NEWS RELEASE
FOR IMMEDIATE RELEASE
Tuesday 13th October 2009
Consulting to the Number Crunchers Pays Off
Leading business consultant to Australia’s accounting firms,
Robnixon Pty Ltd has won the top spot for any business
consulting company in the Westpac sponsored Smart50
Awards.
This award recognises Australia’s fastest growing small and
medium companies in 2008-09. The Brisbane-based firm of
consultants was cited by the judges to be: “a great exemplar of
how a multi-million dollar business can be built by targeting a very
specific niche market”.
In October 2005, the founder, Rob Nixon, made a decision. After
a career selling training and software products to the accounting
profession, Nixon completed a wealth profile test. As a result, he
figured if he wanted financial success, he had to go into business for himself. He
resigned from the company (where he was a major shareholder) the next day and the
rest is history – Robnixon Pty Ltd, the fastest growing business consultancy in Australia.
Financed initially by a few trusty credit cards, three years later the consulting business
posted revenue of $4.67 million, with average annual growth of 74.5%.
The business helps accountants to use improved business practices, initially by
streamlining the way they do their bread and butter work - tax returns - for their clients.
Then Robnixon consultants mentor accountancy firms into improving the services they
provide to their clients, so that the clients grow more rapidly and profitably, in turn
increasing the business for the accountancy firms. This in turn grows the Australian
economy.
“The success of this nation’s future lies in the hands of accountants because no one -
except the tax department - has greater access to every business in the country than
accountants. Yet many accountants are letting us down because their own business
systems are letting them down,” Rob Nixon said.
Robnixon consultancy has a unique model. In addition to seminars, accountancy firm
marketing packages and personal coaching services to accounting firms, it sets up
coaching "clubs", where a coach works with a group of eight like-minded but non-
competing firms who meet regularly, share ideas and strategies, and learn from each
other.
“But the key is that the business mentoring group encourage and monitor the
implementation of the Robnixon strategies - as most of us have experience of attending
great seminars and then never finding time to implement the ideas,” said Rob Nixon.
When to let go of the hands-on role?
Since founding the consultancy he has made another challenging decision – one that
affects most growing small businesses: to step back from seminars and coaching to
focus on growing the business. He knew it was a gamble, but it had to be done to
support the growth of the company.
"I ran the risk of losing clients who demanded my personal involvement but only one
client chose to discontinue with the program,” said Rob Nixon.
This is a result of his own consultancy’s recruitment and internal training strategy
creating leading consultants in their field.
Nixon's advice to other entrepreneurs is to answer three questions: What am I
passionate about, at what can I be the best in the world, and what drives my economic
engine?
Finally, Nixon says it is crucial to understand the importance of marketing in getting a
business off the ground.
"Without marketing nothing happens. If you want to supercharge your business, you
need to bring in external and professional marketing assistance. If I had my time over
(and if I had the financial resources when first starting) I would have invested much
more in marketing people and expenditure."
This is one area he is investing heavily in as the economy recovers.
"As many businesses are suffering, they are substantially reducing their marketing spend
and noise. This is the perfect opportunity to take advantage of more competitive
advertising rates and increase brand awareness. When conditions improve, sales will
come walking through the door."
(ends)
Media Enquiries
For more information or to interview Rob please contact David Bateson on 07 3395 8775 or
0402 332287. For more information about Robnixon Pty Ltd, please visit
Rob Nixon’s top five tips to
improve an accounting
business
•
Price every job upfront - price it as if you
don’t need it (i.e. higher rates)
•
Nurture existing clients – visit or call
them monthly – look for new opportunities
for clients
•
Market all services to all clients (and
educate your own staff about these
services)
•
Reduce partner productivity – if too high,
you can’t serve clients properly
•
Manage incoming data – send out
customised, individualised calendars and
checklists of when you need the work
NEWS 
