Who do you turn to?

In practice, we all have occasions when we need the support of other professionals to deal with a difficult client issue. We collect these support contacts and they provide a necessary backup when our own skill sets are challenged.

Would you be willing to share these contacts?

In an attempt to provide Landmark’s users with a fairly comprehensive directory of these contacts, I have created a Support Directory on the Landmark site.

Would you be willing to share your expert contacts and I will approach them to see if they would like to take a slot?

No-one is an island

We all need help from time to time, and for me personally, this was especially evident during my two extended periods as a sole practitioner.

Do you specialise?

Have you developed skills in specialist areas and would you be interested in helping other practitioners who need assistance in these areas? If yes, then perhaps we should discuss adding your firm to the support directory. Give me a call, or take a look at the Support Directory information page

How is MTD for VAT for you?

In the last couple of weeks I have registered the three businesses that I am responsible for, to HMRC’s MTD for VAT data links (via Xero that I use as my preferred accounts software).

I have to say that in the main it was a fairly straight forward process. Not sure I would go so far as to eulogise “what was all the fuss about”, but definitely, so far, so good.

What about the roll-out to include accounts data?

One item that I will be fishing for in HMRC’s pond is an indication when MTD will be expanded to include the upload of quarterly accounts data; presumably for income tax in the first instance and then corporation tax. The only date we have is no earlier than April 2020…

My guess is Brexit is going to scupper that deadline and it will be pushed forward to April 2021 at the earliest. Keep an eye open for early adopter requests from HMRC as this “beta” process now seems to be a feature of their development protocols.

Are you encouraging property landlords to digitise their record keeping?

One aspect of the next MTD roll-out will be the inclusion of buy-to-let and other landlords if their rental income exceeds £85,000.

My guess is many will be reluctant adopters of the digital need to record transactions. This has been my experience of talking with clients who would be affected.

In spite of the uncertainty, I am working on a standard chart of accounts that I can use in Xero for these clients, and there are significant advantages as I will use the software to collect capital payments (property acquisitions and improvements) as well as revenue transactions. Xero also has a useful “tracking” facility that I will use to provide clients with detailed results for each property; something that is not particularly easy when records are kept manually, or worse still, in a carrier bag.

What has been your experience?

I’m interested in canvassing the opinion of practitioners about their experience using the sign up process for clients.

If you are willing to share your experiences, good or bad, just add a comment to this blog post and I will make sure that the constructive comments are bundled (anonymously) and sent to HMRC for a reaction.

I have direct links to the department that has been responsible for developing the MTD API’s etc, and in the fullness of time I will post again with any interesting responses or developments.


I’ll eat my hat…

I am amazed by the willingness of many practitioners to leave money on the table.

And yet, looking back to my own time in full-time practice, I can see that I was as guilty of the same lack of foresight. Driven by the clock, by countless phone calls and numerous interruptions by staff. There was barely time to deal with what was in front of me let alone consider other options to increase client service levels and our fee income.

Low hanging fruit

Whether you are still in the heady days of initial growth, spurred by plentiful referrals, or on the downward slope of an ageing client base, pressure on fees from unqualified competitors, you are likely to be missing a trick or two to capitalise on your endeavours.

You have already met the cost of acquisition of your clients and are no doubt providing the services that met their needs when you were first engaged as their adviser, but what about other services you could be providing? These opportunities are your low hanging fruit: they are in easy reach and you will already have the ear of individuals who are willing to sit and listen to what you have to stay.

Cost benefit considerations

If you are selling additional services to clients, there is one aspect of your approach that you will need to take into account: the perceived benefits of the advice you want to provide must always exceed the cost of your time, and their co-operation, in taking the advice.

Often times this will be evidenced by a reduction in a present liability, a reduction in risk and associated anxiety or by creating some future benefit.

Do you have a cross-sales program for your practice?

If the answer to this question is no, or you have a nagging suspicion that you are leaving money on the table, then consider the following challenge.

I’ll eat my hat

Now we get to the nub of the OTT title of this post. I will, hypothetically, eat my hat if during a short phone call I cannot identify at least one campaign that you could use to increase cross-sales to your client base.

All it will take is lifting the phone, or email with a time when you are available to speak.

Bob Edwards: m 07879 896073; LL 01723 363133; email bob@landmarkpd.co.uk.



