36. Why Saying 'No' is the Key to Winning Better Clients

In this episode of The Practicing Accountant, Doug shares how he recently said “no” to new work, even with available capacity, emphasizing the importance of staying true to your niche. Doug and Dan discuss "niche working," a focused approach to networking that targets specific industries and relationships, leading to better results than traditional networking.

They share examples of how narrowing focus on a niche, like construction or law, can generate more ideal clients and higher value connections. Dan highlights how his firm became a recognized expert in a specific industry, boosting opportunities and pricing power.

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