Commercial Proficiency™
in practice.
Practical thinking on commercial capability, career progression, and the discipline that separates technically excellent professionals from those who reach Partnership.
Why technically excellent accountants plateau — and what to do about it
The accounting profession produces technically outstanding individuals and then deploys them into commercial situations for which they have received no preparation. This is not a character failing.
“The commercial discomfort experienced by senior professionals follows a precise and predictable pattern.”
— The Law of Equal Inadequacy™
The fee conversation you are having in the wrong order
Most professionals introduce price before establishing value. The sequence is the problem.
What your firm actually looks for when assessing Director readiness
Technical performance is the baseline. Commercial behaviour is the differentiator.
Why “I’m not a salesperson” is the wrong frame entirely
Commercial Proficiency™ has nothing to do with sales. It is the discipline of understanding and articulating the value you already deliver.
Scope drift: the silent fee diluter that nobody talks about
Every engagement has moments where additional work gets absorbed without question.
The analytical mind as a commercial asset — not a liability
The precision that makes you an excellent accountant is precisely what commercial proficiency requires.
What your Commercial Proficiency Index™ score is actually telling you
A guide to interpreting each of the four dimensions and what they mean for your next promotion.
Before reading about the gap — measure yours.
Four minutes. Immediate results.
Take the Commercial Proficiency Index™Commercial Proficiency™
in practice.
Practical thinking on commercial capability, career progression, and the discipline that separates technically excellent professionals from those who reach Partnership.
Why technically excellent accountants plateau — and what to do about it
The accounting profession produces technically outstanding individuals and then deploys them into commercial situations for which they have received no preparation. This is not a character failing.
“The commercial discomfort experienced by senior professionals follows a precise and predictable pattern.”
— The Law of Equal Inadequacy™
The fee conversation you are having in the wrong order
Most professionals introduce price before establishing value. The sequence is the problem.
What your firm actually looks for when assessing Director readiness
Technical performance is the baseline. Commercial behaviour is the differentiator.
Why “I’m not a salesperson” is the wrong frame entirely
Commercial Proficiency™ has nothing to do with sales. It is the discipline of understanding and articulating the value you already deliver.
Scope drift: the silent fee diluter that nobody talks about
Every engagement has moments where additional work gets absorbed without question.
The analytical mind as a commercial asset — not a liability
The precision that makes you an excellent accountant is precisely what commercial proficiency requires.
What your Commercial Proficiency Index™ score is actually telling you
A guide to interpreting each of the four dimensions and what they mean for your next promotion.
Before reading about the gap — measure yours.
Four minutes. Immediate results.
Take the Commercial Proficiency Index™