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Accounting Influencers

Rob Brown

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Followers
2
Plays
Accounting Influencers

Accounting Influencers

Rob Brown

1
Followers
2
Plays
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The Accounting Influencers podcast is for progressive accounting firms and the people that lead them, work in them and serve them. In each weekly episode, BD Academy founder and top accounting growth specialist Rob Brown interviews world class accounting leaders and global influencers about what makes the good accounting firms great and the good accountants world class.Guests are either:1. PRACTITIONERS: firm-wide leaders, managing partners, CEOs, seasoned rainmakers or top BD and marketing directors of larger accounting firms and the networks they are a part of.2. THOUGHT LEADERS: accounting profession influencers, disrupters and thought leaders who advise, train, serve and speak into the accounting profession. Some are experts (commentators, authors, consultants). Others are in business (suppliers, vendors and partners to accounting firms).Guests are asked questions such as:✓ What makes the good accounting firms great?✓ What do the progressive, thriving accounting firms do well?✓ How are the top accounting firms standing out, winning work and achieving growth?✓ What are the trends, stats and critical issues shaping larger accounting firms?✓ What makes a top performer, work winner or promotable accountant in an accounting firm?Topics discussed include growth, digital, legacy, value, leadership, succession, culture, BD, marketing, positioning, branding, differentiation, mindset, technology, recruitment, trends, disrupters and opportunities.Show details here: https://bdacademy.pro/podcasts/BD Academy founder Rob Brown works with larger accounting firms and sales-oriented accountants to increase their work winning or BD capability. His unique BD Academy program is a year long curriculum of inhouse training and work winning strategies that creates an army of confident, effective and strategic work winners in large accounting firms.One top 40 accounting firm has just added £3m of new work from the BDA program (made up of advisory, compliance and cross-selling fees), which represents £20m+ in lifetime value to the firm. From their largely rural, agricultural and manufacturing client base, this represents a stellar impact on revenue.For more about the BD Academy, and to set up a Possibility Chat with Rob to explore whether this might be a fit for you or your firm, go to https://bdacademy.pro/about/Finally, if you’d like to be a guest on the Accounting Influencers podcast, or there’s someone you feel we should feature, connect with host Rob Brown on LinkedIn or Twitter @therobbrown.

Latest Episodes

Tips to Help Accounting Firms Gain ROI from Marketing

Mike Crook is the Managing Director of the award-winning marketing agency PracticeWeb which has worked exclusively with accounting firms for more than 20 years.Under his leadership, PracticeWeb has gone from strength to strength, from winning awards for their results focused digital marketing, to entering into powerful partnerships with fintech firms and with the ACCA. Mike has almost two decades of experience under his belt as a digital marketing and business transformation strategist, with clients including HSBC, Zurich Financial, Peugeot and Triumph Motorcycles.He is an expert in every aspect of digital marketing from brand building to website development, with a particular interest in the power of market research, test driven marketing and data to deliver results. Shownotes: How marketing has changed to become more complex and more data driven over the years The downside for buyers in the B2B space who are hit with so many marketing messages from professional firms What marketin...

19 min6 d ago
Comments
Tips to Help Accounting Firms Gain ROI from Marketing

Growth Insights for Accounting Firms in Tough Times

Gale Crosley was selected one of the 10 Most Recommended Consultants in the Inside Public Accounting BEST OF THE BEST for the fourteenth year, and one of the Top 100 Most Influential People in Accounting by Accounting Today for the thirteenth consecutive year. She consults with mid-market accounting firms, assisting managing partners, partners, and marketing directors, to effectively increase their firm’s revenues. Gale’s 35 plus years of experience features a unique combination as a practicing CPA at Arthur Andersen, PwC, and a local CPA firm. She has also held senior management roles in business development and marketing in the cutting edge technology environment with IBM, MCI and several start-up technology companies.Shownotes: Why the most significant changes in the accounting profession have occurred in the last 5-7 years How growth and technology are connected in the accounting world How the cloud really changed the game for accounting firm growth What is stopping accounting...

