Getting Everyone Involved in Business Development

Source: RedZone, Play of the Month

The following includes excerpts, reproduced with permission, from an article contributed by Accountants Advisory Group.

It's hard to make it “rain,” but anyone can make it drizzle with the proper professional support, a well-directed and managed marketing program, and practice development coaching and training. Here's a game plan that will allow most CPA professionals to become more successful in their practice development efforts and spend less time in the process:

• Use target marketing, which provides focus to all of your marketing activities and most often produces better results than the “shotgun” approach.
• Have a “relationship manager” who can assist partners with the prospect relationship management process.
• Provide partners with practice development training throughout their careers to help them learn and refine practice development techniques and to motivate them to market themselves and the firm.

Having a number of your partners making it “drizzle” versus relying on a few “rainmakers” will increase the chances of a successful succession plan.

For the complete article, read “Anyone Can Make It Drizzle.”

From RedZone, Play of the Month, Accountants Advisory Group, February 2012, www.AccountantsAdvisory.com.