if they can’t communicate your value, referrals will be tough.
by russ alan prince
accounting services are commodities, but that does not mean that accountants are inherently fungible. without question, some accountants are better than others.
that said, a large majority of accountants are unable to differentiate themselves from their competitors. many times even when they are more capable, they blend in with the morass of mediocre accountants.
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the reason is simple. very few accountants are proficient at communicating their value to their clients. think of your situation. what value are you providing your various clients? now, if those clients were asked what value they were receiving from you, how much alignment would there be?