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Feb 19 2020

3 Ideas for Developing Business During Busy Season

2020-02-19T10:11:51-06:00February 19th, 2020|Inspired Ideas Blog, Sales|

As the leader of our Rainmaker Development Program® (RDP), I witness a variety of challenges that others face in meeting their business development (BD) goals. It’s no surprise that the most common challenge we hear is the feeling that people don’t have time. With so much on our plates, it can be difficult to form [...]

Feb 6 2020

New KPIs to Drive Results

2020-02-06T09:18:58-06:00February 6th, 2020|Governance/Decision Making, HR/Organizational Development, Inspired Ideas Blog, Leadership, Marketing, Sales|

“That which is measured improves. That which is measured and reported improves exponentially “                                                                                     Karl Pearson, English Mathematician The use of key performance indicators ensures that leaders are on the same page with team members about what is expected for individual performance as well as the performance of the team, service line, industry group, [...]

Jun 27 2019

An Introvert’s Guide To Creating Deeper Client Relationships

2019-11-01T16:43:23-05:00June 27th, 2019|Inspired Ideas, Leadership, Marketing, Personal Development, Sales|

In my work, I get the opportunity to meet many professionals who are working on being more successful business developers – and for good reason. An ability to build a strong network and develop new business yields many benefits. It allows you to provide a tangible contribution to top line revenue for the firm. It [...]

Oct 5 2018

An Introvert’s Guide To Creating Deeper Client Relationships

2018-10-05T12:24:18-05:00October 5th, 2018|Leadership, Marketing, Personal Development, Sales|

In my work, I get the opportunity to meet many professionals who are working on being more successful business developers – and for good reason. An ability to build a strong network and develop new business yields many benefits. It allows you to provide a tangible contribution to top line revenue for the firm. It [...]

Sep 29 2017

Four Steps to Faster People Development

2017-09-29T08:50:31-05:00September 29th, 2017|Current Affairs, HR/Organizational Development, Leadership, Next Generation, Personal Development, Sales|

"Leadership, like swimming, cannot be learned by reading about it." — Henry Mintzberg With the Baby Boomers (born 1946 to 1964) retiring at a clip of 10,000 per day, the skills transfer necessary to get the next generation ready to take over the reins is monumental. Most leaders have a limited amount of time available [...]

Oct 21 2015

Tried and True Referral Relationship Tenets – And a New Idea!

2015-10-21T13:17:57-05:00October 21st, 2015|Client Retention, Sales|

As firms focus on growth, referral sources continue to rank at the top of the list for developing new client opportunities. Referral relationships take time to develop and nurture and are built on a foundation of trust that we tend to protect like a parent protects their children. Because we hold referral relationships so dear [...]

Mar 18 2015

Stop Giving Away Your Services!

2015-03-18T10:34:38-05:00March 18th, 2015|Client Retention, Communication, Sales|

As far as we’ve come as a profession, we still encounter CPAs who struggle to bill for services delivered (and/or time incurred) beyond the scope of their original engagement. And, young people are not being taught the valuable skill of managing scope and resetting expectations with overruns, so the issue perpetuates. Even worse yet, your [...]

Apr 23 2014

Marketing Versus Selling Versus Business Development

2014-04-23T12:55:57-05:00April 23rd, 2014|Marketing, Sales|

In public accounting, we often use “mixed” terms when describing marketing and selling activities and now the combination of marketing and sales activities is referred to as “business development.” The challenge is that these terms are used interchangeably; often causing confusion and disappointment because they are not defined properly. This causes firm leaders – and [...]

Jun 27 2012

Close More Ideal Business by Selling to Target Accounts

2012-06-27T13:00:55-05:00June 27th, 2012|Client Retention, Marketing, Sales, Social Networking|

Anyone who walks in the door willing to engage your services is not necessarily the next RIGHT client. Conceptually, most of us agree with that statement.  However, very few of us practice this in reality - especially given the slow recovery from our recent economic downturn and the struggle many firms are experiencing retaining their clients [...]

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