today’s bissett bullet: “the accounting profession, by and large, is reactive. business referrals are too often viewed as ‘unforecasted’ and not proactively sought, resulting in a feast or famine scenario over which practitioners have no control.”

by martin bissett

proactively seeking referrals should be a part of your practice dna. rather than leave it to chance, make referrals a prerequisite of working together. initiate regular conversations with clients to establish who they feel would benefit from an introduction.

if you lay out your referral expectations during the client onboarding process and make time for regular conversations during client meetings, this will become a given.

today’s to-do:

for each of the client meetings in your diary, make a note to have this conversation. keep noting it as a reminder until you routinely ask out of habit.

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