Episode 121

The Power of Frameworks to Help Accountants Sell More

Geraldine Carter is the founder of She Thinks Big Coaching, where she helps CPAs get out of the accounting rut. She is also the host of the podcast "Smart Strategy for CPAs". Her cashflow forecasting models have resulted in millions of dollars for climate change efforts. Shownotes:

  • How the tsunami of covid has affected the world of accountants and CPAs
  • Why NOW is actually a great time to be an accountant
  • How coachable accountants are as a breed and how receptive they are to change
  • What attracts accountants and CPAs to the accounting profession and why it attracts certain types of people
  • The number one biggest challenge accountants and CPAs are facing right now
  • The 'tall poppy syndrome' - why some accountants and CPAs are reluctant to stand out
  • What makes most accounting firms look and sound the same, and have the same kind of websites claiming the same things
  • Does complacency (having a recurring fee business model) play a part in accountants being reluctant to change?
  • The main trap that accountants and CPAs get into that causes inertia and lack of growth
  • The problems that arise when accountants and CPAs don't think like business owners with their clients
  • The definition of a framework and why they are so important for accountants to best serve their clients
  • The mistake accountants and CPAs make by giving away so much expertise
  • Why a lack of process and framework for accountants and CPAs stops them from properly adding value to clients
  • How accountants and CPAs can enhance the value they offer clients by a factor of 5 to 10
  • What getting your life back from working way to many hours looks like for accountants and CPAs
  • How a framework helps accountants and CPAs position advisory services beyond low margin compliance work
  • The main thing clients want from accountants and CPAs that most professionals get wrong
  • The risks larger accounting firms are facing in not empowering younger talent to be more entrepreneurial
  • The restraints that stifle the growth of professional firms
  • Advice for leaders in accounting firms to better develop and keep their entrepreneurial talent
  • Shout out to Rob Brown's TEDx talk on YouTube 'The Personal Brand of You'
  • The danger for accountants and CPAs of competitors being able to copy or claim the same things they do
  • What accountants and CPAs need to do to stand out as experts in their chosen verticals, niches or sectors
  • How accountants and CPAs can identify their best verticals, niches or specialist areas to work in

Geraldine Carter on the Accounting Influencers podcast with BD Academy founder Rob Brown

In her free time, Geraldine can be found mountain biking forested trails or running after her two small children in her hometown of Missoula, Montana USA. Contact her here:

Website and blog

LinkedIn

Next Episode All Episodes Previous Episode

About the Podcast

Show artwork for Accounting Voices Podcast
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.

Listen for free

About your host

Profile picture for Rob Brown

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.