To convert prospects and opportunities into clients you need to have nurturing activities for those that aren't ready to join right now - which will be the majority. Where can you be helpful and how can you always have something to invite the prospect to?  

Nurturing ideas: 

A recent survey showed that accountants are interested in improving their sales skills. I believe the focus should be: Stop Selling | Start Helping. There will be ample opportunity to increase your revenue and average client group fee plus the clients get to improve their condition by engaging you more closely.  

In this episode I cover:  

Modern Firm Practices | A weekly show for accountants on how to become the Modern Accountant and implement Modern Firm Practices into your firm

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For monthly LIVE Modern Firm Trainings and Ask Me Anything calls, plus access to prior trainings, take a sneak peak at the Modern Firm Practices Membership https://ModernFirmPractices.com and be the first to access Ultimate Referrals

The key to getting ahead and achieving your objectives is to FREE UP PARTNER TIME. It starts with looking at where is your time currently going. The biggest excuse I hear is I don't have the time or the capacity. But if you audited your time I'm sure you would find plenty of tasks to remove and delegate.  

In this episode I share strategies for:  

- small resource tight firms  

- partnerships  

- time audit  

- ideas on how to free up time  

- we've always done it this way  

- sunk cost fallacy

Modern Firm Practices | A weekly show for accountants on how to become the Modern Accountant and implement Modern Firm Practices into your firm

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For monthly LIVE Modern Firm Trainings and Ask Me Anything calls, plus access to prior trainings, take a sneak peak at the Modern Firm Practices Membership https://ModernFirmPractices.com and be the first to access Ultimate Referrals

Strategic Partners are a POWERFUL activity to attract new clients and support unmet needs of existing clients - and the great thing is they are all around you! Think: Who Has My Clients? 

There are plenty of non-competing businesses who have the same ideal client as you and there is the ability to promote, endorse offer and recommend your services to their contacts. This can come in many forms and sizes and be a great benefit to both businesses. 

In this episode I share HOW to go about strategic partnerships and give an example of one I put in place. Still to this day I am continuously looking at opportunities to open new partner channels.

Modern Firm Practices | A weekly show for accountants on how to become the Modern Accountant and implement Modern Firm Practices into your firm

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For monthly LIVE Modern Firm Trainings and Ask Me Anything calls, plus access to prior trainings, take a sneak peak at the Modern Firm Practices Membership https://ModernFirmPractices.com and be the first to access Ultimate Referrals

Referrals are a no brainer opportunity to attract new clients to your accounting firm - quickly and easily and cheap. There are opportunities sitting there right now for you - you just need to ask. Learn a three step process to improve your referrals:  

 - Ask  

 - The Setup  

 - Ideal Clients 

Access additional information on The Setup over at https://ModernFirmPractices.com/referrals

Modern Firm Practices | A weekly show for accountants on how to become the Modern Accountant and implement Modern Firm Practices into your firm   

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For monthly LIVE Modern Firm Trainings and Ask Me Anything calls, plus access to prior trainings, take a sneak peak at the Modern Firm Practices Membership https://ModernFirmPractices.com and be the first to access Ultimate Referrals

Scope stretch is a common problem in many many firms. It is letting value slip through the gaps, reducing margins and blowing out productivity. In this episode I cover:  

- what is scope stretch (and scope creep and scope seep)  

- legacy clients who are used to a certain standard and new clients  

- taking charge and leading the way reducing scope stretch  

- communicating and educating: the action required to tackle this problem  

- sending an additional engagement for the *out of scope* work  

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For monthly LIVE Modern Firm Trainings and Ask Me Anything calls, plus access to prior trainings, take a sneak peak at the Modern Firm Practices Membership: https://ModernFirmPractices.com

A MAJOR key to growing a firm is building your team and the ongoing managing, nurturing and leading your people. This comes with smiles and tears and it is a very rewarding experience and partners are very proud of their team. Building an amazing team just brings everything together. But I always hear it is hard to find good people - that is true. You have to turn over a lot for rocks to find the great within the good. In this episodes I talk about:

 - firing poor performers, 

 - outsourcing, 

 - hiring for strengths, 

 - the key role of a client manager, and 

 - the opportunistic time it is now (Sept 2020) to hiring top talent made redundant from big firms.  

I also share very soon to be open Modern Firm Practices Membership - opening 1 October.  The wait list is filling up as I coordinate an amazing community of accountants to get access to the Modern Firm Practices resources, monthly training, monthly 'Ask Me Anything' and a forum to get answers and feedback from your peers.  ⭐️  Join the Modern Firm Practices Membership wait list: https://ModernFirmPractices.com

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Modern Firm Practices hosted by Brad Turville | A weekly show for accountants on how to become the Modern Accountant and implement Modern Firm Practices into your firm

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For monthly LIVE Modern Firm Trainings and Ask Me Anything calls, plus access to prior trainings, join Modern Firm Practices Membership: https://ModernFirmPractices.com

Having a Business That Serves You is key to designing the Lifestyle you want. Many times I see partners and directors serving the business - almost chained to it. They then shape their personal lives around the leftovers. But this isn't why you go into business. Something has to change. It starts with getting clear on what you want [and what you don't want]. Then setting in action the journey. 

This might include:

 - reinventing your business model, 

 - pricing, 

 - ideal clients, 

 - firing clients, and 

 - rehoming team members. 

I also challenge you to look long term.

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Modern Firm Practices hosted by Brad Turville | A weekly show for accountants on how to become the Modern Accountant and implement Modern Firm Practices into your firm

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For monthly LIVE Modern Firm Trainings and Ask Me Anything calls, plus access to prior trainings, join Modern Firm Practices Membership: https://ModernFirmPractices.com

Maximising Your Existing Clients is one of the best start points for a firm wanting to grow and delight their clients. Why? 

Because your clients already know, like and trust you. 

They have unmet needs.

They may not know all the different ways you can help or services you provide. T

hey might be willing and interested to pay more and work closer but they have never been asked or supported. T

his is a great opportunity in most every firm - yet many still believe they need to get new clients to grow when they have opportunity at their doorstep. Learn where to start and what to do - it's is actually very simple.

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Modern Firm Practices hosted by Brad Turville | A weekly show for accountants on how to become the Modern Accountant and implement Modern Firm Practices into your firm

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For monthly LIVE Modern Firm Trainings and Ask Me Anything calls, plus access to prior trainings, join Modern Firm Practices Membership: https://ModernFirmPractices.com

Small Firms of 1 - 2 partners face a handful of common challenges as their firm grows and in this episode I cover 5 common problems and follow up with 5 opportunities for leverage. We talk:

 - an ineffective business model, 

 - wrong organisational structure, 

 - lack of team buy in, 

 - poor debtor and WIP management, 

 - low paying clients with lots of scope stretch, and 

 - lots of services for lots of different types of clients 

(note: this also applies to 3, 4 & 5 partner firms)

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Modern Firm Practices hosted by Brad Turville | A weekly show for accountants on how to become the Modern Accountant and implement Modern Firm Practices into your firm

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For monthly LIVE Modern Firm Trainings and Ask Me Anything calls, plus access to prior trainings, join Modern Firm Practices Membership: https://ModernFirmPractices.com