Connecting is not enough: Networking demands a strategic approach

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Guest practice editor Mark Lee talks to networking strategist Andy Lopata to find out why accountants need to form a plan of action when it comes to networking.

Networking is a much misunderstood concept. Accountants who dont get it are no different to other service providers in this regard. Some accountants are regular attendees at local breakfast meetings. Others may have tried it once, not come away with any new clients and decided its not for them. The rest of us probably network almost at random. With new networking groups springing up all the time, its all too easy to remain unfocused.

Historically, networking has not been a key activity for many accountants, but as clients move on to cheaper advisers or s...

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