23 min1 w ago
Comments
Growth Insights for Accounting Firms in Tough Times

People Development Best Practice for Accounting Firms

Tommye Barie is a recently retired partner of one of the 100 largest full-service accounting and consulting firms in the US. Her thought leadership on culture, strategy and innovation led to Tommye being recognized as one of the 100 most influential people in the accounting profession, as published in Accounting Today. She is a past Chair of the Board of the American Institute of CPAs and is actively involved in the international accounting profession. She currently represents the United States as a board member of the International Federation of Accountants (IFAC). The IFAC is a global organization supporting the development of and promoting the adoption and implementation of high-quality international standards. Bill Reeb is a CPA and has been consulting for three decades in the areas of strategy, leadership and change management. He d became a CPA in 1986. An award-winning public speaker, Bill and his partner, Dom Cingoranelli, have co-authored Securing the Future: Building Your ...

26 min2 w ago
Comments
People Development Best Practice for Accounting Firms

Negotiating & Pricing Strategies for Accountants & CPAs

Malcolm Smith has a background in science and marketing which gives him unique insights into how businesses negotiate,transact and develop. Today he employs this considerable expertise through a portfolio of non-executive directorships and owned businesses. He is a keynote lecturer on Leadership, Project Management, Negotiation, Influencing and Consultative Sellingat London Business School, Cass Business School, Oxford University SAID Business School and Cambridge University Judge Business School. Shownotes: How accountancy compares to other sectors in commoditising its offering, and what is driving that move The main reason accountants charge by the hour and why they shouldn't How even the revered doctors and general medical practitioners have become commoditised through availability of knowledge Why accounting compliance has become less valued in the eyes of clients The major downside for accountants of becoming commoditised and undifferentiated How advanced tech like AI can allow...

23 min3 w ago
Comments
Negotiating & Pricing Strategies for Accountants & CPAs

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 ...

23 minSEP 24
Comments
The Power of Frameworks to Help Accountants Sell More

Better Business Development Strategies for Accountants

Barbara Koenen is the author of the book Beyond Billable Hours andGlobal 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 accoun...

20 minSEP 17
Comments
Better Business Development Strategies for Accountants

Smarter Pricing Strategies for Accountants & CPAs

Tim Williamsroams the globe in search of “next practices” in the world of professional services. As the founder of Ignition Consulting Group, he teaches leaders of professional services firms the principles and practices of effective positioning and pricing strategy. His assignments have taken him literally around the world, where he has worked with advertising agencies, law firms, accounting firms and business associations on every continent. Tim is author of two books, the latest of which is “Positioning for Professionals: How Professional Service Firms Can Differentiate Their Way to Success.” He is serves as one of LinkedIn’s global influencers, where several hundred thousand followers regularly read his articles on positioning and pricing strategy. Shownotes: Why law firms are to blame for the billable hour and charge out time sheets Why getting pricing right is so critical for profitability in accounting firms The four factors that improve margins in an accounting firm The...

26 minSEP 10
Comments
Smarter Pricing Strategies for Accountants & CPAs

What Accountants & CPAs Need to Win More Clients

Ty Hendrickson is a CPA, sales expert, and co-founder of The Sales Seed where she helps accounting firms grow through the integration of sales principles. She worked as an accountant at firms ranging from small to large prior to moving into the accounting technology sector successfully building sales training programs for both Wolters Kluwer and Bloomberg BNA achieving record sales successes. Shownotes: Why accountants struggle with salling and what it takes to become more comfortable with the word 'sales' A simple question to challenge accountants with who feel that selling should not be part of their job Why firms with marketing and business development resource should still expect their people to win work The reasons why accountants and other technically smart professionals can be good at selling The key differences between marketing, business development and sales for accountants Why marketing people in a professional firm should actually not be selling Who is the best person in...

32 minSEP 3
Comments
What Accountants & CPAs Need to Win More Clients

Lessons Learned from a Lifetime in the Accounting World

Paul Dunn holds a Lifetime Service Award to the Accounting Profession in the UK and he’s been honoured as a Social Innovation Fellow in Singapore. He first rocked the Profession through the radical Accountants’ Boot Camp where over 17,000 Accountants found new ways to work with clients. He’s in Forbes Magazine with Sir Richard Branson as a ‘disrupter’ in business and his ‘Firm of the Future’ book, (with Ron Baker) is known as a breakthrough tool for professional firms. AccountingWeb honoured Paul with their Inaugural ‘Outstanding Contribution to the Profession Award.Shownotes: How the globally successful Accountants Bootcamp was born in 1992 and what has changed since Why it took a pandemic like covid to show the true value accountants can provide for their clients The one thing that makes many accountants struggle to be trusted advisors The most important thing accountants should be 'doubling down on' in these turbulent times How accountants need to recognise the shift from...

