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Presentation transcript:

We help accounting firms grow.

Setting the Stage for Success

Change

Objectives 1.Improve time utilization skills 2.Develop a process for delegating 3.Understand behavioral styles and how they affect relationships 4.Become aware of the buying and marketing processes 5.Develop and execute a Revenue Action Plan

Top 10 Reasons I want to Help Our Practice Grow

Quadrant I Quadrant IV Quadrant III Quadrant II Important Unimportant Not Urgent Urgent

Quadrant I Quadrant IV Quadrant III Quadrant II

Time Utilization Workshop

Principles of Delegation Evaluate Motivate Plan Oversee Work Evaluate Review Evaluate Motivate Plan Oversee Work Evaluate Review

Preparing to Delegate What are you doing now?

Delegation Plan

What We Planned Our Results What We Learned How We Will Change The After Action Review

DominantInfluencerConscientiousSteady DiSC Profile

Effective Marketing A communication of the truth to clients or prospects in an interesting manner with the expectation of a positive result.

Products Accounting Services 40% Closing 10% 30% Presentation 20% 20% Needs 30% 10% Relationship 40%

Changes over time Needs Develop Options Evaluated Decisions Made The Buying Cycle

Marketing and Selling are Processes

Opportunities to sell additional services Practice BD skills Top 7 Clients Centers of influence People with similar clients Top 7 Referrals Fits into the sweet spot Pre-qualified Top 7 Prospects

Not a current focus Could move up The Farm Club 40%-Identifying, qualifying 20%-Doing the work 40%-Closing the sale Credit Advertising Articles and presentations Organizations Additional personal contacts Marketing Activities

Top 7 Clients Top 7 Referral SourcesTop 7 Prospects

Great coaches…

Agree on the need Agree on the solution Follow up Give recognition

Meet RAP Workshop Challenges Keep notes

The Rainmaker Companies says… Thank You!