Always expect the unexpected

What are the challenges to our fee income 2019-20 and beyond?

Grudge purchases

For most business owners it is hard to place a value on costs that merely keep Her Majesty’s government off their backs: filing annual accounts and tax returns. This annual compliance chore is often completed well after the accounts period end date  and is a fait accompli.

Fait accompli is an interesting phrase. It is defined as “a thing accomplished and presumably (presumed) irreversible”. In other words, any advice we as advisers give – on these historic numbers – will be received as a “I told you so” remark. What clients need is something relevant what they are doing now.

As far as we can ascertain there are no upsides to after-date compliance work other than meeting filing deadlines and tax payment deadlines.

What percentage of your fee income is pure compliance?

This is an interesting question.

Most practices, especially smaller practices, will likely have a significant proportion of their fee income generated from the supply of pure compliance services.

If so, and if you accept that clients, by and large, see your fees as a grudge purchase, then it makes sense to take a fresh look at the services you offer and consider how to transform fees into services that have perceived value.

What are valued purchases?

The phrase “value added” has been bandied about in our profession for many years. It was sold by practice development pundits in the 1990’s and beyond as a way to increase fees by repackaging compliance work and representing to clients – for vastly increased fees – as “Business Builder” or specialist tax-mitigation services.

For the average, smaller business owner, being exhorted to buy tax planning or business development services is rather like selling leather seat options to a car owner that just wants a seat cover to hide the mess his kids have made – and will continue to make.

What is actually required is a strategy to transform ALL the services we offer, and that we are paid for, as offering the client value, and importantly, value that seem relevant and appropriate to their circumstances.

The way forward?

If you want to engage in this process, to transform grudge into valued, take a look at the ideas I have shared in my Fee Builder workbook and associated features. In my opinion if you stick with the “grudge” services, you will likely continue to leach fees to less qualified practitioners, and to accounting package software developers, who will soon be adding an annual accounts and tax return facility to their offerings.

The door is steadily closing on markets that we have traditionally considered to be our sole domain, and there is no future in relying on the past for inspiration.

Read more on this topic:

Add new income streams to your practice


What’s next? An optimistic outlook.

I would suggest that as advisers to the UK business community we can offer constructive advice that will impact clients ability to weather the expected fallout from our likely exit from the EU, or indeed to exploit any longer term advantages that may arise. But rather than focus on the will-it won’t-it happen unknowns, could we not prepare for either outcome?

Business fitness

We are ideally placed to promote business fitness, and there is no logical reason for not pursuing this course of action. The question is, are we?

Are you lobbying your business clients to engage in a constructive “business fitness” program, such that, whatever the Brexit outcome (or projected economic downturn), your clients will be in good shape to weather any turbulence?

I’m thinking common-sense issues, converting current assets into cash, utilisation of resources, etc, etc.

Fee building 2019-20

One likely spin-off if you promote business fitness is an increase in your recurring fees. Another is converting purely compliance activity into services that have perceived value.

In my recent Fee Builder publication, the promotion of Business Fitness programs with clients is just one of a number of service options that I believe you could introduce during 2019-20.

Eleven ideas to super-charge your recurring fees for 2019-20

If you are interested in taking a fresh look at your service offerings, and thus providing clients with more choice and value, then I have written up eleven suggestions for how you could develop new income streams this year.

Take a look at my Fee Builder options here>

Eleven strategies for leveraging existing and new services into recurring services for 2019-20



Where do we go from here?

Where do we go from here?

Here’s two ideas for you to consider

  1. Offer annual accounts prep and a business tax return for free, and
  2. Offer your management accounting skills to high net-worth individuals.

And before you reach for the delete button, consider these alternatives.

Downward pressure on compliance fees

This is no urban myth. Those of you who rely on compliance fees to bolster your fee income will be acutely aware that this is considered to be a “grudge” purchase by clients.

Accordingly, the only real value of these services is to ensure accounts are prepared and filed before filing deadlines and tax is paid on or before the due date.

And there seem to be an ever growing group of super-charged bookkeeping firms that are willing and able to do this work at ridiculous rates.

Last, but not least, is the emergence of AI, or more particularly, accounts software companies who will start to add annual accounts and tax compliance to their accounting products.

And so, if the value is dropping out of number-crunching, where are specialist, and highly qualified firms going to create their recurring income streams in years to come?

