What will differentiate your accountancy firm when we’re all pushing the same buttons?

Richard Brewin • December 5, 2017

Back in June this year, at one of our energising Mastermind group sessions, I put up the following statement:

“The more we embrace the digital revolution (and we must), the greater the danger that we end up looking even more like each other. We will all be pushing the same buttons”

It prompted a terrific discussion and highlighted two key points for firms to consider as they move forwards:

  1. On an imaginary line with an ‘online based relationship’ at one end and a ‘people based relationship’ at the other, are you clear and comfortable with where you want your firm to sit on that line? The effective development of your growth and management strategies depends on it.
  2. Does your firm, in every respect, reflect your personality? This matters because it is how you attract and retain the ‘right’ sort of client as well as have fun in your working day.

Point 1 is important because, by understanding where you want to sit on the line you will make better decisions about the digital systems that you bring into your firm. To some, the catalogue of apps coming into our profession is a little like entering a sweet shop. Don’t just buy all the pretty ones!

Point 2 is essential. Clients value two things ahead of everything else; the quality of the relationship and your ability to deliver. These are easy for a client to measure and are fundamental to build trust. Clients therefore judge you primarily on non-technical factors and the more they judge something that is true to you, the more likely that the relationship will work for both you and them.

So, if you happen to be a fan of art, sport, Star Trek or The Stone Roses, don’t hide it away in your garage, reflect it in your office and website. The ‘right’ clients will love it.

Nothing Is Successful Without Enthusiasm: Why It Matters More Than Ever in Accounting

By Richard Brewin • October 30, 2025
In a world where technology, standards, and client expectations are constantly changing, one thing remains timeless: enthusiasm . As accountants, we’re known for precision, professionalism, and integrity — but without enthusiasm, even the most talented team can fall short of its true potential. As the saying goes, “Nothing is successful without enthusiasm.” And in today’s accounting profession, that’s more relevant than ever.  Here’s why enthusiasm is the secret ingredient that fuels success — both individually and collectively.

The Heart of the Profession: Why Empathy Matters More Than Ever for Accountants

By Richard Brewin • October 24, 2025
We live in a world that feels more uncertain by the day. Small business owners are juggling rising costs, changing markets, and constant pressure to do more with less. For many, it’s not just about keeping the business afloat — it’s about holding onto a dream.  And in the middle of all this change, accountants have a quiet but powerful role to play.

Time to coach

By Richard Brewin • October 17, 2025
We’ve always been the steady hand, the voice of reason, the trusted advisor. Coaching simply helps us do that better — with more empathy, clarity, and connection. Explore the new Accountants Coaching Community, launching now in Australia and the UK.