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Pathfinder Series Part 5 -- A Review

Nov 7th 2017
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AccountingWeb’s Practice Pathfinder program reached its penultimate session this week with Martin Bissett revealing the strategy of how professionals can forecast their new business income in perpetuity.

More specifically, Martin outlined:

  • The commercial case for have a new business pipeline when so many firms rely on external referrals for their growth.
  • The 7 avenues of where all new business comes from.
  • How to build a new business pipeline.
  • The core ACCOUNTS™ System for predicting and prioritizing your best prospective clients was also revealed.

Then Martin put all of the pieces together to demonstrate how simple, yet powerful, fee growth strategies can be. The Pathfinder group were asked to follow steps which led to the revealing of more than a hundred thousand dollars of new business opportunity being identified by name.

As the session came to a close, one of the poll questions asked which of the four sessions prior to this one had been deemed by the Pathfinder group to be of the greatest worth, 67% of respondents chose the session on ‘Mindset.’

This highlighted how much of the fee pressure that firms find themselves under is as much due to their own undervaluing of their expertise as it is from external market forces such as increased competition.

Session 6 will examine the all-important issue of pricing for maximum profit and how much successful pricing is based on strong self-esteem.

Entry to the 2017 Practice Pathfinder program is now closed.  Martin will be appearing at QB Connect in San Jose for a final special edition session.  We will be reopening the program for 2018 enrollment in the spring.


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