Artwork for podcast Accounting Influencers Podcast
Marketing & Pricing Mistakes Made by Accounting Firms
Episode 962nd April 2020 • Accounting Influencers Podcast • Rob Brown (Accounting Influencers Roundtable - AIR)
00:00:00 00:20:21

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Robin Waite is a business coach and author of Take Your Shot. He works with accounting firms and the small businesses they serve, specialising in marketing, pricing and productising. Shownotes:

  • Why accounting is a better profession to be in today than ever before
  • How unregulated accountants operating in the market are potentially dangerous specially to small businesses
  • How some accountants are crossing over to consultancy in the accountancy field
  • The mistake accountants make when trying to coach or advise business clients
  • The PITAF scale explained and how it helps with generating accounting firm revenue
  • How the wrong kind of clients can take up a disproportionate amount of support time for accounting firms
  • The #1 reason why accounting firms should qualify their clients before taking them on
  • Why benchmarking competitor pricing is a huge mistake for accountants
  • How charging higher fees actually takes out some of an accounting firm's competition
  • The benefits to accounting firms of productising their services into deliverable packages offered to clients in order to qualify
  • What's wrong with the word 'marketing'
  • What makes referrals the #1 new business source for accountants
  • The big marketing tool that is overlooked by most accounting firms
  • Accountants - why focusing on your website might not be the best idea
  • Why cash flow actually isn't the biggest problem for small businesses
  • What an accounting firm should invest in if it has some cash in the bank
  • The critical difference between coaching and mentoring
  • How coachable are accountants compared to other professionals?
  • The one thing that stops many business owners being more courageous

Robin Waite on the Accounting Influencers podcast with BD Academy founder Rob BrownOutside work, Robin loves surfing and road cycling. A keen DIY enthusiast, he has a goal to help remove 100kg of plastic from the World’s Oceans via a charity he supports – 4Ocean. Contact Robin here:

Phone: (44) 7980305728

Check out his website here

Email him at



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