Rob Nixon, Author at CPA Trendlines

Growth Is All About the Clients

3 questions to ask.

By Rob Nixon

The old (traditional) growth model is all internally focused. Nowhere in it is the client mentioned.

MORE ON STRATEGY: Why Average Project Value Matters | Experience Doesn’t Mean What You Think It Does | Why ‘Steady as She Goes’ Isn’t Enough | The Final Critical Traits: How Do Your Tires Look? | How to Calculate a Value Price | Boost Efficiency and Your Bottom Line | 4 Sales Systems and Some Secret Sauce
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The new growth equation is all about the clients. It’s about marketing to get additional clients from firms that are not giving legendary service (like hopefully you do). It’s about serving them well to keep them delighted, loyal and referring more. It’s about offering all services to them and it’s about you receiving fair compensation for the value that you create for the client.
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GROWTH STRATEGIES

Why Average Project Value Matters

Plus 11 ways to increase it.

By Rob Nixon

The average project value is not the average fee per client. The average project value is where you average all of your invoices over the year.

MORE ON STRATEGY: Experience Doesn’t Mean What You Think It Does | Change Is On the Horizon | Order Takers and History Writers | 4 More Critical Traits: Be Your Best You | Why Old Pricing Models Are Unethical | 8 Ways to Improve Firm Profits | 17 Killer Questions for Prospects | Growing Your Client Database | Niche Markets Are Your Best Buyers | 8 Questions for Product Creation
Exclusively for PRO Members. Log in here or upgrade to PRO today.

If you have three invoices for the one project then that is one invoice only. You might call a project a “job” or “task” for the client. For example, annual compliance is one project. A budget/cash flow forecast is a project. A restructure is a project. A company due diligence is a project.
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GROWTH STRATEGIES

Experience Doesn’t Mean What You Think It Does

How to increase lead generation, conversion and retention.

By Rob Nixon

Most accounting practices have a zero-based lead generation (or new inquiries) strategy, which means they do nothing. New clients just “appear,” typically via referral.

MORE ON STRATEGY: Change Is On the Horizon | Do Your Clients Want More? | The Bizarre Habits of Accountants | 12 Traits of a Better You | How to Calculate a Value Price | Boost Efficiency and Your Bottom Line | 4 Sales Systems and Some Secret Sauce | Marketing Objectives Determine Marketing Amount | Rewards Go Far Beyond Money | What It Means to Be a Real-Time Accountant
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Nothing wrong with getting referrals from existing clients. In fact they are the best quality leads you can get – free and credible.
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GROWTH STRATEGIES

Change Is on the Horizon

BONUS: An equation for reaching your desired profit level.

By Rob Nixon

If you are dissatisfied with the performance (personal satisfaction and/or monetary rewards) of your current firm then you will need to change what you are doing. Not tweak it a few percentage points in productivity, average hourly rate, write-offs or lockup. No!

MORE ON STRATEGY: Do Your Clients Want More? | Why ‘Steady as She Goes’ Isn’t Enough | The Final Critical Traits: How Do Your Tires Look? | How to Calculate a Value Price | Boost Efficiency and Your Bottom Line | 4 Sales Systems and Some Secret Sauce | Marketing Must Generate Leads | Be an ‘Object of Interest’ | Turn Your Knowledge Into Products | Why Clients Really Stay | Don’t Let Technology Make You Dumber
Exclusively for PRO Members. Log in here or upgrade to PRO today.

You will need to change what you are doing dramatically if you want a different result. The good news is that the change needed is not that hard to do once you get your motivation and mindset right.

The New Equation

If the old equation is internally focused then the new model is externally focused. It is based on marketing, sales, building relationships, value pricing and customer service. This equation below is a mathematical equation which, when you know and adjust the numbers, becomes a very powerful formula.
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CLIENT SERVICE OPPORTUNITIES

Do Your Clients Want More?

If you can see a crisis coming, why not say so?

By Rob Nixon

I know that many (not all) of your clients want more help then you currently give them. I have asked them directly what they want – and so have many others.

MORE ON STRATEGY: Why ‘Steady as She Goes’ Isn’t Enough | Order Takers and History Writers | 4 More Critical Traits: Be Your Best You | Why Old Pricing Models Are Unethical | 8 Ways to Improve Firm Profits | 17 Killer Questions for Prospects | Growing Your Client Database | Niche Markets Are Your Best Buyers
Exclusively for PRO Members. Log in here or upgrade to PRO today.

There have been two significant and personal surveys done to prove that your clients want more.
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SEARCH CPA TRENDLINES

Rob Nixon

MORE AT STORE.CPATRENDLINES.COM

Rob Nixon has coached more than 434 firms adding over $850 million in profit to them and delivered seminars to over 175,000 people in 16 countries He can be contacted at robnixon.com.

Nixon is the founder of Panalitix, a technology-based coaching consultancy and membership community for tax and accounting firms seeking to improve operations, accelerate growth, and improve profitability.

Rob has forged a niche to be the world’s foremost authority on how accounting firms can achieve peak performance. Rob believes that accountants are the natural trusted advisor to business. He believes that accountants make a massive difference to their client’s condition. He believes that technology needs content and methodology to really be useful. He believes that accountants are not that interested in the future they are interested in what they need to do now. He also believes that unless accountants change their business model then a big part of their current revenue will go the way of the dinosaur.

Since 1994 he has been running businesses that specialize in helping Accountants run better, more profitable businesses. Accountants intrigue Rob and over the years he has trained them, consulted to them, coached them, researched them and visited thousands of them. His speaking work has taken him around the world where he has spoken to in excess of 150,000 accountants. Currently, his landmark strategies and products are used by over 16,000 accountants in over 20 countries.

In 2005 he created the revolutionary coaching model called Coachingclub. The CoachingClub model enabled firms to be accountable, to consistently learn and to share ideas amongst their peers. Over 800 Accounting firms have graduated from his Coachingclub program. The vast majority of firms have doubled or tripled profits because of the program.

Rob is a keen golfer (single figures) and adventurer (he is ticket holder 293 on Virgin Galactic to go into space). He lives in sunny Brisbane, Australia, with his wife Natalie and three children.

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The New Equation