Question of Trust 

published in Accountancy Age

Peter Belsey warns accountants against mis-selling if they want to be recognised as trusted advisers.

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Myth of the salesman 

published in Accountancy Age

Peter Belsey dispels some sales myths and stereotypes.

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Bored to tears 

Peter Belsey argues how accountants who continue to be 'technical experts' and focus on the task in hand, results in them being perceived as impersonal and boring! And how today, clients want their accountants to show greater dynamism and rapport in understanding and meeting rapidly changing needs. They already have, counters Tom Kelman, as featured in 'the debate', published in Accountancy Age.

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Profiting from Pleasure 

How well do your people use strategic networking to develop business for your accountancy practice? The fact is, for too many accountants, corporate hospitality events are seen as uncomfortable social events to be endured, maybe a 'thank you' to existing clients or even worse, they stay in the 'comfort zone' of sticking with their colleagues or the people they know. Peter Belsey, looks at the ways to help you guide or audit your people's effective social influencing skills as he argues that such events should be seen as just as important as pitching when it comes to the business development mix.

If it's not chargeable, it's not work? 

Historically, in accountany firms there's been a widespread belief that only chargeable work is 'real' work, fee earners have felt uncomfortable about being involved in business development activities and 'selling' has been seen as a dirty word. Peter Belsey, Accountancy Sector Head, explains how to bring about a fundamental change in behaviour and attitude in order to develop a more consultative, client focused culture.

The Lone Changer 

Being a change agent in an accountancy firm can be a pretty lonely existence. Why is it that no-one else can see that if your practice is not going forward it's going back - that standing still is not an option? Peter Belsey, Accountancy Sector Head, explains how to incorporate a change in behaviour to ensure successful and long-lasting improvement.

Party gain, not party pain 

Accountancy Age

With the annual client party looming, you might be dreading the prospect of making polite conversation with clients and prospects. Peter Belsey offers some advice on getting more out of the evening than just a hangover.

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Avoiding the hard sell 

AccountancyAge

Pete Belsey discusses the attitude towards some of the difficulties of cross selling, together with some of the solutions developed by Huthwaite, as a result of working with clients to increase fee income. The article explores the challenges facing the Big Four accountancy firms from the growth of mid-tier firms and the need to develop a consultative client focused approach to ensure continued long term client relationships.

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How to party with purpose 

Winning Business

This article explores Huthwaite's findings on how to make more effective use of corporate entertainment to further client relationships and develop greater fee income. The article covers the issues of setting objectives for the event, how to work the room to advantage, selecting the right kind of events to make business discussions easier, and some of the key do's and don'ts of talking to clients at such events.

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