why a list is not the same thing.
by martin bissett
business development on a budget
i’ve taken many accounting firm partners through this process, and it’s quite common for them to balk a little at the pipeline idea when they see the amount of work involved.
more on business development: do you have a pipeline or just a list? | develop the habit of consistency | prepare your next generation of professionals |overcome recurring fee apathy | banish the idea that selling is difficult | how to win your first client | 5 ways to make selling easier to swallow | you’re selling all the time
they see it as just another call on their time when they already have far too much to do, and they ask me why they can’t just write down a list of prospects and go to work on them.
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