There’s comfort and then there’s complacency.
By Martin Bissett
Business Development On a Budget
As you know, the traditional accounting firm model is firmly based on the reality of recurring fees that come in from clients every year. We can rely on these and forecast accurately how much revenue they bring in – which hopefully covers overheads and direct expenses of the business.
MORE: Who Are You More Committed to, Your Firm or Your Clients? | Two Steps Toward Mastering Selling | Thirteen Ways to Show Commitment | Clients Can’t Grow without You | Seven Mistakes in Winning New Fees | How to Develop Your Communication Abilities | Five Questions for Measuring Partner Potential | Five Ways to Rally Your Firm to Its Culture | When Would-Be Partners Aren’t Candidates | Make Your Expertise a New-Client Magnet | Don’t Think of It as Selling
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This is a good thing, right? Well, maybe not as much as you think.
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