Our 4 Corners Approach
A systematic process to grow your CPA firm.
Details on the 4 Corners
- Mergers & Acquisitions. Conduct searches to identify firms not yet up for sale who are seeking a transition plan or growth option. This process identifies firms that will bring revenue, staff, new industry or service niches, or become an entryway into a new geographic market.
- Existing Client Mining. This builds client value, gets staff engaged, trains staff how to sell, and creates revenue. We lead Client Mining efforts to educate staff on how to look for signs with clients on other services they should be talking about. Examples of opportunities include; clients with an owner over 60 years old, businesses with more than one owner (ask about their buy/sell agreement) and businesses with family members.
- Referral Partner Network Development. We create programs to educate existing referral sources and create new relationships. The goal is to create awareness of what your firm can do to help their clients, as well as discuss co-marketing to new prospects with them. We create or leverage differentiating services; i.e. a valuation or forensics niche, exit and succession planning, or assist with independence issues. Banks, law firms and other auditors are excellent referral partners opportunities.
- Direct Target Prospecting. We conduct selective nurture targeting to prospects a firm feels would best fit for their practice. The process begins with a limited consulting engagement to create the proper approach with each target set. Our team begins the initial outreach with the CEO, CFO, Controller, or other key contact. The outreach creates a pipeline of opportunities that we work in collaboration with your team to help move forward.
Two Additional Key Elements of the Growth Process
- Image and Perception. Having the right look and messaging that attracts and retains a prospect’s interest.
- Selling and Networking Capabilities. Developing the selling skills of a wide range of professionals in the firm. Limited selling capabilities diminishes growth and succession potential.