Episode 166

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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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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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.