Episode 160

Busting Common Myths About Accounting Advisory Services

Mark Jenkins has over 20 years in Public Practice in New Zealand. In 2014, he sold his firm so that he could focus on his true passion - helping accountants to accelerate small business success. Mark joined forces with Viv Brownrigg, together creating The Gap Portal so accounting firms throughout NZ, Australia and the UK can use business development content to maximise income without having to re-invent the wheel. Selected shownotes:

  • A simple definition of client engagement for accountants and how important it is to keep clients attracted to your firm
  • Why loyalty is breaking down with accounting clients and what accountants must do to stay relevant
  • The many upsides of having enthusiastic, engaged clients for not just revenue and loyalty but recruitment and succession
  • The disconnect between technical advisors like accountants and entrepreneurial business owners and how to bridge this
  • How client engagement has changed over the years for accountants and what implications this has for the changing roles of advisors
  • The problems accountants incur in giving away their advice for free by not engaging their clients properly
  • What being proactive really looks and sounds like for the 'best in class' accountants
  • Why the accountant-client relationship will never go back to 'normal' after the pandemic, and how professional firms must adjust
  • Where good client engagement really starts and the 5 levels of change accountants must go through
  • How mindset defines how accountants can optimally engage with clients and be proactive in their client relationships
  • The technique of habit stacking for accountants who want to be more productive and proactive with clients
  • How accountants can create the time to serve clients better and get around the 'I'm too busy' excuse
  • 5 rules for accountants to run better (more productive and lucrative) meetings with their clients
  • The different kinds of client engagement meetings that accountants should know about and be having.

In his downtime, Mark likes nothing more than getting up at the crack of dawn, pulling out his kayak, catching, filleting and BBQing his catch of the day. Contact him here:

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About the Podcast

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Accounting Voices Podcast
Accounting Voices helps people in the accounting world stay relevant visible and vocal. Host Rob Brown interprets trends reshaping the profession and gives listeners insight to build authority influence and a stronger voice in firms and markets.

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About your host

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Rob Brown

Rob Brown is the founder and host of the Accounting Voices Podcast, the flagship solo show of the Accounting Voices Network. Each episode offers sharp analysis and commentary on the trends, ideas and people shaping the global accounting profession.

Through this Accounting Voices Podcast, Rob helps accounting firm leaders, decision makers and professionals stay relevant and make sense of disruption in areas like AI, automation, M&A, private equity and soft skills beyond the tech. His perspective blends clarity, insight and curiosity, making complex issues relevant and practical for professionals and decision makers across accounting and finance.

He also leads two monthly panel shows, Accounting M&A and Accounting AI, which bring together senior voices to explore consolidation, strategy and the impact of technology on firms and people.

Rob is the author of the bestselling book Build Your Reputation (Wiley) and a TEDx speaker whose talk The Personal Brand of You has more than 400,000 views. Over his career he has hosted and moderated more than 1,000 conversations with accounting and fintech leaders worldwide.

Based in Nottingham UK, Rob is a stroke survivor living with epilepsy, a black belt in kickboxing, a decent chess player and an average player of four musical instruments.