QUESTION: I have a couple of clients in a number of industries and when I ask for referrals they tell me they do not want me to handle competitors of theirs, yet I know of many CPA firms that have large amounts of clients in concentrated industries. What am I doing wrong?
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ANSWER: I’ve had clients tell me that, but I think back to my early jobs and each firm I worked for had industry specializations, so I think the current trend is just a continuation of what has always been done. I attribute your lack of getting client referrals to an inability to recognize, sell and communicate the advantages of your firm to your clients.