tailieunhanh - 101 marketing strategies for accounting law consulting and professional services firms phần 9

Khi đưa ra một so sánh dịch vụ, bạn muốn được quá công bằng với đối thủ cạnh tranh của bạn vì vậy bạn không xuất hiện để được chất đống tiêu cực về công ty khác trong một cách thiên vị. Tuy nhiên, bạn chắc chắn muốn để có được khách hàng tiềm năng của bạn để nói về và | CHAPTER EIGHTEEN Becoming an Insider 86 Becoming an Insider 87 Focus on Client Profits 88 Retreat and Advance 1 89 Retreat and Advance 2 90 Leverage Up the Value Ladder 91 Selling to the Top 205 Becoming an Insider 86 Becoming an Insider 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 strongest and most profitable relationships with clients are those in which you are considered an insider. When your and your clients interests are assumed to be the same you are treated as one of the team rather than an outsider who has to prove himself. As I see it there are three distinct levels of being an insider Level 1 The advisor can be an insider if top management of your clients always checks with you prior to making important decisions. Your clients trust you and rely on your perspective before deciding to act. Being accepted as an advisor may be an indication that your client would be receptive to level 2 insider status for you. Level 2 The counselor is an insider who generally sits in on all key management meetings and participates from start to finish in the decision-making process. From time to time the counselor may take the lead in organizing planning meetings conducting strategic advances and negotiating contracts with your client s customers. Level 3 The Partner Leader is an insider who functions as a part-time chief CEO CFO CIO CAO or CMO. Many accountants and attorneys function in such a role sometimes without title. Operating as a partner leader you have the .