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.

Why your accounting firm is unique

By Richard Brewin • June 5, 2025
All accountants are the same! We’ve all heard it said. It’s nonsense, of course, but, when you are asked what it is that your firm does that differentiates it from other accounting firms, it can be a challenge to come up with something tangible.  Accounting firms tend to offer similar services, that’s what makes them accounting firms. Differentiating from competitors based upon services provided is therefore an issue.

Will MTD ITSA be the next big gift from the accounting profession

By Richard Brewin • April 2, 2025
Question… Should accountants charge for the additional work and obligations they will have when MTD ITSA finally comes into play next April? Not sure? Let me ask another one… Should business owners and taxpayers be expected to pay for the work that their accountant does for them and for the expertise that they receive? Put down in black and white, the answer seems obvious but there are many in the profession who are losing sleep over this issue.

“Accountants can’t or won’t sell”

By Richard Brewin • February 25, 2025
Accountants selling to their clients is a topic as old as the profession itself. I regularly hear criticism from those looking to monetise the accountants’ relationships with their clients that “accountants can’t sell”. I also come across an attitude within the profession that “accountants shouldn’t sell to their clients…it’s unprofessional…it’s not what my clients expect”.  Let’s tackle the issue.