When will the talking stop?

Richard Brewin • January 25, 2019

How much difference do you think we accountants make? I know that there are people out there doing amazing things but, generally speaking, are we better at saying than doing?

Look at the evidence on two levels. As a profession there are many people (myself included!) who make a living out of telling accountants how to run better firms. Some make a real difference but, as a whole, has the modus operandi of our profession really changed as much as other sectors? Look at how education has moved on from when we were kids. Now look at how we advise clients…

As advisors, we service our clients, often for many years. In some cases, we change lives but a common frustration I come across with accountants is that they ‘don’t have the ‘right sort’ of client, or clients who are profitable enough or cash-rich enough to afford their wider services. “What have you been doing with them for all these years then” is my question.

The excuse that you can lead a horse to water but you can’t make it drink is, frankly, nonsense! The horse will drink when it’s thirsty. You just haven’t tried for long enough.

As advisors to accountants I believe we have a responsibility, to them and our profession, to not just spout theories and plans but to actually make things happen. We profess to want to help so let’s make sure we do.

As accountants to SME clients we have a responsibility, again to them and our profession, to not just tell them what they should be doing but to stick at them until they do. Again, let’s make sure we help instead of giving up at the first hesitation.

We need to be more passionate, more persuasive, more persistent about what we believe in….if, of course, we genuinely believe in it.

Being proactive is a culture, not a slogan

By Richard Brewin • June 27, 2025
Look at any accounting firm website and there is a fair chance that the word ‘proactive’ will be prominent. Ask some business owners and taxpayers whether they consider their accountant to be proactive.  There is commonly a gap between the two, between the intent of the accountant and the expectations of the client.

How tech helps us to rebuild our trusted advisor role

By Richard Brewin • June 23, 2025
The tag ‘Trusted Advisor’ gets bandied around a lot. Without trying to be deliberately contentious, I often challenge its use. Undoubtedly, accountants were once the trusted advisor to their clients. When I came into the profession 44 years ago now, the older partners, especially, were seen by their clients as their trusted advisor, their ‘go to’ person on any issues, business, family or personal, that were troubling them. Without the filing deadlines of today, these clients were with their accountant primarily because they valued the relationship rather than the products.

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.