bissett bullet: relationship building
today’s bissett bullet: “if we’re on dragon’s den, we ‘pitch.’”
by martin bissett
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never mind the bullets
bissett bullet: do you need it?
today’s bissett bullet: “before you invest in the latest software…”
by martin bissett
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bissett bullet: keep it simple
today’s bissett bullet: what clients want.
by martin bissett
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bissett bullet: demonstrate genuine interest
“how to demonstrate that your interest in a new client is genuine…”
by martin bissett
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bissett bullet: be proactive
today’s bissett bullet: “the accounting profession, by and large, is reactive…”
by martin bissett
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bissett bullet: why do i need to change to your firm?
today’s bissett bullet: “we might understand the pressing need for the client to act fast on our proposals but do they?”
by martin bissett
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bissett bullet: the price is right
today’s bissett bullet: “in the accounting world, pricing is always an issue and it needn’t be.”
by martin bissett
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bissett bullet: know when to quit
today’s bissett bullet: “you know that potential new client who never returns calls or emails? following up with them regularly is disciplined but also desperate.”
by martin bissett
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bissett bullet: i just haven’t quite got round to it yet
why do we find it so hard to implement what we learn in marketing and business development courses? unfamiliarity? time? apathy? resources?
by martin bissett
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bissett bullet: being best > being better > being different
today’s bissett bullet: why are our clients paying us to serve them? what do they receive from us that they can’t get elsewhere for a similar or better price?
by martin bissett
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bissett bullet: 30 years’ experience or 1 year’s experience repeated 30 times?
today’s bissett bullet: ‘is your client paying for the time it takes you to carry out the work, or for the value that your years of experience bring?’
by martin bissett