Avoid being a drifting firm

Richard Brewin • September 17, 2018

There are times when simply drifting along can seem very tempting. Going with the flow. Taking the path of least resistance. Seeing where the winds takes you. When the pressure is on and stress levels are rising then they all have an appeal.

In fact, if you’re happy with the direction along which you’re being taken and the pace you’re moving at suits you then why not? Let’s not go looking for obstacles just for the sake of it.

Hot air balloon pilots earn the right to drift along. They don’t just role up, inflate and go. Hours, days even, of preparation go into giving them the best possible chance of drifting in the right direction and at the right speed. The prevailing wind, temperatures, metrological conditions, loads and so on are all carefully monitored and assessed before a route can be planned and a take-off point selected. They may be drifting but its drifting to a plan.

Accountancy firms can end up drifting for less considered reasons with frustration becoming the final destination. The absence of a current a plan. A failure to actively manage the plan. Complacency. Avoiding the difficult decisions. Evading challenges. Any of these can leave those at the helm with the frustration of not knowing where they are going or the sense of feeling not fully in control.

There are simple steps to check whether you are drifting:

  1. Can you write down your current goals? Where are you going with this?
  2. Can you list your key actions for the next 3-6 months? Not your task list, but the steps that take you towards your goals.
  3. Can you put in numbers what you expect your firm to look like 12 months from now? What’s your forecast fee income, gross profit %, net profit, drawings, staff numbers, client mix?

For a focussed firm this is all information readily to hand. If it’s a struggle, and I fully understand why this may be the case amongst the realities of running a practice, then it’s time to stop the drift and get yourself back in control of your journey.

The Art of Saying No Without Losing Clients

By Richard Brewin • December 5, 2025
In the Accountant/client relationship, “yes” often feels like the default. Yes to urgent requests. Yes to timeline shifts. Yes to “just one more thing” added to the scope. We want to say yes to our clients. We want to support them, be helpful and build more work, but every unqualified additional yes becomes an invisible cost; on your time, your margins, and your wellbeing.  Bold accountants think differently. They know that “no” isn’t rejection. It’s honest and professional. It’s a strategic decision that protects quality, strengthens relationships, and reinforces your value.

From compliance filer to trusted coach: The role waiting for accountants willing to start the client conversation

By Richard Brewin • November 28, 2025
Let’s be honest, most business owners have a perception of an accountant that probably falls far short of our ambitions. They want someone who helps them make sense of the chaos, plan for growth, and sleep better at night knowing someone’s got their back, but their accountant doesn’t usually spring to mind as this person. What they dream of is a coach, not an accountant, but, weirdly, they often don’t trust coaches but do trust their accountant. Their accountant can be both, so the client gets the trust and the coaching

AI in Accounting Firms: Key Considerations for Leaders Today

By Richard Brewin • November 17, 2025
Artificial Intelligence isn’t the future of accounting — it’s here now. From automating repetitive tasks to delivering deeper insights, AI is transforming the way we work, serve clients, and lead teams. But for firm leaders, success isn’t just about implementing technology; it’s about doing it strategically, responsibly, and humanely .  Before diving into the ‘how’ and making piecemeal decisions, accounting firm leaders need to consider the ‘why’…and its not as simple as “because everyone else is”.