Think Fresh About Firm Retreats
Running a CPA firm is a major task. A firm retreat is essential to ensuring operational matters, staffing needs, training, governance, regulatory changes, and the refinement of quality tax, audit and accounting matters are running smoothly. However, there is not enough time, and often the wrong skillsets are in the room when it comes to developing an effective sales process for the firm. Top notch accounting professionals do not always translate to business development strategists.
Conduct a Business Development Retreat
Include key partners, select members at the manager level, and your marketing staff. Do not depend on marketing to exclusively create a sales culture and business development structure inside your firm. The most experienced marketing professionals understand that marketing and business development are different skillsets.
Design a growth strategy that will enhance your firm’s value. Target select prospects you want to add that will make a major impact when you win them. Evaluate your advisory services to determine if new services should be added or there should be an expanded focus on select service niche areas.
We utilize a threefold approach that incorporates involving accounting professionals into the process. It is the only way to effectively teach accounting staff how to sell and network, which is essential to creating the leverage a firm needs to maximize their potential.
- Direct Targets. Identify what clients your expertise best serves and align that with the clients who provide the highest realization. From there, we can create a plan to target the type of prospects that will make the largest impact.
- Referral Partners. Develop a strategy to gain their attention by demonstrating how you can maximize the value of their client base, while using your firm to aid in their business development outreach.
- Existing Clients. Examine your client base by looking for signs of pain, opportunity, and changes in their lifecycle. We have a complete process in place on how to do this.