today’s bissett bullet: “i’m a small firm. how can i possibly be perceived as ‘superior’ to the much larger firms that my prospective client is meeting?”

by martin bissett

there is a mindset shift needed here. “superior” is not “bigger” so turnover, office size and number of partners bear no relevance.

you are superior when you show a genuine interest in the business you have gone to see and take the time to understand their personal and professional motivations. when you take that understanding and use your experience and your service lines to bring the answers to their door, that is being superior. win the advisory war by becoming the best relationship builder firm, not the biggest firm.

today’s to-do:

previously, i asked you to identify three clients who had come to you having been dissatisfied with their experience with their previous accountant. were any of those firms larger than yours? what about the previous firms of other clients whose situations you have improved? when imposter syndrome creeps in, remember those clients.

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