Mark has been many things!
He’s been tax partner in two large firms, a tax consultant, Chair of the ICAEW Tax Faculty, but now runs the Tax Advice Network, provides NED-style mentoring to accountants and tax people, and regularly speaks on webinars and at conferences.
One of his 2 focuses nowadays is to help accountants (including tax professionals) to build more successful practices, and to be better remembered, referred and recommended, which is what leads us onto the topic for this episode – winning more tax work, generating more tax work, bringing in more tax work. Whatever you want to call it!
Mark has great experience in this area. Before he decided to move away from ‘practice’, he’d had roles where marketing, business development and similar were a big part of his role – although the term he likes to use is “practice development” as accountants don’t like the word ‘marketing’.
Winning work is an area that I know many tax professionals find difficult and are afraid of – I know I was. The big issue for me was not knowing where to start. I knew marketing was an option. I knew calling people up was an option. I knew sending out emails was an option, but I didn’t really know how to make any of those activities result in winning work.
Having Mark’s advice about 3 years ago would have been ideal for me, so I think you will like this one – even if you are just looking for new ideas to win more work. So I hope you enjoy the listen!
Guest – Mark Lee
Website: https://bookmarklee.co.uk/
Tax Advice Network: https://www.taxadvicenetwork.co.uk/
LinkedIn: https://www.linkedin.com/in/bookmarklee/
Mark’s Taxation articles:
- Mentioned in the episode: “Competing Interests”
- Giving up tax
You’ll Learn
- A humble and honest overview of Mark’s career
- (23:00) The 5 Ms of marketing – motive, market, message, media and method – which can be used with social media
- (29:45) Views around why many of us tax professionals aren’t natural ‘sales’ people, so that you can understand how to change your mindset and approach
- (39:00) How to help people understand what you do, so that when they need your services they come to you or refer people to you
- (44:15) How to generate more work from your firm’s current client base
- (51:00) What to avoid if you want to win more tax work
Resources (Including Related Episodes)
Mark’s Taxation articles:
- Mentioned in the episode: “Competing Interests”
- Giving up tax
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