Test your firm's business savvy.
Accountants know that winning additional work from current clients is a whole lot easier than finding brand new clients. But too many firms fail to seize the opportunities.
Why? Simple: They don't invest the time or money in educating fellow partners and staff in the basic mechanics.
So ask yourself: Right now, do all of your team members, even the most recent college recruits:
- Know what to look and listen for while they are at the client's location?
- Have you educated them about all of the firm's service offerings?
- If they recognize an opportunity do they know who to refer it to inside your firm?
If you answered "no" or even "maybe" to one question, you have work to do... and opportunities to seize.
h/t Rita Keller