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Working with accounting professionals, a common challenge we often encounter is a CPA's inability to secure an engagement and their frustration of not understanding why this happens. Analyzing these situations has led us to uncover that one of the main reasons for not securing an engagement is a fear of climbing! While acrophobia is the fear of heights, "climbaphobia" is our word for the fear of going higher up in the client's organization to reach the ultimate decision maker. This fear is responsible for many lost dollars and in this article we examine how "climbaphobia" negatively impacts securing new business for...
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