Business Developers – The Value of Rings

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I know many partners who are seriously conflicted about whether to include business developers in their firm’s present and future. Yet in corporate America, can you imagine firing an entire sales force? Okay, products and services can’t speak for themselves, so perhaps there isn’t much choice. And maybe that’s the problem. We have a choice. Your professionals can speak for themselves. Unfortunately, the vast majority are not persuasive communicators, or have never had any sales training. Inconsistent practice growth is often the result.

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Walking the Halls: Aimless Activity or Purposeful Pursuit?

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I’ve heard far too many CPAs refer to business development – with denigration – as “scheduling appointments” and “walking the halls”. To borrow a phrase, it often seems that business developers are from Saturn and CPAs are from Mars. Despite a shared purpose, their methods often appear dramatically divergent. Behind closed doors, CPAs candidly ask me, “What the heck are these people doing? They walk the halls, flit from meal to meal and attend social events. It doesn’t look like work to me. I wish I could have that much fun. Is this really necessary?!”

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Business Developers are from Saturn… Partners Are From Mars: Achieve Celestial Harmony as You Boost Profitability

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If the prospect of hiring a business development specialist gives you pause, you’re not alone. Although this practice was historically embraced among the Big Four, mid-size CPA firms have been slower to jump on the bandwagon. Until now, it’s been largely unnecessary. But Sarbanes/Oxley reforms have upended a formerly predictable cosmos. Today, significant conflicted-out opportunities

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