h are clear for all to see. Then you must have some really strong logic or evidence that what you’re recommending is likely to work. Accountants are practical people who believe in concrete “evidence” and not in “airy-fairy” ideas.

Present your case well, with good projections of the likely benefits when it’s implemented and you will find an accountant is paying close attention to what you

If you’ve read any of my other marketing articles you’ll know that I believe that one of the key foundations of a strong business is to have “good clients”. From a small business perspective Accountants come high on my list of the type of companies who make good clients.

So, what it it about accountants that tends to make them good clients? Before I get in to the positives, let me just mention the two great weakness that accountants have as business people. They tend to look back rather than forwards. This is probably because of the way they’re trained. They deal with accounts which are always in the past. They look at the patterns of the past to work out what went wrong and then try to correct errors to create a more profitable future.

The other negative point about accountants is that they tend to be “risk averse.” Yet many small businesses need to take risks in order to move forwards. Sometimes we need to stretch our finances beyond reasonable limits, and accountants don’t like taking such risks.

Having said all that I still believe that on the whole accountants make good clients. The reasons are that they tend to operate very stable businesses. They are logical and can see the benefits in practical business techniques. They are intelligent and often reasonably creative and open to ideas.

Above all they are interested in business, in growth and in profit. It is their interest in growth and profit that makes them open to good ideas for growing their businesses.

When you’re selling to accountants you need a good idea the benefits of which are clear for all to see. Then you must have some really strong logic or evidence that what you’re recommending is likely to work. Accountants are practical people who believe in concrete “evidence” and not in “airy-fairy” ideas.

Present your case well, with good projections of the likely benefits when it’s implemented and you will find an accountant is paying close attention to what you

tion the two great weakness that accountants have as business people. They tend to look back rather than forwards. This is probably because of the way they’re trained. They deal with accounts which are always in the past. They look at the patterns of the past to work out what went wrong and then try to correct errors to create a more profitable future.

The other negative point about accountants is that they tend to be “risk averse.” Yet many small businesses need to take risks in order to move forwards. Sometimes we need to stretch our finances beyond reasonable limits, and accountants don’t like taking such risks.

Having said all that I still believe that on the whole accountants make good clients. The reasons are that they tend to operate very stable businesses. They are logical and can see the benefits in practical business techniques. They are intelligent and often reasonably creative and open to ideas.

Above all they are interested in business, in growth and in profit. It is their interest in growth and profit that makes them open to good ideas for growing their businesses.

When you’re selling to accountants you need a good idea the benefits of which are clear for all to see. Then you must have some really strong logic or evidence that what you’re recommending is likely to work. Accountants are practical people who believe in concrete “evidence” and not in “airy-fairy” ideas.

Present your case well, with good projections of the likely benefits when it’s implemented and you will find an accountant is paying close attention to what you

ants is that they tend to be “risk averse.” Yet many small businesses need to take risks in order to move forwards. Sometimes we need to stretch our finances beyond reasonable limits, and accountants don’t like taking such risks.

Having said all that I still believe that on the whole accountants make good clients. The reasons are that they tend to operate very stable businesses. They are logical and can see the benefits in practical business techniques. They are intelligent and often reasonably creative and open to ideas.

Above all they are interested in business, in growth and in profit. It is their interest in growth and profit that makes them open to good ideas for growing their businesses.

When you’re selling to accountants you need a good idea the benefits of which are clear for all to see. Then you must have some really strong logic or evidence that what you’re recommending is likely to work. Accountants are practical people who believe in concrete “evidence” and not in “airy-fairy” ideas.

Present your case well, with good projections of the likely benefits when it’s implemented and you will find an accountant is paying close attention to what you

ogical and can see the benefits in practical business techniques. They are intelligent and often reasonably creative and open to ideas.

Above all they are interested in business, in growth and in profit. It is their interest in growth and profit that makes them open to good ideas for growing their businesses.

When you’re selling to accountants you need a good idea the benefits of which are clear for all to see. Then you must have some really strong logic or evidence that what you’re recommending is likely to work. Accountants are practical people who believe in concrete “evidence” and not in “airy-fairy” ideas.

Present your case well, with good projections of the likely benefits when it’s implemented and you will find an accountant is paying close attention to what you

h are clear for all to see. Then you must have some really strong logic or evidence that what you’re recommending is likely to work. Accountants are practical people who believe in concrete “evidence” and not in “airy-fairy” ideas.

Present your case well, with good projections of the likely benefits when it’s implemented and you will find an accountant is paying close attention to what you say. They will ask you intelligent questions. And, once they decide that you’re proposal has merit they will adopt it and support it with a level of resources that it likely to achieve ultimate success.

My advice to anyone seeking to build a strong business is to have an accountancy practice in their client portfolio.

Do a good job for an accountant and they have a lot of clients to whom they can recommend your services.