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Blog posts tagged in Sales
Accounting Business Development
Successfully Climbing the Networking Ladder
By Bill Taylor II, Corporate Ladders
You already know that networking is an integral part of building your accounting practice and book of business. It helps build your personal brand, provides a source of potential leads and referrals, and well you are expect to. But suppose I told you that you have been doing this networking thing wrong the whole time? That in your stacks of business cards there could be a potential goldmine of business opportunities you may have overlooked. Upon reflecting, you may ask yourself “How did I miss that...
Our firm recently delivered an on-site business development program for a large insurance consulting company which focused on the value of building trust based relationships. We highlighted results from a survey conducted by Miller Heiman that singled out lack of trust as the #1 reason prospects do not buy from a certain provider.1 In fact, lack of trust was cited by over 50% of respondents as the single most important reason buyers turned down a service provider.
In contrast, and by a vast margin, the second reason given for not selecting a firm, no need for the services, accounted for only...