18 minAUG 27
Comments
Lessons Learned from a Lifetime in the Accounting World

Employer Branding Strategies for Growing Accounting Firms

Lee Frederiksen is an award-winning marketer, Visible Expert, and business strategist who helped pioneer the field of research-driven marketing.As the Managing Partner of Hinge, a marketing firm for the professional services industry, he draws on his Ph.D. in behavioral psychology and his CEO experience to help clients achieve high growth and profitability.Lee’s research on marketing and business growth has made him a recognized industry name, along with the numerous books he authored on the same topics. He been quoted in a number of mainstream publications, and he regularly speaks at major industry events around the country. Shownotes: Why employer branding is a critical topic for accounting firm leaders to understand The three things you need to build a successful professional services firm The biggest growth challenge for many accounting firms Why the accounting profession has the lowest number of actively looking job-seekers in the whole professional services sector What exactl...

26 minAUG 20
Comments
Employer Branding Strategies for Growing Accounting Firms

Latest Episodes

Tips to Help Accounting Firms Gain ROI from Marketing

Mike Crook is the Managing Director of the award-winning marketing agency PracticeWeb which has worked exclusively with accounting firms for more than 20 years.Under his leadership, PracticeWeb has gone from strength to strength, from winning awards for their results focused digital marketing, to entering into powerful partnerships with fintech firms and with the ACCA. Mike has almost two decades of experience under his belt as a digital marketing and business transformation strategist, with clients including HSBC, Zurich Financial, Peugeot and Triumph Motorcycles.He is an expert in every aspect of digital marketing from brand building to website development, with a particular interest in the power of market research, test driven marketing and data to deliver results. Shownotes: How marketing has changed to become more complex and more data driven over the years The downside for buyers in the B2B space who are hit with so many marketing messages from professional firms What marketin...

19 min6 d ago
Comments
Tips to Help Accounting Firms Gain ROI from Marketing

Growth Insights for Accounting Firms in Tough Times

Gale Crosley was selected one of the 10 Most Recommended Consultants in the Inside Public Accounting BEST OF THE BEST for the fourteenth year, and one of the Top 100 Most Influential People in Accounting by Accounting Today for the thirteenth consecutive year. She consults with mid-market accounting firms, assisting managing partners, partners, and marketing directors, to effectively increase their firm’s revenues. Gale’s 35 plus years of experience features a unique combination as a practicing CPA at Arthur Andersen, PwC, and a local CPA firm. She has also held senior management roles in business development and marketing in the cutting edge technology environment with IBM, MCI and several start-up technology companies.Shownotes: Why the most significant changes in the accounting profession have occurred in the last 5-7 years How growth and technology are connected in the accounting world How the cloud really changed the game for accounting firm growth What is stopping accounting...

23 min1 w ago
Comments
Growth Insights for Accounting Firms in Tough Times

People Development Best Practice for Accounting Firms

Tommye Barie is a recently retired partner of one of the 100 largest full-service accounting and consulting firms in the US. Her thought leadership on culture, strategy and innovation led to Tommye being recognized as one of the 100 most influential people in the accounting profession, as published in Accounting Today. She is a past Chair of the Board of the American Institute of CPAs and is actively involved in the international accounting profession. She currently represents the United States as a board member of the International Federation of Accountants (IFAC). The IFAC is a global organization supporting the development of and promoting the adoption and implementation of high-quality international standards. Bill Reeb is a CPA and has been consulting for three decades in the areas of strategy, leadership and change management. He d became a CPA in 1986. An award-winning public speaker, Bill and his partner, Dom Cingoranelli, have co-authored Securing the Future: Building Your ...

26 min2 w ago
Comments
People Development Best Practice for Accounting Firms

Negotiating & Pricing Strategies for Accountants & CPAs

Malcolm Smith has a background in science and marketing which gives him unique insights into how businesses negotiate,transact and develop. Today he employs this considerable expertise through a portfolio of non-executive directorships and owned businesses. He is a keynote lecturer on Leadership, Project Management, Negotiation, Influencing and Consultative Sellingat London Business School, Cass Business School, Oxford University SAID Business School and Cambridge University Judge Business School. Shownotes: How accountancy compares to other sectors in commoditising its offering, and what is driving that move The main reason accountants charge by the hour and why they shouldn't How even the revered doctors and general medical practitioners have become commoditised through availability of knowledge Why accounting compliance has become less valued in the eyes of clients The major downside for accountants of becoming commoditised and undifferentiated How advanced tech like AI can allow...

