Coaching Better Business Development in Accounting Firms - Success in Accounting

Episode 5

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Published on:

23rd May 2018

Coaching Better Business Development in Accounting Firms

Sebastian Fox

Sebastian Fox is a qualified team and executive coach. He’s an expert in helping accounting professionals develop better, longer lasting and profitable relationships with clients, prospects and referrers.

He has worked with over 200 individuals helping them build their business with existing and new clients, delivering tangible improvements in their performance across a variety of areas, including winning more work, client management and “asking the right questions”.

Seb’s background is from both industry and professional services through 3i, Arthur Andersen, BAT and Eversheds and he worked for a number of years overseas. Outside his work for the Brown Fox Consultancy, Seb spends time playing and watching rugby, plus a fair amount of travelling. Listen to this insightful interview with a world-class business coach and team performance facilitator, and enjoy these takeaways:

  • Exactly how coachable are people like accountants and lawyers?
  • “In the 80s and 90s, you could be average and make money. That game has changed”
  • For very large firms, the brand is important. Outside the top 5-10 firms, it’s more about personal brands
  • The ability to win work is the #1 metric for success in professional services
  • 5% of professionals are good at BD. 5% will never be. It’s the 80% that makes the difference
  • Few professional firms properly measure the effects of business development training
  • Why traditional classroom training is ineffective
  • How team coaching can help improve BD performance
  • The power of collaboration in producing confident and effective work winners
  • The key factors in maximizing BD performance amongst professionals
  • BD is the fulfilment of the opportunities created by marketing
  • Big mistake large firms make – thinking everyone can be good at everything
  • Why the top 20 firms are doing well and those outside that are ‘caught in the valley of death’
  • How lawyers lose out to accountants as the trusted advisor for their clients
  • How Brexit and AI are impacting the growth for many professional firms
  • The biggest frustration in large professional firms – the difficulty in making decisions
  • The ONE THING firms will need to do if they want to succeed in coming years

…and much much more!

Seb’s expertise covers professional services and multinationals in the areas of interviewing customers, developing strategies and tactics to improve relationships and grow businesses. He’s also experienced in a wide range of marketing and sales projects ranging from implementing price increases to restructuring marketing departments. He has worked with over 150 individuals to help them maximise the efficiency and effectiveness of their business development efforts. To contact him directly, go to www.brownfoxconsultancy.com or phone: 07930 98 66 77 or Twitter: @Sebastian_bfc or Liked your PFA Podcast Interview with Rob Brown" target="_blank">email him directly>>

LinkedIn: https://www.linkedin.com/in/sebastianfox/

Key skills include: team coaching, CRM, client interviewing,client satisfaction programmes, changing partner behaviours, business development coaching, project management, business strategy.

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About the Podcast

Success in Accounting
Insights, interviews and commentary for accounting, CPA, bookkeeping and finance professionals
SUCCESS IN ACCOUNTING is a weekly podcast for accountants, CPAs, bookkeeping and finance professionals, together with the networks, associations, fintech vendors and influencers who lead them, work in them and serve them.

The show is hosted by Rob Brown and Martin Bissett who are founders of the Accounting Influencers Roundtable (AIR) and have many years of experience serving the accountancy profession. The style of the show is not overly technical/technological/tax in nature but more on people, performance and success in the accounting world. Popular topics and themes covered include:

☑ leadership, executive presence, trust, integrity & reputation
☑ M&A, business models, future proofing, drivers of change & disruption
☑ performance, values, culture, vision & strategy
☑ employer brand, gen z/millennials & talent - succession, recruitment and retention
☑ industry trends, statistics and patterns
☑ growth, marketing, differentiation & positioning
☑ pricing & profitability
☑ digitisation, cloud, technology & automation
☑ advisory services, niches & emerging markets
☑ environmental & social governance ESG
☑ diversity, equity & inclusion DEI
☑ professionalism, career development & CPE/CPD
☑ business acumen & commercial awareness

Sources and guests come from:
★ EXPERTS - influencers, disrupters, consultants, gurus, podcasters and broadcasters in accounting and fintech
★ EVENTS - live coverage and interviews from exhibitions, conferences and a range of industry events
★ MEDIA - newspapers, online outlets, commentators, writers, bloggers and authors
★ VENDORS - suppliers and providers of accounting apps, platforms, fintech and software
★ REGULATORS - professional accounting bodies, institutes and associations
★ NETWORKS - alliances, associations, networks and communities of professional firms and accounting practices
★ SOCIAL MEDIA - opinion pieces, high engagement posts and controversial conversations

Hosts Martin Bissett and Rob Brown are founders of the Accounting Influencers Broadcast Network. Martin is the founder of the Bissett Group of companies that provide practice and personal growth communities, content, and continuing education exclusively to the accounting and bookkeeping professions worldwide. Previously he established a high six-figure consulting firm while serving as a keynote speaker with over 100 one-off and repeat engagements to his name, as well as becoming the most published author on his topics of specialism with 11 books including 1 bestseller.

Since 1998, Martin has played a major part in working with over 1800 accounting firms in over 40 countries. These projects have led to those firms acquiring over £500m of recurring fees before inflationary increases, referrals and upselling are factored in. He stopped keeping track of this number over 5 years ago. Martin now advises a range of accounting practitioners and fintech companies at board level.

Rob Brown is a renowned presenter, facilitator and chair of high level conferences, panels and events globally for the accounting and fintech profession. He is retained by many professional networks, alliances, associations, practices and vendors to chair their events and provide high-level interview content for their communities.

He is a dynamic speaker and accomplished expert on trust, reputation, employer brand, talent, career development, succession, gen z/generations, executive presence, referrals, networking and winning new business. He is also the bestselling author of Build Your Reputation (Wiley) and his TEDx talk ‘The Personal Brand of You’ has been viewed 320K times on YouTube.
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About your hosts

Martin Bissett

Profile picture for Martin Bissett
Martin Bissett is the founder of the Bissett Group of companies that provide practice and personal growth communities, content, and continuing education exclusively to the accounting and bookkeeping professions worldwide.

Previously he established a high six-figure consulting firm while serving as a keynote speaker with over 100 one-off and repeat engagements to his name, as well as becoming the most published author on his topics of specialism with 11 books including 1 bestseller.

Since 1998, he has played a major part in working with over 1800 accounting firms in over 40 countries. These projects have led to those firms acquiring over £500m of recurring fees before inflationary increases, referrals and upselling are factored in. He stopped keeping track of this number over 5 years ago. Martin now advises both accounting practitioners and FinTech companies alike, at board level.

Rob Brown

Profile picture for Rob Brown
Rob Brown is a renowned MC, facilitator and chair of virtual and in-person panels, conferences and events globally for the accounting and fintech profession.

Rob is co-founder of the Accounting Influencers Roundtable (AIR) mastermind group and co-hosts the world’s most popular accounting and fintech podcast: Accounting Influencers.

Throughout the pandemic, he chaired 24 virtual panels with leaders of global accounting networks and alliances to discuss the key issues and challenges. Rob is retained by several associations and vendors to chair their events and provide high-level interview content for their communities.

He is the bestselling author of Build Your Reputation (Wiley) and his TEDx talk ‘The Personal Brand of You’ has been viewed 300K times on YouTube.