About Author

Dale Crosby

Dale Crosby specialises in change management and has a specific interest in client ommunication and integration of compliance, business advisory and financial advisory services within accounting firms. He has worked closely with accounting firms throughout Australia and New Zealand over the past 15 years.

Author Posts

Technology, Outsourcing and the Future of our Young Accountants

There’s no doubt that technology and outsourcing are both having a significant impact on the way that financial data is collected, processed, analysed and delivered to clients. Larger accounting...

5 Secrets Of Successful Business Coaches

Many accountants say that they struggle to move from the technical to advisory space in working with business clients. Often, it’s simply lack of confidence that prevents us from...

Why won’t clients pay for what they need?

We’re all familiar with the refrain that clients want ‘more listening, more advice, more support in reaching their financial goals.’ However, we also know that, in reality, many of...

The journey from accountant to analyst

The development of business analytical skills is increasingly important as partners and managers of accounting firms make the transition from a compliance to advisory focus in their relationship with...

Just give me some practical advice

If you’re a leader in public practice, one thing’s pretty certain. You’ve grown tired of being beaten over the head with discussions about cloud technology, business advisory services and...

Why Technology Needs A Human Face

Public practice accounting is similar to most other industries that are starting to feel the real impact of technology on the way in which we manage our work, our...

High Tech with a Soft Touch – Client and Team Engagement

The so-called ‘digital disruption’ is leading to significant changes in the way that the leaders of accounting firms manage their work, their people and their clients.  Cloud accounting, bank...

What should you replace productivity with and why

Productivity has been used as a key measure of individual performance as long as accountants have been using timesheets. It’s a quick and easy way of determining how much...

How To Get More Value From EOFY Client Meetings

The period leading up to and following the end of the financial year is probably the best time to engage business clients in rich conversations about their financial objectives,...

5 reasons why you’re wasting time in your meetings

For many of us, working life seems like an endless sequence of meetings, some effective but many of dubious benefit. In a recent survey reported in Industry Week, 2000...

Right People Right Roles – Part 2

The accounting industry is rapidly shifting from a reliance on compliance to a stronger advisory focus. This has led to an increasing emphasis on client relationships and proactive communication...

The Power of the Right People in the Right Roles – The Firm of the Future

The accounting industry is rapidly shifting from a reliance on compliance to a stronger advisory focus. This has led to an increasing emphasis on client relationships and proactive communication in...

Blogging for Beginners

New, Internet-enabled technologies are challenging the way businesses buy professional services. While the personal referral will always be important, new forces are eating away at its dominance. Many firms...

How to overcome client resistance to your fees

How to overcome client resistance to your fees

Fee resistance from clients is a common issue for accountants in public practice. Often, principals, partners and managers find themselves discounting the...

The New Accounting Landscape

Over recent years, the impact of technology has added a new dimension and a new landscape for accounting firms in developed countries. The so-called ‘Digital Disruption’ is really changing...

Is your firm really client-focused?

When asked what makes their firm different to other firms, most accountants and advisors will highlight their firm’s responsiveness to client needs and issues. However, independent surveys of clients...

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