We have a super two day workshop going on at our coaching centre in Brisbane yesterday and today, introducing a brand new planning process to eight of our leading coachingclub member accounting firms from around Australia and New Zealand. This morning, there was a fascinating discussion among the group around whether or not to share your profit target with your team. In our business, Rob and I share all of the numbers, right down to profit, with our entire team and we are big advocates of you doing the same. As I explained to the group this morning, just yesterday I had a great discussion with two of our team members who were keen to increase our profit target further and wondering how they can get a piece of the action. What a wonderful conversation to have.
Most accountants do not share this level of financial detail with their teams. More and more are sharing revenue but few go down to profit. I don’t understand why. Your team are not stupid. They make assumptions about how much you are making – and they probably round it up! I sense that many accountants are afraid of telling team members how much profit they are making.
It all comes back to the why. You need to look after yourself first before you can provide above average pay and conditions for your team and before you can lavish great services and surprises on your clients. Or before you can give back to your community. Surely people will be inspired to work with an organisation that is very successful and kicking some serious goals? And if you have an employee share plan on your horizon as part of your own succession plan, how are you going to get your team engaged if you don’t trust them enough to share your bottom line with them?
Let’s have some discussion. What are you scared of? What is the downside to sharing ALL of the numbers? And if you already do, what change in behaviour have you noticed from your team?
See my business partner Rob Nixon present sales and marketing for accountants at his next workshop series Marketing Magic and Sales Success;
When and Where:
Champions Room, The GABBA, Brisbane
Marketing 1 & 2 August
Sales 3 & 4 August
Includes workshop notes and special guest speakers on social media, web strategy and branding
Standard Rate: $1497 per workshop or $2797 for both
Special Blog Reader rate: 30% – Just quote BLOG to receive offer $997 one workshop $1797 for both
Sales and Marketing are the key functions for any Accounting firm that wants to increase awareness and develop their business. These workshops have been designed to provide Accountants with a high-energy, live program that focuses on outlining a modern approach to practice marketing, pricing and selling. Sessions will be presented by some of the sharpest Sales and Marketing minds in the industry, they will delve into issues affecting Accounting firms and offer practical solutions.
If you want to know how to implement successful Sales and Marketing strategies for your firm you need to attend. These workshops will help you unlock the creative workings for your mind and, at the very least, you will discover:
• The best way to market your Accounting firm
• How to get more out of your client meetings;
• How to sell your professional services
• Cost-effective sales and marketing strategies
• Social Media and web-strategy
• How to run your own events and networking
• Your Marketing team – when to hire them and who to look for