Making Rain is Everybody's Business

Source: Pennsylvania CPA Journal

The days when CPAs could simply do their jobs and leave business development to the “rainmakers” are long gone. Today, technical skills aren't enough. Even the most talented CPAs must bring in new business to succeed. Joseph J. Purcell, director of business development for Amper Politziner & Mattia LLP, offers some tips for building relationships and developing business:

• You can learn new skills. You simply need to apply the analytical and organizational skills you already possess to business development.
• Be a friend. Remember that buyers are more likely to buy from people they like rather than from people who interact only as professional salesmen.
• When networking, showing up is only half the battle. Find out who will be at an event and with whom you want to meet. Be enthusiastic, and be prepared to deliver a brief, engaging “commercial.” Choose networking events that match your interests, but don't overlook charity events, Chambers of Commerce, Rotary clubs, and sporting events.
• Send referrals to others before determining how to obtain your own referrals. Make referrals because you believe in the person's abilities and want to help.
• Prepare a business development plan that allots an appropriate amount of time to developing trust, asking the right questions, being prepared to present what you have to offer, and welcoming feedback.
• Keep in mind that you have to pursue a lot of clients in order to gain the business of a few.

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From Pennsylvania CPA Journal, Summer 2010, “Business Development Is Part of the Job.”