Accounting Influencers Podcast | The Two Best Sources of New Business for Accountants - Accounting Influencers Podcast

Episode 131

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Published on:

3rd Dec 2020

The Two Best Sources of New Business for Accountants

Barbara Koenen is the author of the book Beyond Billable Hours and Global Head of Business Development and Marketing at Al Tamimi, the largest law firm in the Middle East. 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 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:

  • Why it's hard for professionals like accountants and lawyers struggle with doing business development
  • The importance of winning business for career progression in commercial firms, and good news - it can be taught
  • The danger of copying what other people are doing to win business in your professional firm
  • Whether winning business is a team sport or more of an individual responsibility in accountancy firms
  • Where to focus first if you want to bring in new business for your accounting firm
  • The importance of networking to win business but only if you do it the right way (and the one networking thing accountants should not do)
  • How trust and relationship strength are critical factors for accountants if they want to give and receive more referrals
  • How very few partners in professional firms know exactly how many and what kind of services they provide for their clients
  • Why culture and leadership are key drivers to ensure professionals in a firm open up their clients to cross-sell and upsell services across functions and locations
  • The different ways you can identify which are your best clients to focus on and it's not just about revenue they bring to your accounting firm
  • The similarities accountants share with their clients, and how finding common ground builds more trust in a relationship
  • Questions accountants can ask of their clients to uncover cross-selling opportunities

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

Barbara is a mother of 2 year old Olivier, born on Christmas Day, and she is expecting another boy Christmas 2020. 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.