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The first time you hold an advance, you can spend all the time on developing a mission and vision.
Once your vision and the process becomes established, you will spend more of your time on how to achieve specific goals.
Prioritize and Organize
With a solid mission in place, an executive team can select the action steps that [...]

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The value ladder is a way of looking at the value clients receive from our services. Services at the bottom of the ladder are commodities.
Commodities are bought and sold by the pound, at the lowest possible price. You will have many competitors at the bottom of the ladder. As you begin to move up this [...]

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One of the best ways for you to become an insider with your clients is for you to help their top management focus on business strategy.
Trends in leadership and management come and go, but the need for an executive team to get away, visualize, strategize, prioritize, organize, and energize is universal.
You can be the catalyst [...]

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Want to build the most profitable relationship with your client? Try focusing on their profits first.
When you focus on achieving client profitability, you create business relationships that are synergetic, whereby the whole is greater than the sum of its separate parts.
A true partnership creates an equation where one-plus-one equals more than two. So, you have [...]

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Professionals who are involved in attest services cannot afford the appearance of also being an insider with their clients.
It is mandatory that accountants who are involved in attest work never allow their independence to be compromised.
You must abide by the code of ethics of your profession, as well as state and federal rules regarding independence.
The [...]

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If you’ve been looking for ways to encourage staff members to ask for referrals, they might appreciate a few pointers from the clients and professionals they would be approaching.
Information direct from the “horse’s mouth” will always have more impact than what you might tell them.
When you’ve established a solid relationship with another professional firm in [...]

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Once you’ve prioritized your referral contacts, the next step is to make an effort to build the relationships with low-priority contacts and to directly encourage referrals with your most likely prospects.
Refining Your Follow-up System
One accountant specifically budgeted the follow-up for each type of referral source. His “C” sources received his quarterly newsletter.
The accountant sent his [...]

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Some referral relationships will develop quickly once you’ve made contact with someone who refers to providers in your area regularly.
Other relationships will take years to develop fully. After you’ve make contact with a potential referral source, you need a system to follow up and build the relationship.
One of the first things you want to find [...]

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The most profitable marketing activity in which you can engage is building referrals. And the best way to develop referrals is getting to know all the other professionals – the bankers, bonding agents, insurance brokers, accountants, lawyers, and so on – whom your present clients utilize.
These other professionals have a natural inclination to help their [...]

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Do you have anyone in your circle of relationships, business or professional, who would say great things about you? Perhaps even say them to a potential prospect?
If you do, congratulations – consider them a treasured source, real gems with which to work. If not, why not?
How to Spell Referral
The earliest recorded use of the word [...]

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