business development for accountants
DESCRIPTION
This was delivered at the 2014 Sage Summit. Description: In today’s competitive market, business development is critical to survival. Business development can be defined as “attracting new business and retaining quality business.” This is a challenging task and one that requires knowledge, experience, patience, and a plan. Business development does not happen overnight, it is a process of developing relationships over time and having a plan in place in order to achieve your goals. The earlier that a professional understands the process of business development the more profitable to the organization they will become.TRANSCRIPT
[SAL-496-125199]Business Development for Accountants
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The contents of this presentation were provided by individual(s) and/or company listed on the title page. The information and opinions presented in this presentation may not represent Sage’s positions, strategies, or opinions. Unless explicitly stated, Sage is not responsible for the content herein and no endorsements are implied. ©2014 Sage Software, Inc. All rights reserved. Sage, the Sage logo, and any product and service names mentioned herein are trademarks of Sage Software, Inc. or its affiliates. All other names used in this presentation are for informational purposes only and may be trademarks of their respective owners.
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Do you know your audience?
• Audience demographics
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Personality Styles
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What is your definition of networking
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Networking
• “A supportive system of sharing information and services among individuals and groups having a common interest”
• “Up the proverbial creek? If you got a network, you always have a paddle.” Harvey Mackay
• “Networking takes drive and is very influential”
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Development
• Work Relationships
• Face to Face Gatherings
• Volunteer
• Social Media
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Social Media
http://www.linkedin.com/pub/peter-margaritis-cpa-macc/2/273/13
@pmargaritis
www.petermargaritis.com
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Building your network
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Two types of structure
• Clique
• Entrepreneurial
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Clique
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Entrepreneurial
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Five types of influential people
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Business Development
• Business development can be defined as “attracting new business and retaining quality business.”
• In today’s competitive market, business development is critical to survival.
• This is a challenging task and one that requires knowledge, experience, patience, and a plan.
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A timely process
Business development does not happen overnight, it is a process of:
• Developing a plan • Developing relationships (new and old)• Commitment, dedication, and time• Consistently modifying your plan in order to
achieve your goals.
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Develop a plan• The Values of the Organization• What are MY strengths?• What are MY weaknesses?• How can I leverage my strengths and do I need to work
on my weaknesses? • Industries serviced• Listing of top clients and bottom clients• Services that we offer• Who is our competition?• Are there new industries that you would like to
pursue?• My network – Who can help me?
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Improvisation
Webster’s defines improvisation as, “to compose, or simultaneously compose and perform, on the spur of the moment and without any preparation.”
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Improvisation
The ability to think on your feet, adapt to any situation, and make your organization look good
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Principles of improvisation
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Focus
• You must maintain a “point of concentration” (focus) in order to be able to listen to the client.
• You can’t be sitting there thinking about: what you are going to have for dinner, if you left the iron on, where you are going to take your date later, or your upcoming meeting with your boss.
• You must be in the moment!
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Listen
• Listen to understand
• Body language
• Adapt your agenda to fit the needs of the client.
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Commitment
• Basic Improv 101…Commit fully to the character and to the scene
• If you commit yourself 100% to the initiative then you will find success.
• If you are not fully committed to the initiative then failure is highly probable.
• Bring energy and emotion into your work
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Yes And
• Keeps conversations going
• Promotes creativity
• Helps in dealing with obstacles and objections
• Inspires others
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Needs, Wants, Obstacles
If you want to develop business (new or old), you need to know the clients needs and then predict the potential obstacles that may exist.
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Needs, Wants, Obstacles
• In your early conversations, do not reveal your WANTS but try to explore the potential needs and obstacles.
• Use YES, AND to eliminate the obstacles.
• Keep your wants as part of the “subtext” until the proper time exists.
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Needs, Wants, Obstacles
Then present a solution and win the
business!
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Product or Service
• High quality product or service• Outstanding customer service• Follow-up• Cross sell other services or
products
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It’s all about
• Building Relationships• Developing A Plan• Your Commitment• Improvisation• Outstanding customer
service
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Session Code: [SAL-496-125199]Session Title: Business Development for Accountants
Session Survey
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Business Development for Accountants