JoA: Raising Rainmakers

Below is a great article from Journal of Accountancy about how to network, mentor and develop your personal marketing plan. Click on the title below to read the full article.

Raising Rainmakers

Firms should start early to nurture business development skills in young CPAs.

By Lynne Waymon, André Alphonso and Pamela Bradleyrainmaker

There are three types of networking identities. About 20% of people are Naturals at developing business relationships, while 10% are Naysayers, who resist business development responsibilities. The rest are Neutrals, who are willing to adopt the skills when they are told to do so.

CPAs should start early in developing their networking identity for three reasons: (1) to take advantage of mentors before they retire; (2) to build on relationships with peers from college; and (3) to have enough time to learn networking skills and to make business development a natural part of their repertoire.

Firms can teach CPAs five strategies to develop the skills needed to foster professional relationships and bring in new business.

Firms should establish an atmosphere that encourages networking. Even better, networking should become ingrained in their culture.

 

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