Tell me if this ‘mutually beneficial relationship’ sounds familiar:
You have a new relationship with an accounting firm with great prospects. With five partners, a good name, and a similar culture to yours, there’s no reason why you shouldn’t provide wealth advice to this obviously high quality firm.
The only slight snag is the 10% revenue share they want on all introduced work, which was negotiated down from 15% from a previous ‘failed relationship’.
Nine months later, it’s all looking a bit saggy.
The five partners (well…two really) have referred 22 clients in total.
Of these 22 clients, only nine have actually turned up to appointments.…