Back to the future

Any change process encourages the emergence of pathfinders, those individuals who can sense that the wind is changing and that sails need to be reset, and while the majority blissfully do what they have always done, these pathfinders gather in the low-hanging fruit.

By the time the rest of us have woken up to the new opportunities this low hanging fruit, and much else, will have disappeared. And the pathfinders will be moving on to exploit new opportunities.

Eleven ideas to super-charge your recurring fees for 2019-20

If you are interested in taking a fresh look at your service offerings, and thus providing clients with more choice and value, then I have written up eleven suggestions for how you could develop new income streams this year.

Take a look at my Fee Builder options here>

Eleven strategies for leveraging existing and new services into recurring services for 2019-20

Add new income streams to your practice

AI and the mechanisation of manual processes are likely to lead to downward pressure on the pricing of repetitive services.

No where is this more apparent than when considering the delivery of compliance services to clients. Your fees for preparing accounts and returns to meet HMRC and Companies House obligations are generally considered to be “grudge purchases” by your clients.

The demise of pure compliance services

Will this automation of compliance activity continue to drive down prices? In my opinion, yes it will. The solution is to side-line accounts preparation and tax return submission into a free service!

Fee Builder 2019-20

I have recently written a workbook that illustrates how this can be done.  The workbook includes eleven strategies for re-creating existing services, and creating a number of new recurring services.

One of the strategies promotes the repackaging of bookkeeping, compliance work and periodic reviews as a Business Fitness and Planning Review service. A description of the service would be something like this:

We can take over all your paper-work chores, produce regular management accounts, deal with any issues arising and handle your VAT and payroll filing requirements. And if you sign up for this service, we will produce and file your annual accounts and business tax return FREE OF CHARGE.

This places the value and cost on the benefits instead of just dealing with pure compliance obligations.

The workbook also promotes a new look at the following services that can be reviewed annually:


And the following “new” service delivery ideas:

    • BUSINESS SYSTEM CHECKS, and finally

Also included in the Fee Builder bundle

Fact sheets that highlight the above, that you can adopt and send to clients and prospects as part of your marketing campaigns, and an updated copy of my TAX PLANNING ROAD MAP for 2019-20. This latter publication has a wealth of check lists and draft emails that can be used to approach businesses, personal tax clients and property owners about tax planning opportunities.

I will also give all purchasers of Fee Builder 30 minutes of my time to settle on at least one application of the ideas shared that can be integrated into your service offerings for 2019-20.

Interested in Fee Builder?

Visit our Fee Builder page for more information about the product.

Obviously, I cannot disclose too much detail online otherwise the intellectual property that makes up this service would be compromised. If you are still uncertain if Fee Builder would be of value to your practice call me anytime on: 07879 896073.

Bob Edwards – April 2019

MTD for VAT video promotion

As part of the Landmark Tax Box service, our April 2019 video covers the MTD for VAT changes from 1 April 2019.

Do you offer an MTD for VAT service to clients?

If yes, and if you promote the service on your website, why not acquire the rights to have a branded copy of this video displayed on your website?

According to published research, video content is more likely to capture the attention of site visitors than text. Adding video content will also beef-up your profile with the search engines.

Do you have a YouTube channel?

Out Tax Box videos will help you build a useful series on your YouTube channel, and if you don’t have a channel as yet, use the MP4 files that we provide as part of the Tax Box service to create one for your practice.

You can link the videos to your Twitter, Face Book and other social media outlets.

Introductory offer – 50% discount

Each quarterly video costs £260 plus VAT for the branded version and £195 plus VAT for a generic version.

The Tax Box service is provided on an ongoing subscription basis, but you are free to cancel this subscription at any time.

If you are willing to try out this service, and if you sign up before 1 April 2019, we will discount your MTD for VAT video subscription by 50% – this offer is for new subscribers only.

This reduces the cost of the April 2019 video to £130 plus VAT for the branded version and £97.50 plus VAT for the generic version.

Watch video here

This is the pre-release version of the MTD for VAT video, your copy would be branded – your logo and contact details are added – if you select the TaxBox plus option prior to publication. The reference on the title bar to Tax Box would be removed.

