Thursday, October 23rd, 2008
MARKETING MENTORING
How do you teach the young people in your firm how to market and sell?
One of the most effective ways is to do it through your Generational Understanding Program. A simple and fun way to help everyone is to learn from the most successful business-getters in your firm.
Select four of your experienced niche leaders, department heads, partners – title doesn’t matter, experience and ability matter – they should have a proven track record of bringing in business (new clients and cross-sells to existing clients).
Host a Lunch & Learn session, invite everyone. Then simply put them in the front of the room, at a table or better yet, sitting on bar stools. Each one gives a 10-minute over-view of “how they grew-up” in the accounting profession or niche area and what they think makes them successful. Then open it up for questions.
It turns into a lively, fun-filled session. It helps the generations learn how other generations accomplish the goal. And to me the best part is that people within the firm are getting to know and trust other people within the firm. Your new hires that joined the firm in September get a quick introduction to the leader of your M&A division or investment services division, leaders they might not get to work with on a regular basis.
Now is a good time to do this, while people in the firm are focused on landing new December year-end clients.
“God helps those who help themselves.” – - Benjamin Franklin
