EMPOWERMENT FOR BUSINESS DEVELOPMENT: TACTICS FOR SUCCESS IN MID‐TIER ACCOUNTANCY FIRMS

Briefly outlines the development of empowerment and what organizations typically hope to gain from empowering their workforce. Goes on to discuss the main reasons why these objectives are frequently not achieved and what is needed if empowerment is to work. These general factors are related to the business development strategies of mid‐tier accountancy firms and their attempts to develop business by empowering staff below partner level to be more active in this area. The data used come from in‐depth, structured interviews carried out with marketing managers or partners of 12 mid‐sized accountancy firms. Key conclusions are presented about the nature of barriers facing firms trying to empower people for business development and what firms need to do if these barriers are to be overcome.