Nevil Tynemouth, sales expert for professional firms, shares with Accounting Influencers host Rob Brown his best tips to help accountants win business... - Accounting Influencers Podcast

Episode 166

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Published on:

5th Aug 2021

Business Growth & Selling Tips for Ambitious Accountants

Nevil Tynemouth runs New Results to professional services organisations improve their selling and business development activities. This covers engaging, winning and developing clients plus becoming confident and competent in selling and business development. This involves maximising relationships, becoming the trusted adviser and building trust with new and existing clients. He was involved in launching two of the UK’s most familiar brands in Dyson and BlackBerry, and has worked as part of FTSE100 companies management teams for over a decade and in sales for 25 years. He is the author of “Sales Success on LinkedIn” and is recognised as an excellent facilitator, bringing new ideas, methods and approaches to life for those he works with. Inspiring business owners, partners, directors and their teams with real world practical tools to help their selling and business development activity. Selected shownotes:
  • The key difference between sales, marketing and business development for accountants
  • Why service professionals don't like words like sales and selling, and how to overcome this
  • How sales has changed over the years with technology but not with relationships
  • Why buyers of professional services are so much more educated now than before
  • What accountants must do to relate better to prospects buying their services
  • The one thing many accountants miss when communicating value to their clients
  • The biggest quality that separated the great accountants from the good or average ones
  • How coachable accounting professionals are and what helps improve their skills to win work
  • Why everyone in an accountancy firm has some responsibility to do business development
  • The vital role of accounting firm leadership in defining what good looks like in winning work
  • The single biggest challenge accountancy practices struggle with if they want to grow
  • What those accounting firms who are winning good business are doing really well right now
  • The old-fashioned approach that works best for accountants to develop new business opportunities
  • The scripts vz frameworks dilemma for accountants when phrasing sales and BD questions
  • The mistake most accounting professionals make when asking for referrals
  • A brilliant strategy to help accountants save huge amounts of time with proposals and pitches
  • How accountants can overcome a lack of time to do business development in their firm
  • The importance of quarterly business development plans for accountants
  • The difference between new clients and more business from existing clients for accountants
  • The one thing accountancy leaders can do to bring more business for their accounting firm.
Connect with Nevil on LinkedIn
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About the Podcast

Accounting Influencers Podcast
Host Rob Brown shows accounting professionals and leaders how to be more influential, grow their personal brand and be more authoritative, relevant and high profile in their roles..
The Accounting Influencers Podcast, hosted by Rob Brown, is a must-listen for accounting professionals looking to strengthen their leadership presence, stay informed on disruptive forces in accounting and build credibility within their firms. Geared toward firm leaders, managers, partners and influencers, the show covers key topics like career development, influence, personal branding and interpreting the evolving trends impacting the accounting world. Rob brings his expertise to each episode, offering insights and guidance on how to grow your personal brand and stay strategically important in a rapidly changing profession. Whether you're aiming to influence within your firm or expand your reputation outside of it, this international podcast offers practical advice and forward-thinking insights that will keep you informed and prepared for the future.
Accounting leadership
Executive presence for accountants
Building influence in accounting
Accounting industry trends
Personal branding for accountants
Accounting firm strategy
Accounting business models
Leadership in accounting firms
Talent management in accounting
Authority in accounting profession
Career development for accountants
Accounting firm growth strategies
Influencers in accounting
Accounting firm management
Disruptive forces in accounting
Accounting leadership strategies
Accounting career success
Accounting firm decision-makers
Accounting business trends
Building credibility in accounting

About your host

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Rob Brown

Rob Brown hosts the multiple accounting podcast and chair conferences, panels and events globally for the accounting and fintech profession. He is co-founder of Accounting Influencers Roundtable (AIR) which helps vendors, experts and influencers serve the accounting and finance world. He is a dynamic speaker and accomplished expert on trust, reputation, employer brand, talent, career development, succession, gen z/generations, employee advocacy and executive presence. Rob is author of the bestselling book Build Your Reputation (Wiley) and his TEDx talk ‘The Personal Brand of You’ has been viewed 400,000 times on YouTube. He is a stroke survivor, has epilepsy, is a committed Christian and has a black belt in kickboxing. He is based in Nottingham UK, home of Robin Hood, plays chess and backgammon, loves orange chocolate and is allergic to grapefruit.