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Strategic Connections by Jim Wylde, André Alphonso, Lynne Waymon, Anne Baber

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Take a Strategic Approach

Strategic Connections: Raise Rainmakers

At a Florida CPA firm, the founders were worried. About to retire, they wanted be sure that the younger generation would be able to grow the firm in the future. “I want us to make client development and business networking part of our core professional development expectation,” said one partner. Another said, “We’ve got to start training our folks early and raise some rainmakers. Reaching out, building referral relationships, and ‘telling our story’ don’t come naturally to most CPAs. They need to know that business development is everybody’s business. It’s a way of life at our firm.”

THESE CPAs aren’t the only ones who are finding that networking has been added to their job ...

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