{"id":97147,"date":"2022-05-02t12:00:13","date_gmt":"2022-05-02t16:00:13","guid":{"rendered":"\/\/www.g005e.com\/?p=97147"},"modified":"2022-12-22t00:40:21","modified_gmt":"2022-12-22t05:40:21","slug":"how-crisis-illuminates-your-biz-dev-skills","status":"publish","type":"post","link":"\/\/www.g005e.com\/2022\/05\/02\/how-crisis-illuminates-your-biz-dev-skills\/","title":{"rendered":"how crisis illuminates your biz dev skills"},"content":{"rendered":"

relationships remain king.<\/strong><\/p>\n

by sarah johnson dobek
\ninovautus consulting<\/a>
\n<\/em><\/p>\n

a common turn of phrase is that a crisis reveals our character in how we respond. while that may be true in some respects, i believe what a crisis actually uncovers is how effective we are<\/strong> with our skills. the question is, what is this crisis revealing about your cpa firm\u2019s business development skills?<\/p>\n

more: <\/b>take the pressure of \u2018selling\u2019 out of \u2018cross-selling\u2019<\/a> | don\u2019t confuse marketing with biz dev<\/a> | business development and sales aren\u2019t scary<\/a>
\n\"goprocpa.com\"exclusively for pro members. <\/span><\/strong>log in here<\/a> or 2022世界杯足球排名 today<\/a>.<\/span><\/p><\/blockquote>\n

it\u2019s easy to sell when selling is easy. you don\u2019t have to be as effective; skills don\u2019t have to be as honed. frankly, it\u2019s easier to get by with mediocre skills.
\n
\nattending conferences and networking events and sticking around people you already know or hiding behind a table was possible before, but that\u2019s simply not enough during a crisis. in fact, not only do we need fine-tuned skills, but we also need a broader, deeper pipeline to overcome the loss of the \u201ceasy wins.\u201d<\/p>\n

referral sources, effective networking at events and good conversations have always been keys to building a successful business development pipeline, but those avenues for building a pipeline need to adapt to changing times. here are some tips for honing your business development skills in times of crisis and beyond.<\/p>\n

go back to basics<\/strong><\/p>\n

in the accounting profession, we know that relationships, developed through the right conversations and over consistent periods of time, are king. one positive of the current virtual environment is the renewed focus on relationships. leverage your relationships, and connect with your clients, prospects and referral sources with purposeful and meaningful meetings and touchpoints.<\/p>\n

don\u2019t wait and see<\/strong><\/h5>\n

business development isn\u2019t the only area where we all feel stuck. it may seem like the world stopped in march 2020, but in reality, the earth kept turning, and business kept moving. the sales cycle for cpa firms is long, and you can\u2019t wait until you return to the office or until things quiet down for good, because they\u2019re not going to. you have to continue building relationships and communicating if you want to be remembered.<\/p>\n

show your value<\/strong><\/p>\n

common fears like \u201cthe client won\u2019t be able to pay\u201d or \u201cthey don\u2019t want to hear it right now\u201d aren\u2019t necessarily true. many clients are experiencing tremendous uncertainty and will pay for value and advice during this time. clients are engaged now more than they\u2019ve ever been, and while some of your efforts may not translate into business today, they will set you up for a stronger 2023, and that\u2019s a win.<\/p>\n

be intentional<\/strong><\/p>\n

your conversion rate will be stunted during this time, so it\u2019s more critical than ever to build a robust pipeline. business development at cpa firms has previously relied heavily upon referral sources. to fill your pipeline in this season, you\u2019ll need to consider more direct-to-consumer touchpoints, which requires intentional action. if you want to achieve the same results as before, you\u2019ll need more connections, more touchpoints and more time. adapting your business development strategy will only serve to benefit you in the future.<\/p>\n

engage online<\/strong><\/p>\n

nurture your referral, client and prospect sources by discovering where they are and engaging with them on their terms and through their platforms. this may mean a collaborative video call with your referral sources, their prospects and yours, or it might mean reaching out on linkedin and supporting your client\u2019s or prospect\u2019s message.<\/p>\n

whether you\u2019re communicating virtually or in person, it\u2019s all just business development. don\u2019t separate the experience or the relationship based on the method of communication or the state of the markets. honed business development skills are going to be effective, no matter the circumstances.<\/p>\n

 <\/p>\n","protected":false},"excerpt":{"rendered":"

\"\"<\/a>
\nrelationships remain king.<\/strong>
\nby sarah johnson dobek
\ninovautus consulting<\/a>
\n<\/em><\/p>\n","protected":false},"author":2354,"featured_media":52617,"comment_status":"open","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"_relevanssi_hide_post":"","_relevanssi_hide_content":"","_relevanssi_pin_for_all":"","_relevanssi_pin_keywords":"","_relevanssi_unpin_keywords":"","_relevanssi_related_keywords":"","_relevanssi_related_include_ids":"","_relevanssi_related_exclude_ids":"","_relevanssi_related_no_append":"","_relevanssi_related_not_related":"","_relevanssi_related_posts":"","_relevanssi_noindex_reason":"","footnotes":""},"categories":[1363,3120,3002],"tags":[],"class_list":["post-97147","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-featured","category-pro-member-exclusive","category-special"],"acf":[],"yoast_head":"\nhow crisis illuminates your biz dev skills - 卡塔尔世界杯常规比赛时间<\/title>\n<meta name=\"description\" content=\"actionable intelligence for tax, accounting, and financial professionals\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"\/\/www.g005e.com\/2022\/05\/02\/how-crisis-illuminates-your-biz-dev-skills\/\" \/>\n<meta property=\"og:locale\" content=\"en_us\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"how crisis illuminates your biz dev skills - 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