Leading Business Development in a Large Accounting Firm - Success in Accounting

Episode 2

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Published on:

23rd Apr 2018

Leading Business Development in a Large Accounting Firm

Dave Fisher

Dave Fisher is Director of Business Development in one of the country’s premier accounting firms, Duncan and Toplis. With a strong local presence across 11 offices throughout the region, the firm offers accounting services and specialist business advice to a range of clients in retail, manufacturing, technology, IT, GP practices, leisure, academies, nursing homes, engineering, agriculture, logistics and transport. Listen to this engaging interview with a battle-hardened BD heavyweight and discover:

  • The two things a good BD director in a large accounting firm is actually responsible for
  • The role of mindset and importance of ‘being fearless’ for accountants in winning work
  • How accounting BD has changed over the years, particularly in the many routes to market
  • The two distinct approaches to the BD Director role in large accounting firms – collegiate vz gorilla
  • Why a pure BD ‘hunting’ approach to handing work over can often be flawed in accounting firms
  • The key differences between sales, marketing and business development in accounting
  • The attributes and skills that make a great accounting work winner or business developer
  • What a ‘no’ really means when selling accounting services and winning new work
  • Why accountants are not mentally resilient enough, and what to do about it
  • Why it’s everyone’s job in your accounting firm to win business and create new opportunities
  • The power of the accounting BD Director, and how it can be good and bad
  • How winning work is different across professional services, say in accounting and law
  • Tips for setting growth targets in a large accounting firm
  • The importance and tools for tracking growth and new business in a large accounting firm
  • How accounting technology is changing the work winning game in accounting firms
  • Tips for hiring talent if accounting firms want to push BD and enhance work winning capability
  • Where the opportunities lie for the most lucrative business development activity in accounting firms
  • Relationship building tip for accountants: a simple measure of whether you like somebody or not
  • The challenges of GDPR and BREXIT in changing how accounting business is won
  • How far ahead plans are made when it comes to strategic growth in accounting firms
  • The importance of succession planning, not just for the accounting firm but for the work winning effort
  • The ONE THING accounting firms fall foul of in developing their people to win work
  • You win or you learn‘ – an extremely effective philosophy for winning work in a large accounting firm.

To contact Dave:

07860 711 053 or Liked your PFA Podcast Interview with Rob Brown" target="_blank">email him directly>>

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About the Podcast

Success in Accounting
Insights, interviews and commentary for accounting, CPA, bookkeeping and finance professionals
SUCCESS IN ACCOUNTING is a weekly podcast for accountants, CPAs, bookkeeping and finance professionals, together with the networks, associations, fintech vendors and influencers who lead them, work in them and serve them.

The show is hosted by Rob Brown and Martin Bissett who are founders of the Accounting Influencers Roundtable (AIR) and have many years of experience serving the accountancy profession. The style of the show is not overly technical/technological/tax in nature but more on people, performance and success in the accounting world. Popular topics and themes covered include:

☑ leadership, executive presence, trust, integrity & reputation
☑ M&A, business models, future proofing, drivers of change & disruption
☑ performance, values, culture, vision & strategy
☑ employer brand, gen z/millennials & talent - succession, recruitment and retention
☑ industry trends, statistics and patterns
☑ growth, marketing, differentiation & positioning
☑ pricing & profitability
☑ digitisation, cloud, technology & automation
☑ advisory services, niches & emerging markets
☑ environmental & social governance ESG
☑ diversity, equity & inclusion DEI
☑ professionalism, career development & CPE/CPD
☑ business acumen & commercial awareness

Sources and guests come from:
★ EXPERTS - influencers, disrupters, consultants, gurus, podcasters and broadcasters in accounting and fintech
★ EVENTS - live coverage and interviews from exhibitions, conferences and a range of industry events
★ MEDIA - newspapers, online outlets, commentators, writers, bloggers and authors
★ VENDORS - suppliers and providers of accounting apps, platforms, fintech and software
★ REGULATORS - professional accounting bodies, institutes and associations
★ NETWORKS - alliances, associations, networks and communities of professional firms and accounting practices
★ SOCIAL MEDIA - opinion pieces, high engagement posts and controversial conversations

Hosts Martin Bissett and Rob Brown are founders of the Accounting Influencers Broadcast Network. Martin is the founder of the Bissett Group of companies that provide practice and personal growth communities, content, and continuing education exclusively to the accounting and bookkeeping professions worldwide. Previously he established a high six-figure consulting firm while serving as a keynote speaker with over 100 one-off and repeat engagements to his name, as well as becoming the most published author on his topics of specialism with 11 books including 1 bestseller.

Since 1998, Martin has played a major part in working with over 1800 accounting firms in over 40 countries. These projects have led to those firms acquiring over £500m of recurring fees before inflationary increases, referrals and upselling are factored in. He stopped keeping track of this number over 5 years ago. Martin now advises a range of accounting practitioners and fintech companies at board level.

Rob Brown is a renowned presenter, facilitator and chair of high level conferences, panels and events globally for the accounting and fintech profession. He is retained by many professional networks, alliances, associations, practices and vendors to chair their events and provide high-level interview content for their communities.

He is a dynamic speaker and accomplished expert on trust, reputation, employer brand, talent, career development, succession, gen z/generations, executive presence, referrals, networking and winning new business. He is also the bestselling author of Build Your Reputation (Wiley) and his TEDx talk ‘The Personal Brand of You’ has been viewed 320K times on YouTube.
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About your hosts

Martin Bissett

Profile picture for Martin Bissett
Martin Bissett is the founder of the Bissett Group of companies that provide practice and personal growth communities, content, and continuing education exclusively to the accounting and bookkeeping professions worldwide.

Previously he established a high six-figure consulting firm while serving as a keynote speaker with over 100 one-off and repeat engagements to his name, as well as becoming the most published author on his topics of specialism with 11 books including 1 bestseller.

Since 1998, he has played a major part in working with over 1800 accounting firms in over 40 countries. These projects have led to those firms acquiring over £500m of recurring fees before inflationary increases, referrals and upselling are factored in. He stopped keeping track of this number over 5 years ago. Martin now advises both accounting practitioners and FinTech companies alike, at board level.

Rob Brown

Profile picture for Rob Brown
Rob Brown is a renowned MC, facilitator and chair of virtual and in-person panels, conferences and events globally for the accounting and fintech profession.

Rob is co-founder of the Accounting Influencers Roundtable (AIR) mastermind group and co-hosts the world’s most popular accounting and fintech podcast: Accounting Influencers.

Throughout the pandemic, he chaired 24 virtual panels with leaders of global accounting networks and alliances to discuss the key issues and challenges. Rob is retained by several associations and vendors to chair their events and provide high-level interview content for their communities.

He is the bestselling author of Build Your Reputation (Wiley) and his TEDx talk ‘The Personal Brand of You’ has been viewed 300K times on YouTube.