To build a book of business, you need to master “conversion.”
By Martin Bissett
Passport to Partnership
Like it or not, the 21st-century accountant is in the relationship-building business.
MORE: How to Communicate Your Value | Internal Communication Can’t Be Overlooked | Communication Isn’t about You | 4 Top Communication Habits | The Seven Levels of Communication Management | How to Measure Partner Potential | Three Questions to Evaluate Firm Culture | Make Firm Culture Work for You | Checklist: Partner-Ready Metrics
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When a qualified accountant learns the art of developing those relationships in such a way as they empower the practice to be able to forecast its new fee income each year, the accountant becomes a profit center and their value to the firm increases tenfold.