it’s a new skill. you have to practice.
by martin bissett
business development on a budget
if winning new clients is simply a matter of being yourself, why is selling so difficult for accountants? well, it’s a combination of several factors, but there are two main reasons.
more: how are you showing your commitment? | nine points to check before hello | why clients struggle with growth | nine biz-dev metrics for making partner | communication isn’t about you | how to measure partner potential | making partner when competence isn’t enough
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first, accountants have not traditionally been required to sell. maybe your practice has grown by referral – business has come to you and you haven’t had to do much to win that business. unfortunately, however, business doesn’t always walk through the door; you don’t know how often it will, or what caliber it will be when it does.
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