We understand our value.
By Martin Bissett
Winning Your First Client
It’s about time to realize that value is not about time.
MORE: Attract Clients, Don’t Chase Them | Four Reasons It’s Hard to Sell | Eight Questions to Hold Yourself Accountable | Win Your First Client: Yourself | Perception Is Reality, Client Version | 10 Questions for Reconsidering Your Prices
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When I look back on the research that has been conducted by various groups as to the biggest obstacles accounting firms cite to growing their practice,
- 50 percent said creating opportunities,
- 25 percent said knowing how to close deals
- and the remainder said having self-confidence in presenting and then being able to positively differentiate from their competition.
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