Share Your Trade Secrets: Giving New Principals the "Skinny" on How to Succeed - March 2008
You’ve helped groom your practice’s star associates for years and now you’re ready to reward them for their hard work and commitment by naming them principal. But you know it’s only the beginning. New principals have many adjustments to make if they’re going to successfully transition from associate to principal. This article explains how practices can help new principals by encouraging them to set goals, develop skills, bring in new business and measure their own progress.
Grabbing the Cross-Selling Bull by the Horns - March 2008
In theory, cross-selling is simple. When your clients need additional services, you refer them to another associate in the practice who can effectively provide them. In practice, things aren’t so simple. Clients may not be able to effectively communicate their needs or confidently turn over their business to a new associate, or may feel more comfortable in keeping that aspect of their business with the practice that’s been handling it for years. There are also internal issues of conflict: Principals dislike sharing their clients, and some aren’t comfortable with selling. This article explores how to train associates and principals for cross-selling success and rewarding their achievements.
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