In this 100th episode of the show, Tom and Adam welcome Sales Maven, Nikki Rausch, to provide tips and strategies for successful selling. Nikki emphasizes the importance of creating curiosity, asking questions, and telling stories to engage clients and establish credibility. She also shares her five-step process to a sales conversation called the "selling staircase," which includes understanding the client's needs, creating curiosity, discovery, proposal, and closing the sale. The conversation covers the importance of sales coaching and training to overcome misconceptions around sales and improve communication, providing valuable insights and strategies for accountants looking to improve their sales skills.

Selling for Accountants with Nikki Rausch

Are you the owner of an accounting firm? Do you want to make your firm more profitable? Are you interested in providing Virtual CFO services to clients?

Dedicated to perfecting Virtual CFO Services since our inception in 2002, Summit CPA Group, now Summit Virtual CFO Services by Anders, serves as Virtual CFOs for over 100 clients throughout North America. While most accounting firms focus on the past, our Virtual CFO team focuses on the future. 

This podcast seeks to help accounting firm owners like you learn how to provide successful Virtual CFO Services and become profitable. Tune in bi-weekly as our hosts Tom Wadelton, Virtual CFO, and Adam Hale, Partner at Anders CPAs + Advisors, interview industry-leading experts to share knowledge, as well as Adam’s experience acquired from more than 20 years as the lead provider of Virtual CFO services in North America. 

We'll answer some of the most common questions like how do I provide accounting services virtually? What's it like running a distributed team? And much, much more.

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Jeff Bartsch, founding communication strategist at Story Greenlight, joins Adam and Tom to discuss the power of storytelling in the accounting industry. Jeff emphasizes the importance of human connection through strategic communication. He explains how storytelling is not just about creating narratives but a powerful tool that helps to connect with clients and translate financial data into meaningful insights for growth. The episode highlights the transformational impact of effective communication on client relationships and business growth.

The Most Powerful Accounting Tool That You’re Not Using with Jeff Bartsch

Tom and Adam explore the concept of financial storytelling with Soufyan Hamid, Founder and CEO of SouFBP. They discuss the importance of transforming financial data into engaging narratives to drive decision-making and the challenges finance professionals face in adopting this approach. Soufyan shares his methodology for crafting effective financial stories, emphasizing the need for clear messaging, engaging visuals, and audience-tailored presentations.

Crafting Financial Narratives: Strategies for Storytelling in Accounting with Soufyan Hamid

John Scott, Anders CPAs + Advisors Partner, Tax, and Virtual CFO, joins Tom and Adam, to discuss Summit Virtual CFO’s services for the legal industry and John’s recently launched book, "Judicial Dollars and Cents.” They discuss John's background, the unique financial aspects of law firms, and the importance of data and metrics in scaling businesses. John explains the benefits of specialized financial services for law firms and stresses the importance of understanding cash needs, managing cash flow, and aligning partner compensation with firm goals.

Making Sense of Law Firm Metrics with "Judicial Dollars and Cents," with John Scott

Adam and Tom welcome Martin Moll, President of Cadencia, to discuss the concept of nearshoring in Mexico for accounting firms. They explore Martin's transition from law to accounting and his experiences with establishing nearshore operations in Guadalajara, Mexico—highlighting the city's educated workforce and cultural fit. The episode covers the advantages of nearshoring vs. offshoring, such as reduced language barriers, better technology integration, and alignment of time zones.

Unlocking Growth and Integration: Benefits of Nearshoring in Mexico with Martin Moll

Tom and Adam discuss the critical role of onboarding in accounting firms. They highlight the necessity of a structured approach to make a strong initial impression on new clients. Adam advocates for setting explicit expectations and developing a systematic onboarding procedure, while Tom details activities like accounting and advisory discovery. They explore the contributions of project management and client success managers in streamlining the onboarding experience. The conversation also covers the importance of continuously refining the onboarding process to ensure client contentment, underlining its influence on enduring client relationships and the firm's prosperity.

Selling for Accountants with Nikki Rausch

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