From the category archives:
Well of course, you know the answer to that question before we start. But I’d like to share some observations that may make it easier for you to train your PM’s in communication skills. It seems that companies are relying more and more on their PM’s to manage the client relationships and generate referrals so [...]
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“Oh, Bill, we don’t sell at our accounting firm. We prefer to wait until the phone rings with referrals. Besides, selling is so unprofessional.” Believe it or not, I actually heard that once–from a CPA. Absurd I know, but talk to some young attorneys or accountants today, and rarely will they say they’re prepared for [...]
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