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.