Reframe your thinking.
By Martin Bissett
Business Development on a Budget
Let’s take a look at the last 20-plus years of my experience and my research as to where new clients come from in an accounting practice. I don’t think there are going to be too many shocks here.
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What I’ve found is that 82 percent of all new clients in a given year who come into an accounting firm come in from a referral source. This may be a bank or a lawyer or some other source, perhaps an existing client, who has recommended that a particular business meet with your firm and come on board as a client.
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