www.TheRainmakerCompanies.com
We help accounting firms grow.
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 IVQuadrant III
Quadrant II
Imp
ort
ant
Unim
port
ant
Not UrgentUrgent
Quadrant I
Quadrant IVQuadrant III
Quadrant II
Time Utilization Workshop
Principles of Delegation
Evaluate MotivatePlanOverseeWorkEvaluateReview
Preparing to Delegate
What are you doing now?
Delegation Plan
What We
Planned
Our Results
What We
Learned
How We Will Chang
e
The After Action Review
Dominant Influencer
Conscientious Steady
DiSC Profile
Effective Marketing
A communication of the truth to clients or prospects in an interesting manner with the expectation of a positive result.
First Rule of
Marketing•Accept Rejection
Second Rule of
Marketing•Reject Acceptance
Products Accounting Services 40% Closing 10%
30% Presentation 20%
20% Needs 30%
10% Relationship 40%
Changes over time
Needs Develop
Options Evaluate
d
Decisions Made
The Buying Cycle
Marketing and Selling are Processes
The Power of a Plan
• 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
The Revenue Action Plan
• Not a current focus• Could move upThe Farm
Club
• 40%-Identifying, qualifying• 20%-Doing the work• 40%-Closing the saleCredit
• Advertising• Articles and presentations• Organizations• Additional personal contacts
Marketing Activities
The Revenue Action Plan
The Revenue Action Plan
Top 7 Clients
Top 7 Referral Sources
Top 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!
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