Should we try harder to smash the wall?

Richard Brewin • October 26, 2018

Trying to get some clients to act on your advice can be like talking to a brick wall.

Do these sound familiar?

“I’m too busy”.
“I can’t afford it right now”.
“I don’t have the staff available”.
“Can we do it later?”. “
“We’re not big enough”

Your advice just keeps bouncing back to you. Too often, what the client is really saying is “this isn’t important enough for me right now”.

Do we leave it there? After all, we’ve done our job, we’ve passed on our advice.

I hear accountants complain about the quality of their client base, about not being able to sell value added services because they don’t have profitable clients, but do we have a chicken versus egg situation here?

What comes first: the client having a profitable, cash-rich business or the client taking your advice?

If you believe that your advice is important enough then I would argue that you have a professional responsibility to try everything in your power to get your client to act upon it. If you can’t demonstrate its value and importance over the client’s objections then why should they divert attention or resources?

Cloud accounting is a case in point. Quite simply, this is how businesses manage their finances in 2018. It’s effective, efficient, MTD compliant and a fundamental strategy for improving profits and cash-flow. It frees up their time, provides valuable management information and opens advice and support channels with the accountant. And it’s very cost effective.

So, if you don’t currently have all your clients using cloud accounting, properly trained and supported, or at least a plan for doing so, why not? It’s a no-brainer!

When we can see how to improve a client’s business, and therefore their life, we must be prepared to fight harder for our view. After all, if poor clients are the excuse for poor returns in our own firms then profitable clients is the answer. Are you telling me you don’t know how to make your clients more profitable?

Fight to get your point across. Be persistent. Be strong.

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.

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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.