Posts By
Katie Tolin
Katie Tolin is the president and chief growth guide at CPA Growth Guides. She’s a former in-house marketer having spent time at regional, super-regional and national accounting firms. Today she helps CPA firms drive top-line revenue and profitability through data-driven marketing strategies. She’s a past president of AAM, a former marketer of the year and was inducted into the Accounting Marketing Hall of Fame.
Successful accounting firms understand the importance of a well-coordinated effort between business development (BD) and marketing teams. These two essential functions must work hand in hand to drive firm success. During a recent Amplify! podcast episode with Chris Perrino, principal of business development at Barnes Dennig, Chris shared what effective…
A Business Development Executive’s Success Stems from Collaboration Business development executives (BDEs) play a crucial role in accounting firms. The BDE role can vary based on the firm’s size, scope and specialization. However, their primary focus remains consistent: generating activity in the market, identifying opportunities, nurturing leads and contributing to…
Exploring the Business Developer Role in Accounting and Law Firms The role of a business developer is ever-changing. It requires effectiveness and intentionality in managing time. From juggling client meetings, industry trend research and team management, business development isn’t confined to a 9-to-5 schedule; successful developers are always authentically engaged…
When it comes to managing a business developer or a team of business development executives, it’s all about team selling, setting clear expectations and effective pipeline management. Everything starts with strong hiring criteria and then using the right motivational strategies to get the most from your professional sales team. In…
Meeting new people, building external relationships and identifying opportunities for the firm are key responsibilities of a business development professional. These people play a crucial role in shaping the trajectory of their firms. No two paths to a business development role in a CPA firm are the same, and Danielle…
There are two broad types of business developers – hunters and farmers. Hunters are proactive individuals seeking new opportunities, while farmers focus on nurturing existing relationships and uncovering opportunities within the current client base. Who a firm ultimately hires depends on the firm’s specific goals and growth strategy. However, compensating…
When it comes to business development, establishing a strong culture is often the first step toward success. But what exactly does a business development culture within a CPA firm mean, and where should you begin? Contrary to popular belief, it’s not just about sales. During a recent Amplify! podcast episode…
“It takes 20 years to build a reputation and five minutes to ruin it. If you think about that, you’ll do things differently.” ~Warren Buffett Branding has always been instrumental to CPA firms, but it has not always been intentional. A firm’s brand was likely developed by chance over the…
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Beyond the Database: Building a CRM That Fuels Business Development
Nikki Burgeson | UHY-US
In this episode, Chris Camara speaks with Nikki Burgeson about the critical role of CRM systems in business development, particularly within professional services.