Peter Gill of the Boreas Partnership (UK) Ltd outlines his essential strategy for attracting new prospects.
The professional landscape is continuously changing, and forward-thinking firms are always reviewing their approach to sales in order to attract the type of clients and work that they want to deal with. This tried and tested formula is consultative in approach and offers a helpful roadmap for accountants who want to benchmark their approach to winning new clients.
Step one: Research
Research can take many forms: At the very least it entails a simple review of their website and downloading the prospect’s latest financial reports, but you could also conduct a far more detailed analysis of the client’s competitive landscape and their position in the ma...