Sales is probably not accountants favourite part of running a practice. Cold calling, networking, building a pipeline – most accountants prioritise client work, drafting ledgers, conducting audits and working on their clients’ year end accounts.
Interestingly, when it comes to giving companies strategic advice on how to grow their businesses, maximise efficiencies and streamline, accountants always come top of the tree of the most trusted business advisers. So it’s probably fair to say that when it comes to running their own firms, they don’t always follow their own advice.
For those accountants who are not where they should be in the business development stakes, there are three key things to think about when shaping up their approach to sales:
A specific strategy, a dedicated team and all of this underpinned by technology will ensure accountancy practices are in better new business shape. And any technology in particular? CRM is an ideology many practices might not have even considered. But it’s extremely effective at helping accountants find new clients, develop their pipeline, manage their business teams and ultimately, help them grow the business.
To learn more about how CRM can help you run a successful advertising sales function, read our white paper A Practical Guide to Finding New Clients or contact one of our team on: +44 118 3030 100
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