A major research study published by The Accountants Club in 2011 made three alarming discoveries...
... when accountants were asked "In what % of new clients do you find and error or omission made by the previous accountants?", the assessment by fellow professionals who looked with fresh eyes at the way clients affairs were handled was that...
In the first part of this article I looked at the 8 best ways to add value.
In this second part we're looking at the best way to get clients to believe that you really can add value in those ways, so that they start buying added value services from you.
The world's largest ever study of how accountants can get more referrals from bankers has profound implications for the way you should work with your banking contacts.
Some of the things most accountants do are, to put it bluntly, stupid.
But a handful are doing it brilliantly. And it is from this second group that we can learn how to transform our referral results.