23 min3 w ago
Comments
Negotiating & Pricing Strategies for Accountants & CPAs

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 ...

23 minSEP 24
Comments
The Power of Frameworks to Help Accountants Sell More

Better Business Development Strategies for Accountants

Barbara Koenen is the author of the book Beyond Billable Hours andGlobal 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 accoun...

20 minSEP 17
Comments
Better Business Development Strategies for Accountants

Smarter Pricing Strategies for Accountants & CPAs

Tim Williamsroams the globe in search of “next practices” in the world of professional services. As the founder of Ignition Consulting Group, he teaches leaders of professional services firms the principles and practices of effective positioning and pricing strategy. His assignments have taken him literally around the world, where he has worked with advertising agencies, law firms, accounting firms and business associations on every continent. Tim is author of two books, the latest of which is “Positioning for Professionals: How Professional Service Firms Can Differentiate Their Way to Success.” He is serves as one of LinkedIn’s global influencers, where several hundred thousand followers regularly read his articles on positioning and pricing strategy. Shownotes: Why law firms are to blame for the billable hour and charge out time sheets Why getting pricing right is so critical for profitability in accounting firms The four factors that improve margins in an accounting firm The...

26 minSEP 10
Comments
Smarter Pricing Strategies for Accountants & CPAs

What Accountants & CPAs Need to Win More Clients

Ty Hendrickson is a CPA, sales expert, and co-founder of The Sales Seed where she helps accounting firms grow through the integration of sales principles. She worked as an accountant at firms ranging from small to large prior to moving into the accounting technology sector successfully building sales training programs for both Wolters Kluwer and Bloomberg BNA achieving record sales successes. Shownotes: Why accountants struggle with salling and what it takes to become more comfortable with the word 'sales' A simple question to challenge accountants with who feel that selling should not be part of their job Why firms with marketing and business development resource should still expect their people to win work The reasons why accountants and other technically smart professionals can be good at selling The key differences between marketing, business development and sales for accountants Why marketing people in a professional firm should actually not be selling Who is the best person in...

32 minSEP 3
Comments
What Accountants & CPAs Need to Win More Clients

Lessons Learned from a Lifetime in the Accounting World

Paul Dunn holds a Lifetime Service Award to the Accounting Profession in the UK and he’s been honoured as a Social Innovation Fellow in Singapore. He first rocked the Profession through the radical Accountants’ Boot Camp where over 17,000 Accountants found new ways to work with clients. He’s in Forbes Magazine with Sir Richard Branson as a ‘disrupter’ in business and his ‘Firm of the Future’ book, (with Ron Baker) is known as a breakthrough tool for professional firms. AccountingWeb honoured Paul with their Inaugural ‘Outstanding Contribution to the Profession Award.Shownotes: How the globally successful Accountants Bootcamp was born in 1992 and what has changed since Why it took a pandemic like covid to show the true value accountants can provide for their clients The one thing that makes many accountants struggle to be trusted advisors The most important thing accountants should be 'doubling down on' in these turbulent times How accountants need to recognise the shift from...

18 minAUG 27
Comments
Lessons Learned from a Lifetime in the Accounting World

Employer Branding Strategies for Growing Accounting Firms

Lee Frederiksen is an award-winning marketer, Visible Expert, and business strategist who helped pioneer the field of research-driven marketing.As the Managing Partner of Hinge, a marketing firm for the professional services industry, he draws on his Ph.D. in behavioral psychology and his CEO experience to help clients achieve high growth and profitability.Lee’s research on marketing and business growth has made him a recognized industry name, along with the numerous books he authored on the same topics. He been quoted in a number of mainstream publications, and he regularly speaks at major industry events around the country. Shownotes: Why employer branding is a critical topic for accounting firm leaders to understand The three things you need to build a successful professional services firm The biggest growth challenge for many accounting firms Why the accounting profession has the lowest number of actively looking job-seekers in the whole professional services sector What exactl...

26 minAUG 20
Comments
Employer Branding Strategies for Growing Accounting Firms
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