martin bissett answers the question: “what has to happen to me before i can take control of fee growth at my firm?”
too many accountants seem to believe that they don’t really have anything to offer above and beyond what an organization is receiving from its current accountant. if you are not convinced of your value to prospective clients, why should they believe it? you can’t move ahead with this mindset, so you need to change it. you must instill in yourself the belief that the client would benefit by coming over to you. so the first sale is to yourself; the first client is yourself; the first sale is yourself.
more on practice growth and development by martin bissett for pro members: turning dreams into reality [video] | the five fastest ways to kill a new opportunity [video] | use this spreadsheet to evaluate prospects | 9 things to stop doing now consider hiring a sales director | key advice for potential partners | understand the dna of business development success | before the sales meeting | | how to create an upward spiral your perception vs. your client’s reality