we understand our value.
by martin bissett
winning your first client
it’s about time to realize that value is not about time.
more: attract clients, don’t chase them | four reasons it’s hard to sell | eight questions to hold yourself accountable | win your first client: yourself | perception is reality, client version | 10 questions for reconsidering your prices
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when i look back on the research that has been conducted by various groups as to the biggest obstacles accounting firms cite to growing their practice,
- 50 percent said creating opportunities,
- 25 percent said knowing how to close deals
- and the remainder said having self-confidence in presenting and then being able to positively differentiate from their competition.
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