Better Business Development Strategies for Accountants - Accounting Influencers Podcast

Episode 120

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Published on:

17th Sep 2020

Better Business Development Strategies for Accountants

Barbara Koenen is the author of the book Beyond Billable Hours and Global Head of Business Development and Marketing at Ince, a legal and professional services provider with more than 900 employees globally. She is based in Dubai and has 10 years of business development and marketing experience in the professional services industry.

She writes regular blog posts on her website www.beyondbillablehours.com and is very passionate about helping fee earners in professional services firms to thrive as she knows how hard it is to focus on things beyond billable hours. Shownotes:

  • The difference between marketing, sales and business development for accounting professionals
  • Why sales and selling are such difficult words for professionals like accountants and lawyers
  • The #1 reason professional service firms should build the selling skills and culture of their people
  • The problem for professionals who can bill fees but not generate new revenues in a professional firm
  • An explanation for why accountants and lawyers don't think like business people
  • Thoughts on how coachable professionals like accountants, CPAs and lawyers are 'as a breed'
  • Why almost everyone in professional services should be 'hands on' with business development
  • The need for a business development plan or strategy and why not every tactic will succeed to bring in new work
  • How a different approach to winning business is required by different professionals depending on a number of factors
  • A great example of why some accountants and professionals should not go to networking events to win business
  • Sound advice for young accountants and lawyers who want to make partner in a professional firm
  • The importance of setting goals to grow your professional firm, either corporately or as an individual accountant
  • What to do as a career ambitious accountant if your personal goals do not align with your firm's goals
  • Why starting early in your accounting or professional career with business development is much better than waiting
  • The relevance of writing out a business development or work winning plan and why 'in your head' is not good enough
  • Great questions accountants should ask themselves in devising a business development strategy
  • The key reasons why professionals are technically good but struggle to sell and promote themselves as individuals
  • What developing a reputation in your business community or market looks like for an accountant looking to be successful
  • Where the inspiration for the book 'Beyond Billable Hours' came from
  • How so much money is wasted in accounting firms on the wrong kind of professional and business development activities
  • How the covid pandemic has changed the way accountants and other professionals win new business
  • Where the 'low hanging fruit' really is for accountants and CPAs who want to develop new business opportunities

Barbara Koenen on the Accounting Influencers podcast with BD Academy founder Rob Brown

Barbara is a mother of 20-month old Olivier, born on Christmas Day, and she is expecting another boy around Christmas. She is a keen golfer, sailor and skier and she loves to cook and bake. Contact her here:

Website and blog

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.