The Importance of Selling & Advising for Top Accountants - Accounting Influencers Podcast

Episode 51

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Published on:

23rd May 2019

The Importance of Selling & Advising for Top Accountants

Matt Garman

Matt Garman started his working life on a trawler in the English Channel at age 16, but after witnessing the burial at sea of a colleague he quit and stumbled into his first sales job. Soon after, he set about building his own IT business, growing it and selling in 2007.

Matt then embarked on another business journey by growing another software company, resulting in another successful exit in 2012 to a Private Equity backed business. Since then he has continued to develop a sales consultancy business with offices in the UK and Australia.

He is the author of a 5-star book on Amazon called ‘Learning the Ropes’ that focuses on creating sustainable sales performance regardless of changes in personnel. This year he will be launching the UK’s first online Sales Enablement platform to further simplify sales to business leaders – the Sales Playbook via www.salesplusprofit.com. Shownotes:

  • How accountants can grow their top line revenue
  • The huge opportunities available to proactive accountancy firms
  • How accountants can attract new clients and win more work from existing clients
  • Why advisory services have gained so much traction in the accountancy profession
  • The threats accountancy practices face if they fail to embrace sales and marketing
  • How to differentiate your practice and avoid the ‘race to the bottom’ on fees
  • What the new generation of accountants expect from their practice
  • Why accountants need to embrace sales and adopt more structured strategies
  • Understanding your accounting DNA and communicating this to the market
  • Why accountants struggle to implement successful sales and marketing plans
  • The challenges facing accountants that want to grow and how they can overcome them
  • How accountants can get more from their existing clients
  • What the good accounting firms do to make them great
  • Why accountants struggle with sales and how to avoid the classic ‘sales stereotype’
  • How progressive accounting firms move on at a faster pace than non-progressive ones
  • Why it’s critical for all members of staff to be on brand and on message at all times
  • The way accounting firms have changed the way they sell and market their services
  • Why the ability to sell is key to the advisory revolution
  • What skills do strong work winning accountants demonstrate on a regular basis
  • The importance of accountants being able to listen and absorb information
  • Why investment in technology is crucial for accountants
  • How to bring sales and technology worlds together to enhance your accountancy practice
  • The key pillars that underpin successful accountancy firms
  • How to open more doors, win more business and retain key staff
  • Why it’s important for accountants to focus on growing their client’s businesses
  • The key areas accountancy firms focus on to differentiate themselves
  • Why embracing a structured and proactive sales and marketing strategy can pay dividends
  • How accountants can create points of difference and help clients to grow their business
  • Why a sales playbook is the secret sauce and crucial document for all accountancy practices.

'I believe everyone in an #accountancy firm needs an appreciation of sales and business development' says @mrmattgarman on the #Accounting Influencers #Podcast #accountants #accountex #AccountingTop100 #accountinginsight

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Matt Garman on the BD Academy Accounting Influencers podcast with Rob Brown

When he’s off duty, Matt likes to undertake challenges that make working on a trawler look easy. When triathlon seemed a little too achievable, he switched to Ironman. Once he’d completed the Ironman challenge in Roth, Germany (13 hours, 48 minutes) he started training to swim the English Channel with friends. The successful swim took place in 2017 and in May 2019 he will be attempting to climb Mont Blanc.

Matt Garman on Twitter

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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.