Complete online order form to secure your 50% discount

Complete before 1 April 2019 to qualify for 50% discount

The order form will not display the discount, you will automatically receive the reduced price if you submit the order before 1 April 2019.

Dither or act

I suggest that a contemporary definition of dither be changed to reflect the way that politicians of all shades have handled the EU withdrawal agreement. Good job these people don’t have to manage a business.

18 months to purchase a book

And maybe I should include myself in this definition. When in full-time practice I remember taking eighteen months to make a decision to buy a Tolley’s tax planning book.

The hapless sales person would ring me dutifully every month or so, to be requested to call back in a further two-months. Eventually, the game of cat and mouse concluded and the book was acquired.

Which brings me to the point of this post.

How many decisions have you declined to make recently?

What I have discovered, is that the older I get, the less tolerant I have become regarding incomplete tasks. I made the mistake some years ago of visualising a sack I carried in which all my deferred actions were parked – I’ve no idea how heavy this bag became, before I started to empty it, but the contents had a way of haunting me.

The incomplete items became a growing distraction. The sack of deferrals required periodic reviews and as the sack filled, this process  was taking up too much attention, too much time.

Lightening the load

As with all effective strategies, the solution to my problem was really simple: I spent less time considering what to do and spent more time doing stuff. All pretty obvious.

How did I do this? I purchased a Paperchase “New Week, New Goals” booklet. This allowed me to empty the sack and create a list of absolutely everything that was incomplete, or that I needed to revisit at a later date. I then planned what I was going to achieve to shorten the list in the following week; the remainder of my uncompleted actions stayed in the book. After a few months of using this process the deferred list started to shorten and the weight on my back, on my attention, significantly diminished.

I update this book every Sunday night and I can’t tell you the pleasure it gives me when a task is highlighted as completed. And if a chore is left undone, for whatever reason, it just gets moved forward.

This system may not suit everyone. However, there are a few up-coming challenges for our profession and the UK business community that will demand a certain dexterity and agility. Being weighed down by your internal to-do lists and their constant need for attention, is possibly not the smart way forward.



Opportunity knocks, again

OPPORTUNITY: a time or set of circumstances that makes it possible to do something. The opposite of which is usually described as misfortune, tragedy and failure.
PESSIMIST: is a mental attitude in which an undesirable outcome is anticipated from a given situation.
OPTIMIST: is inclined to be hopeful and to expect good outcomes from a given situation.
I my opinion these three words shape the way we react to a changing business environment and it is worth pausing to reflect on where we fit on the sliding scale?


This is one extreme position. With these beliefs there is always a tendency to “look on the bright side of life”, to search for outcomes that prove the belief that there is always win-win outcome to any given situation. At it’s most effective, this combination drives innovation, it’s a creative force. At its most ineffective, this combination would have us drive off the white cliffs confident in the belief that the cliff edge is an illusion and the road continues into the wide blue yonder.


At this extreme, we cannot cope with the idea of a constructive outcome, the downside risks are the only criteria that seem to hold water. Pessimist would not even get in the car, they would simply watch the unfortunate spectacle unwind and feel an agreeable sense that the universe has once again proved that misfortune, tragedy and failure have prevailed.

Where do you sit on this scale?

Take a few minutes to consider where you sit on the seesaw that determines your reaction to changing circumstances.

I like the analogy of the seesaw. It’s easy to conceptualise that at either extreme we experience the most movement: for movement you could substitute the range of our feelings or the inability to appreciate an opposite point on view. In fact, there is point, a fulcrum point, half-way between the two, where there is relatively no movement, and this, I believe, is where we need to sit when making decisions about our future courses of action.

If we are optimistic and opportunistic in outlook we should draw breath and see if the opposite point of view offers any constructive checks and balances that will allow us to reach a sensible conclusion. And the same process would apply to the pessimists if they drew breath and took stock of the optimists point of view.

Taking a fresh look at current challenges

This week, the outcome of the Brexit conundrum should be decided. Next month, MTD for VAT kicks off. Next year, we may see MTD rolled out to embrace the upload of accounts data. Eventually, I am sure that HMRC will pursue Pay as You Go – quarterly payment – of self-assessment liabilities. There is a LOT of change in the air for the accountancy profession and it’s time that practitioners lifted their heads from the daily grind, aware of their tendency towards the above dichotomy, and figure out just how they are going to respond.

