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Remaining relevant and becoming the trusted advisor
  • Posted:
  • December 20, 2012

This time last year I had just completed my first book, Accountants – The Natural Trusted Advisor. I wrote the book because I passionately believe that accountants ARE the trusted advisor of choice for business owners, if only they would step up and claim that mantle.

Over the past 12 months, I have seen many accountants forge stronger relationships with their clients by offering value added services such as planning, monitoring and profit improvement. Clients love it and the accountants are appropriately rewarded. But sadly, I have also observed many accountants stick their heads in the sand and leave client needs unmet. That is a classic lose-lose situation and will only lead to the trusted advisor status being eroded.

On another front, cloud accounting systems have come online casinos on leaps and bounds during 2012 and have become a super-hot topic. Accountants must be on the front foot here. The last thing you want is for a client to confront you and ask why you haven't discussed their moving their accounting systems into the cloud. And that is starting to happen as the cloud accounting providers continue to market direct to SMEs.

My business partner, Rob Nixon ( is running a series of workshops around Australia and New Zealand in Feb/Mar 2013. Rob is calling his workshop Remaining Relevant. He will be covering the two areas I refer to above plus a host of other brand new material to help you remain relevant. If you are an accountant in public practice, I strongly admonish you to attend Rob's workshops. You'll find more details here:

As 2012 draws to a close, I hope all accountants will make a New Year's Resolution to truly live up to their trusted advisor status in 2013. For my part, I am writing a comprehensive manual on how to deliver value added services which will be released in the first quarter of 2013.
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I wish all readers of my blog a very Merry Christmas and here's to a wonderful 2013 for us all.