to build a book of business, you need to master “conversion.”
by martin bissett
passport to partnership
like it or not, the 21st-century accountant is in the relationship-building business.
more: how to communicate your value | internal communication can’t be overlooked | communication isn’t about you | 4 top communication habits | the seven levels of communication management | how to measure partner potential | three questions to evaluate firm culture | make firm culture work for you | checklist: partner-ready metrics
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when a qualified accountant learns the art of developing those relationships in such a way as they empower the practice to be able to forecast its new fee income each year, the accountant becomes a profit center and their value to the firm increases tenfold.
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