don’t sell to clients, attract them

demonstrate how your value meets their needs.

by martin bissett
business development on a budget

it’s about time to realize that value is not about time.

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when i look back on the research that has been conducted by various groups as to the biggest obstacles accounting firms cite to growing their practice,

• 50 percent said creating opportunities,
• 25 percent said knowing how to close deals
• and the remainder said having self-confidence in presenting, and then being able to positively differentiate from their competition.

let’s not sell, let’s attract.