A Recipe for Rainmaking Success

Source: RedZone, Play of the Month

Excerpts below are reprinted with permission from Accountants Advisory Group.

Scientists use cloud seeding to induce rain from clouds. Similarly, CPA rainmakers continuously plant relationship seeds in their marketplace to make it “rain” new clients. Rainmakers:

• Believe that securing new business is the lifeblood of their practice and a significant factor in succession planning.
• Have developed relationships with clients and referral sources over many years, sometimes as far back as their college years.
• Don't sell; they gain the confidence of prospects and referral sources to sell for them.
• Understand that you must give in order to receive. They generously donate their time and money to charities and are very active in community and business organizations.
• Are persistent, but patient.
• Are passionate about their clients and growing the firm.
• Delegate work to junior partners and managers and encourage their firms to hire the best talent available.
• Are good accountants and excellent business advisors. Their clients view them as “trusted advisors” and friends.
• Play to win the game, not just to play it.

For the complete article, read “How Rainmakers Make it Rain.”

From RedZone, Play of the Month, Accountants Advisory Group LLC, www.accountantsadvisory.com, October 2010.