Blog & News

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.

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.

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.

Look at the headlines and you don’t need me to tell you that the world feels unsettled. Wars, social disharmony, economic uncertainty, inflation, supply chain disruptions, digital attacks — the backdrop for business owners and families right now is complex, uncertain, and often stressful.  If you ask your clients what keeps them awake at night, it’s rarely a tax return. It’s their cashflow, their ability to look after staff, their own energy levels, their family’s security. They worry about the things that affect their lives, not just their ledgers.

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.

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.

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.

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 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.