Malcolm Smith has a background in science and marketing which gives him unique insights into how businesses negotiate, transact and develop. Today he employs this considerable expertise through a portfolio of non-executive directorships and owned businesses.He is a keynote lecturer on Leadership, Project Management, Negotiation, Influencing and Consultative Selling at London Business School, Cass Business School, Oxford University SAID Business School and Cambridge University Judge Business School. Shownotes:How accountancy compares to other sectors in commoditising its offering, and what is driving that moveThe main reason accountants charge by the hour and why they shouldn'tHow even the revered doctors and general medical practitioners have become commoditised through availability of knowledgeWhy accounting compliance has become less valued in the eyes of clientsThe major downside for accountants of becoming commoditised and undifferentiatedHow advanced tech like AI can allow you to be profitable as a commodity in accountingThe dangers of 'proximity bias' that causes accountants to undervalue their skillsTips for accounting firms to expand their core offerings into advising and consulting servicesAn example of what 'proactive brilliance' looks like for an accountantThe best way to find out what your 'value-adds' are as an accounting firmThe benefits of asking your clients why they choose you and building your accounting firm's proposition around the answersThe three value disciplines in a professional firm that allow you to charge premium feesThe biggest cost in running an accounting firm, and why your fees need to reflect thatThe big mistake poor negotiators make when handling fee conversations with their accounting clients or prospectsWhy non-F2F negotiation is more difficult than being in the same room as peopleThe biggest issue for accountants when negotiating on video platforms like zoomThe importance of the 'opening position' for accountants when negotiating deals and setting feesThe dangers of using 'round numbers' when setting and negotiating your accounting or consulting feesNegotiation tips for accounting firms, especially in a virtual, non-F2F worldThe problem many accountants make in giving away unilateral concessions in negotiationsHow accounting professionals can get much better and more confident in handling common sales objectionsWhy accountants should always quote money rather than hours for a particular job or serviceThe importance for accountants to never invoice the negotiated amount.

Malcolm was Speaker of the Year for Vistage International in 2007, 2011 and 2015 and has won the Outperformer Award every year since 2004. He scored the last goal ever at Eastville Stadium, Bristol UK) before it became an IKEA store. Contact him here:https://www.mindgamestraining.co.uk (Website and blog)https://www.linkedin.com/in/malcolmjamessmith (LinkedIn)