24: Proven Growth Strategies for Progressive Accounting Firms

Rob Nixon on the BD Academy top 100 club accounting podcast with Rob Brown

Rob Nixon

Rob Nixon is one of the world’s foremost authority on how accounting firms can achieve peak performance. Since 1994, he has been running businesses that specialise 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.

He is the author of 2 bestselling books “Accounting Practices Don’t Add Up – why they don’t and what to do about it” AND “Remaining Relevant – the future of the Accounting profession”. Both have received rave reviews from Accountants and industry professionals from around the world. In 2014, he released a groundbreaking cloud software solution called PANALITIX. Accountancy firms around the world use PANALITIX to get better numbers and delight their clients. Listen in and hear gems such as:

  • Every business is connected to an accountant, which is why they can make such an impact
  • Accountants are the natural trusted advisor and don’t earn enough money for how smart they are
  • For accountants, technology is an enabler as well as a disruptor
  • Being a trusted accounting advisor means your clients buy your services to help them achieve their goals
  • The larger accounting firms have certain advantages over the smaller ones and vice versa
  • The two things that allow great accounting firms to outpace the ordinary ones
  • The biggest challenge to growth for accounting firms is apathy of owners
  • There are 1.3m accounting firms globally making $1/2 trillion – it’s the most profitable business in the whole world
  • For successful accounting firms, partner income means comfort, which breed apathy, complacency and lack of progress
  • Why ditching time sheets is bad advice for accountants
  • The six KPIs (key performance indicators) progressive accounting should be measuring
  • Accountants advise their clients every day but how many of them actually are advised and coached to be better?
  • Compliance is a commodity product that machines can do, so where is the value that accountants add?
  • Accountants are selling time and labour, but the real business they are in is selling expertise and knowledge
  • Good firms are moving the revenue mix from compliance dependency to business advisory
  • The power of niching for accounting firms of all sizes
  • Accountants need to enhance their business skills as they are the trusted person, consequently they can affect the clients’ revenues and profits
  • Big accounting firms are investing heavily in business, technical, advisory and selling skills
  • Partners in a firm who don’t or won’t win new work are really just overpaid accountants and surplus to requirements
  • Biggest frustration with the accounting profession – lack of implementation of learning and good ideas!

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 lovely wife Natalie and 3 children.

To contact Rob on LinkedIn at therobnixon or email him directly>>

You can also visit his Company Website or linkedin.com/in/therobnixon

You can read his personal blog and contact him for further advice.

About Podcast Host & Author, Rob Brown

Rob Brown is the founder and CEO of the successful BD ACADEMY, which creates armies of confident, effective work winners in large accounting firms. He is also host of the popular Accounting Influencers podcast, featuring interviews with top accounting leaders and global influencers about what makes good firms great and good accountants world class.

According to LinkedIn, Rob is the world's most recommended networking expert. He is also the bestselling author of Build Your Reputation (published by the world's largest business publishers, Wiley), a featured TEDx speaker and is a popular keynote speaker and MC at conferences and business events worldwide.

@TheRobBrown