Fee Building

In conjunction with feedback from practitioners, I am writing a planning resource that firms can use to rise to these challenges. It examines the possibilities to re-frame existing, recurring – and mostly compliance – services, and add a bunch of new recurring services. I am hopeful that my approach will prove useful, and profitable, to both the optimists and pessimists out there…

I should have this ready to launch before the end of this month.

– posted by Bob Edwards, 12 March 2019.


Support services for professional practices

The Landmark Support Directory – where you can find third-party support for a variety of issues – is starting to fill. There are presently nine firms represented.

Present service support available

Topics covered include:

Easy to use CA claims calculator

The first to sign up, the Capital Allowance Review Service, has recently posted a blog article covering how tax payers can reduce taxable income by claiming capital allowances. There is a useful link at the end of the post to an online “Claims Calculator“. Worth a look as this would provide you with an estimate of CA’s available for a wide variety of capital acquisitions by clients.

Could you provide colleagues with support on specialist topics?

Do you, or could you, provide specialist support to firms on complex tax issues or other professional service matters?

Take a look at the Support Directory here.

If you are interested in adding your details to the directory, information on how to do this and the costs involved can be accessed here


Need help?

All of us need help to identify our strengths and weaknesses and use this information to grow and prosper in today’s challenging business environment.

If you are just setting up a new practice or have reached a glass ceiling in the development of an existing practice I may be able to help.

Why objectivity is critical

A professional practice is a reflection of the skills and ambition of its owners. Unfortunately, what we lack as individuals is the ability to be objective, to see ourselves and our practice as others see us. This is the barrier that most practitioners never consider and it can have dire consequences.

For example, in the constant rush to deal with clients’ affairs we rarely give much thought to the development of new income streams for our practice beyond the need to meet the compliance demands of the businesses and individuals we act for, and yet the seeds of many of those additional income streams are already sown.

Unravelling and releasing potential is mostly a matter of identifying opportunities, and these opportunities need to be relevant and readily communicable to clients and business prospects. You can’t sell processes, you can sell benefits.

Like an objective assessment of your practice?

If you would like to work on your practice can I suggest that you call me to discuss how I may be able to help you develop a grounded development plan for your business.

Initially, we just need to discuss options to see if a collaboration would be appropriate. Email bob@landmarkpd.co.uk or call me anytime 07879 896073.

How much would this cost?

If we decide that there are realistic opportunities to explore, benefits for your practice, I will book a day’s appointment with you. I will charge an initial booking fee of £500 plus travel costs which is payable in advance and is non-refundable. The balance of my fee, £1,500 plus VAT would be payable at the conclusion of our consultation and is subject to the following guarantee.

I do offer a guarantee.

I will give you an opportunity to assess the ideas and benefits we have discussed mid-day and if you consider there is no value for your practice then no further fees will be payable and I will leave. Thus far, no practitioner I have worked with in this way has called in this guarantee.


Are you interested in referrals?

From time to time I have received requests for advice from business owners and private tax clients as a direct result of my existing internet activity. Thus far I have been content to pass on the majority of these enquiries to firms that I know and respect; I no longer have an interest in expanding my remaining small-scale practice.

I suspect that this process will increase in frequency during 2019-20 as I am launching a weekly news-feed targeted at building an opted-in mailing list of business and property owners and high value private client individuals in the UK.

A sprat to catch a mackerel

The news-feed (the sprat) will be in the form of a weekly tax or business development tip that aims to intrigue readers rather than offer advice. As a footnote I will encourage the posting of comments or requests for more information.

These requests will then be made available to firms who are interested in converting the request into a new client appointment.

Would you be interested in accessing the referrals I create?

So that the process does not become a lottery, I intend to build a list of firms that would like to be given access to these requests for advice. Each comment from a potential new client will be directed to a firm where I believe there is a good fit. I will consider location, specialist services offered and other relevant matters.

What sort of new clients are you targeting?

This is probably one of the key questions I need to know, so that I only direct appropriate requests in your direction. No point in offering you a building contractor enquiry if you have no interest in the CIS or the building sector generally.

Send me an email if you are interested

Email bob@landmarkpd.co.uk if this sounds like a project you would like to join. I am prepared to create the enquiries, filter these and direct them to the firm I feel is best placed to offer advice. In the first instance I will simply send you the enquiry without any personal contact information included.

