By Martin Bissett
Business Development on a Budget
If winning new clients is simply a matter of being yourself, why is selling so difficult for accountants? Well, it’s a combination of several factors, but there are two main reasons.
First, accountants have not traditionally been required to sell. Maybe your practice has grown by referral – business has come to you and you haven’t had to do much to win that business. Unfortunately, however, business doesn’t always walk through the door; you don’t know how often it will, or what caliber it will be when it does.