Tuesday, February 18th, 2020

Teaching Staff the Secrets of Marketing & Sales

“I recently went to a new doctor and noticed he was located in something called a Professional Building. I felt better right away.” – George Carlin

Are you teaching your young accountants how to become successful as rainmakers? If they want to be on the ownership track, they need to be able to bring in new business to the firm. That’s an overwhelming assignment for new hires.

The journey begins in their first week by having new recruits meet with your marketing director as part of orientation. The MD will simply explain how it all works and share all the tools the firm has available to help them succeed.

No expectations are set (that happens later down the road) except that the beginner CPA needs to be visible and attend business, civic and charitable events along with a more experienced CPA.

A helpful exercise is to host a lunch and learn where two or three of the firm’s best business developer partners participate in a panel discussion about how they became successful at attracting new clients to the firm. Each partner will have a slightly different success story and the entire staff is invited to the lunch and learn to listen and ask questions.

Never let marketing/sales be a surprise to your team members. Make it part of your culture and provide the tools necessary to help them succeed.

  • "Nine tenths of education is encouragement."
  • Anatole France

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