Staff Drives the Firm
In most firms, training is directed at keeping staff relevant on regulatory changes, improving workflow, and creating quality tax returns, audits, and accounting. There is a massive gap in teaching professionals how to network and sell. This is fueling succession issues and making it extremely difficult for firms to organically grow once they have reached any material size.
Partner Mindsets & The Impact on Staffing
Partners resist investing in non-technical training because it impacts immediate compensation. The irony is if the team below the partners does not know how to bring in work, a firm will not have the succession capable of buying existing partners out. In addition, staff will leave if they feel the firm is stagnant. What is the cost of losing a staff member? Hiring fees and training time are quantifiable, but there is a major cost of losing additional staff who feel overworked while replacement hiring and training is occurring. What costs more? All of the recruiting costs and efforts or developing staff’s selling skills that will engage them, reduce turnover, create revenue, and develop succession?
Look Past the Frustration
Many firms have a history of failure trying to get staff to sell. Why? They used antiquated approaches or tried quick-fix steps like a sales incentive program. Creating an effective business development process takes time and involves a series of trial and error, but you cannot have a business that does not have a growth process in place and that takes time and investment. Any hope of a firm legacy or internal succession will be out of reach if staff leaves and they will if they see the firm is stagnant and not investing in the future or addressing industry issues.
NextGen Groups & Coaching
We provide one-on-one partner and select staff coaching. Predominately to help them gain more selling skills and begin outreach efforts to create a pipeline. Our NextGen Groups are unique. They are composed of non-partners and span from a staff accountant to a Senior. Director. They are intended to get the potential future leadership engaged in firm growth.
Our focus is on firm transformational topics. We have spoken from coast to coast to different type of firms and Associations. The experience we gain from working with individual firms at the Partner group level, as well as with their staff members is invaluable. We will customize a presentation for your firm or conference.
Some Core Speaking Topics Include:
- Overview of what’s hot in the CPA profession
- Teaching staff how to be comfortable selling & networking
- How to think like & become an advisor
- How to close a sale
- Existing client cross-selling & outreach
- Creating an exit & succession planning niche inside a CPA firm
- Growing & marketing an outsourcing client accounting services group
- Growth through CPA mergers & acquisitions
- Deal killers in CPA M&A
Please Call to Discuss Engaging Your Staff
If you are interested in discussing a speaking engagement, need help with organic growth, want to run a business development or partner retreat, or need a workshop for your conference, please contact us at 800.995.9186 to discuss the details.