I was asked this week by someone very prominent within the accounting industry…… “Why have you chosen this industry to work in?”

He said “It’s a tough crowd, a lot of them are stuck in their ways and they won’t appreciate what you’re doing. So why accountants?”

So I gave him the answer, which I’ll tell you shortly.

You see, I believe in small businesses; I always have done since I was young.

I believe in brave men and women who invest their time and money into building a business which serves their clients, provides jobs and gives their family the things that they want.

We’ve just had an election, and whilst politicians can pass a few laws, change a few taxes and redistribute some of the country’s wealth, they can’t really impact the economy in any meaningful way.

That’s done by businesses which are mainly SMEs who employ people, buy things, sell things, generate wealth and move the money around.

Small to medium size businesses create the economy.

And a business’s primary function is to make money, without which it fails.

Businesses are built on systems and THE most important system that a business can have in place is it’s Finance System – what it sells, how it’s priced, how the profit is generated, how the money is collected, how it’s accounted for, reported on and how we can use that knowledge to make better decisions moving forward.

The industry responsible for ensuring that the Finance System is in place within businesses, is the Accounting Industry.

Why Have You Chosen The Accounting Industry?

So when I was asked “Why have you chosen the accounting industry to work in?”

I explained that I believe if I help accountants to implement the systems and strategies that they need to build profitable, thriving firms, then they can in turn impact their clients in similar ways.

I told him about the 7 systems I help accountants to implement, which they need for their firm to be operating at the level where they can have the greatest impact.

He then went on to ask me “So where does an accountant start?”

And I said that it all begins with their OWN Finance System.

There is no way an accountant can do anything meaningful with their clients until they’ve first nailed their own Finance System. And this all starts with….

  • Identifying the core services they provide
  • Profitably pricing those services
  • How they get their prospects and clients to buy those services in the quantities and quality that they need them, so as to maximise their lifetime value
  • How they automate the flow of money from their clients into their firm when those services are bought
  • How they continually increase that flow of money and prevent any leakage

That’s day 1.

And that’s why I wrote “Selling to Serve”, created GoProposal and train accountants to price more profitably and sell more of their services to give greater value to their clients.

Only when a firm of accountants has all 7 systems locked down, can they realistically attempt to move the needle on their clients businesses, but it all starts with the Finance System.

As an accountant, you should aim to be as profitable as you can. Why? Because as your client I want you to help me to do the same, and if you can’t do it for your own business, what chance do I have?

In Summary

Small to medium sized businesses shape the economy.

A business’s primary role is to make money.

Accountants help businesses to make money.

Therefore politicians don’t impact economies, accountants do.

James Ashford

James Ashford

James is the Founder of GoProposal, Director of MAP., Keynote Speaker & Bestselling Author of "Selling to Serve". He helps accountants and bookkeepers around the world to price more profitably, sell more confidently and to give significantly more value to their clients.