I will be charging a small introducer’s fee when I subsequently release the prospect’s contact details. No other fees are chargeable by Landmark.

I will shortly be building a new page on the Landmark site with full details of how the scheme will work in practice. If you want to get your foot in the door, and at the top of my referrer’s list, email with your initial answers to the following questions:

  1. What sort of clients (client sectors) do you not want to acquire for your practice?
  2. What sort of clients (client sectors) are you targeting at present?
  3. What is your location.
  4. Are you only interested in local approaches or UK wide?

Reply direct to my email address: bob@landmarkpd.co.uk.






Don’t miss out on the Brexit opportunity

I have just read Philip Fisher’s post on the Accounting Web entitled “The accountants guide to Brexit”. It’s a good read. In his intro Philip says:

Like almost everybody else in the country, the vast majority of accountants have been sticking their heads into the sand on the basis that leaving Europe was a long way off.

Well, it’s no longer a long way off and if the politicians on both sides of the Channel continue making progress at their present rate, we seem to be heading for a no-deal Brexit. Even if we succeed in achieving an agreed withdrawal process the exact details of our future trading relationship with the EU may not be thrashed out for years.

And in the meantime your clients will be uncertain about their supply lines and changing export processes to the EU.

In my opinion, this apparently “glum” outlook is a significant opportunity for UK businesses and their advisers. Philip continues:

While smaller practices with little or no international spread and work-forces who are British born and bred may feel that for them this is only a storm in a teacup that is unlikely to be the case in the longer term.

But if nothing else, there will inevitably be changes in legislation as a direct result of the decision made in June 2016. In addition, the economy will take an initial hit and that is likely to lead to indirect consequences including attentional tax hikes, difficulties in retaining and recruiting members of staff and the risk of client losses.

As there is now significant opinion that the UK economy is heading for a dip, however temporary, shouldn’t we be contacting business clients and suggesting that they consider two planning options before Brexit starts to bite:

  1. Undertake a formal impact assessment if a business currently buys goods from EU suppliers or exports to the EU, and
  2. Undertake a business fitness review.

There are no downsides to either of these activities. What they will do is place your clients in the best possible position to weather any Brexit discomforts and hit the ground running.

I’ll leave the last word to Philip:

As this series is likely to repeat on a constant basis, going into times of change with your eyes open is a major part of operating successfully. If your competitors are taking no action, while you can be seen as a leader at the time of great insecurity, then this could be a chance to succeed while others are struggling if not actually going bust.

Therefore, to reiterate, please make sure that you are ahead of the game so you can make the most of what need not be a threat and could be a fantastic opportunity.

Take a look at the Landmark Brexit Resource page

Help your clients and create a new income stream for your practice

Like to design your own Xero app?

Last year I created an app for Xero partner firms – Scoop – that allows practitioners to gather all of their clients’ Xero data and present it in a summarised format on one screen.

This year I’d like to develop the idea and to make it relevant to practitioners that use Xero with clients. Here’s what I propose:

Be party to the development process

Most of my clients use Xero and I have ideas for the information I would like to see on a regular basis to help me manage their businesses. But I don’t claim to have exclusive insights to what is useful in this regard so I’d like to open up the debate.

I’ve set up a questionnaire that lists a number of my development ideas. It will only take a couple of minutes to complete. It ends with a comment box so if you have ideas to share you can do so.

Development partners’ bonus

Every practitioner that completes the questionnaire will be offered a chance to beta test the new version of Scoop on a complimentary basis. As an additional thank you for you help in the development process we will extend this offer for three months free use of the finished product once the development changes are completed and Scoop plus is launched.

Tax and Xero

One of the issues I have with Xero, especially with corporate clients, is that it’s difficult to judge solvency – especially, if dividends are being taken without regard for the balance on reserves and corporation tax for the current year.

Accordingly, one of my ideas for improving the data provided by Scoop is to calculate a realistic estimate of current period CT liabilities and factor this information into the reports displayed by Scoop.

The existing version of Scoop will advise if a client is not registered for VAT and perhaps should be, based on current turnover. I intend to extend the VAT alerts to include a warning that continued use of a VAT special Scheme is compromised due to a possible breach of turnover exit levels.

Take a look at the Landmark Brexit Resource page

Help your clients and create a new income stream for your practice

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