Tip From SME Consultants

Came across an accountants that had grown over a seven-year period from a small office above a shop, to a 5-branch regional player with a purpose-built HQ.  One reason they’d experienced such stellar growth, was their decision to offer clients more value-added services on top of traditional auditing.  These included positioning themselves as a specialist in helping SMEs grow.  And their track record helps in this no end.

Interestingly, their consultative framework focuses on 4 items:

Things you have to do (CORE)
Things which make you grow (GROWTH)
Things which protect & strengthen growth (PROTECTION)
Things which make daily life go more smoothly (SUPPORT)

Applying this to a selling territory would be a great help for anyone trying to make out the wood from the trees on their patch.

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