What is a NextGen Group?
We organize and facilitate a group of emerging leaders inside firms. The objective is to involve them in the firm’s direction. It is essential to bring in the people you want to stay with the firm and who have the potential to lead or rise through the ranks more rapidly.
What are the Benefits?
This has proven to make a significant impact in engaging staff. Help resolve staff retention, improve client recruiting, teach staff how to sell and network, identify ideas the staff feels the firm should work on that can improve any aspect of the firm, get them feeling empowered, and this will bring in revenue while increasing your succession planning talent pool.
Who is in This Group?
Its core should be managers to pending partner material, but it can include staff accountants. We try to avoid including partners unless they are younger partners. We want to ensure the NextGen team feels free to talk without any recourse and without any influence in their thought process. Today’s generation does not look at work the same as the Baby Boomer era.
How Does It Work?
We prefer 4 to 9 at the most participants. If a firm is larger we suggest multiple groups. The initial kickoff meeting may run a little longer, but most sessions are 45 minutes and held every 6 weeks. All sessions are held remotely via conference call. We do this because we do not want to force participants to have to come to the office. We realize the remote nature of many of the staff and client scheduling demands. Visionary facilitates the meeting, sends an agenda, and the maintains the master agenda/list of activities for the group.
Individual or Team Coaching
We vet staff, including partners, coach, and develop them to be more effective at selling, networking, client mining, and opening doors with referral sources. In addition, we help them determine how to sell an opportunity, price it, create the proposal to win it, and teach them to be advisory minded. Team coaching may be aimed at a department; i.e. the tax team, outsourced accounting group, etc.
Why Any of This Matters
In most firms, selling skills are not strong. Normally, a few people bring in most of the work. This works when a firm is small, but not when a firm reaches any material size. We work on these needs, because an effective growth program requires a seamless sales cycle. Lead generation, referral partner development, and other activities need to be complimented by skills to question, probe, assess, and close business. Opening the door is part of the process. Learning how to close the door and win the work is a vital part of the process. We work with your firm to refine these skills.