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Sourcing Clientele

Teresa Briggs, Deloitte Silicon Valley

Teresa Briggs, Partner at Deloitte in Silicon Valley, discusses why and when an entrepreneur would first seek the financial services of a company like Deloitte. She walks us through the global organization's local client-hunting process. The region's most prominent venture capitalists, bankers, and law firms are tapped for referrals, and they lead the way to about 200 companies from their portfolios. Deloitte loses money on audits on pre-public companies with the hopes of getting a return on their investment when the company goes public. The financial firm also self-refers clients through interior channels as well.