Malcolm Smith has a background in science and marketing which gives him unique insights into how businesses negotiate, transact and develop. Today he employs this considerable expertise through a portfolio of non-executive directorships and owned businesses.

He is a keynote lecturer on Leadership, Project Management, Negotiation, Influencing and Consultative Selling at London Business School, Cass Business School, Oxford University SAID Business School and Cambridge University Judge Business School. Shownotes:

How accountancy compares to other sectors in commoditising its offering, and what is driving that move

The main reason accountants charge by the hour and why they shouldn't

How even the revered doctors and general medical practitioners have become commoditised through availability of knowledge

Why accounting compliance has become less valued in the eyes of clients

The major downside for accountants of becoming commoditised and undifferentiated

How advanced tech like AI can allow you to be profitable as a commodity in accounting

The dangers of 'proximity bias' that causes accountants to undervalue their skills

Tips for accounting firms to expand their core offerings into advising and consulting services

An example of what 'proactive brilliance' looks like for an accountant

The best way to find out what your 'value-adds' are as an accounting firm

The benefits of asking your clients why they choose you and building your accounting firm's proposition around the answers

The three value disciplines in a professional firm that allow you to charge premium fees

The biggest cost in running an accounting firm, and why your fees need to reflect that

The big mistake poor negotiators make when handling fee conversations with their accounting clients or prospects

Why non-F2F negotiation is more difficult than being in the same room as people

The biggest issue for accountants when negotiating on video platforms like zoom

The importance of the 'opening position' for accountants when negotiating deals and setting fees

The dangers of using 'round numbers' when setting and negotiating your accounting or consulting fees

Negotiation tips for accounting firms, especially in a virtual, non-F2F world

The problem many accountants make in giving away unilateral concessions in negotiations

How accounting professionals can get much better and more confident in handling common sales objections

Why accountants should always quote money rather than hours for a particular job or service

The importance for accountants to never invoice the negotiated amount.

Malcolm was Speaker of the Year for Vistage International in 2007, 2011 and 2015 and has won the Outperformer Award every year since 2004. He scored the last goal ever at Eastville Stadium, Bristol UK) before it became an IKEA store. Contact him here:

https://www.mindgamestraining.co.uk (Website and blog)

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