who need to help prospects switch from their incumbent advisors

The critical factor that is making clients more likely to switch accounting firms

What should be the ultimate goal when accounting firms source a new clients online

Why for most accountants, LinkedIn is the natural digital platform to be on

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When he's not working, James loves performing magic tricks for his two kids. He also used to be a provincial chess player in his youth.

Contact James:

http://www.regularclients.com (James' website )

https://www.linkedin.com/in/jamesmolfetas/ (James on LinkedIn )

http://[email protected] (Email James)

Phone number: 2711 - 452 - 5682

Nathan Littleton is a marketer, professional speaker and author who specialises in helping businesses to grow by attracting and winning more customers.

Having started his first business at the age of just 12, he has become one of the UK’s best and brightest young business figures, with more experience than most people twice his age. More than a decade on, he’s worked with thousands of businesses across the UK and around the world to transform their online marketing and help them to generate better results.

Each year he sends more than a million emails on behalf of his clients, and his proven track record has led to him working with businesses ranging from small accountancy firms to international franchises. As an in-demand conference speaker, he also speaks regularly on different aspects of online marketing.

Shownotes:

The big difference between accounting firms and other businesses

Why accounting firms struggle to differentiate themselves against their competition

The consequences of lower trust for accountancy firms, particularly with lost revenues

The factors that make an accounting brand more credible and believable

The power of shareable client experiences to build credibility for accounting firms

How word of mouth has changed over the years, especially with the online world

How advertising saturation makes it hard for accounting firms to market themselves

Few accounting firms personalise their client experience and thus don't make them feel special

The power of personalisation to increase word of mouth in accounting clients

Does your waiting room experience make or break what clients are saying about your accountancy firm?

Following processes can sometimes go against a memorable client experience for accountants

The need for accountants to take risks to be more memorable and credible with their clients

The importance of keeping promises to develop high levels of trust and loyalty

The critical ingredient that makes a referral much easier to make for an accounting client

What to do as an accounting firm when your competition make the same claims as you

The role of the 'red box' in giving accounting firms a competitive edge

Identifying the critical touch points in the accounting firm customer or client journey

A very simple thing that takes massive advantage of critical moments of truth with clients

The power of lifetime client value in accounting firm success

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Contact Nathan:

http://www.nathanlittleton.co.uk (Nathan's website )

https://www.linkedin.com/in/nathanlittleton/ (Nathan on LinkedIn )

http://[email protected] (Email Nathan)

https://twitter.com/NathSpeaks (Nathan on Twitter)

Phone number: 07708029038