Episode 97

Business Development Tips for Top Accounting Firms

Ravi Fernandez is the CEO of the Rain group UK and Ireland. His passion for development comes from a secondment early on is his career sparking an interest in how developing people can impact organisations. He has over 30 years of business experience with a focus on driving performance and growth.

Since setting up a training consulting business and being a COO at a learning and development company he has now transitioned into business growth with RAIN. Shownotes:

  • The two reasons why accounting firms must differentiate
  • Why technical competence alone is no longer enough for accountants
  • The #1 key to accounting firm growth
  • Why some accounting firms are reluctant to talk about sales
  • A better definition of selling that should excite accounting professionals
  • What accountants can learn from other industries to be more effective
  • Are accountants really open to learn strategies for business development, sales and marketing?
  • What accounting firms must do to keep up with rising client expectations
  • What stops many accounting firms from growing and gets them stuck in the comfort zone
  • The one thing that far outweighs technical aptitude for ambitions accountants
  • What good training looks like in an accounting firm
  • The most important factor in standing out as an accounting firm
  • Can taking advice from a non-accountant benefit an accounting firm?
  • The best questions for accounting firm leaders to see growth potential and current drawbacks
  • Ravi’s best words of encouragement for accounting firms and those who work in them

Ravi Fernandez on the Accounting Influencers podcast with BD Academy founder Rob Brown

In his spare time, which he has a bit more now his 3 boys are grown up, he enjoys travelling, cooking, messing about with classic and sports cars, and playing the guitar. Contact Ravi:

www.rainsalestraining.com

http://www.linkedin.com/in/ravi-fernandez-96860422

Phone number: +44 020 3239 5058

rfernandez@raingroup.com

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About the Podcast

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Accounting Voices
Accounting Voices is a senior conversation platform for accounting firm leaders navigating AI, private equity, consolidation, talent pressure and relevance.

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About your host

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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.