Sales and business development skills are among the most valued skills in professional services today, however few firms have programs in place to help their “high potentials” develop their skills and bring greater results to the firm. Many accountants and professionals become great at their craft through “on the job training” such as coaching and mentoring from those around them…but what happens when a skill they need doesn’t exist in the people they work with on a regular basis?
Approach: The first step in the coaching process is an introductory meeting and assessment to understand the most significant areas for development as well as obstacles to success. Then, an individual marketing plan is built to create goals in four key quadrants:
- Quadrant 1: Client development and cross-selling
- Quadrant 2: Referral source development
- Quadrant 3: Association and industry group participation
- Quadrant 4: Prospect development
Monthly meetings are held to discuss activity, measure progress, create accountability, and overcome obstacles. While each meeting follows a similar format, the content is customized around areas of specific need. A simple reporting tool is used to track activity and results. During the monthly meeting a 30-day action plan is built to guide activity until the next meeting, and measure progress to goal.
Deliverables: Each coaching client receives an individual marketing plan focusing on client development, referral source development, prospect development, and personal brand building. Monthly meetings measure progress to goal. Some clients also elect to have a quarterly progress report and discussion with a supervisor.
Expected Results: Typical goals range from $50,000 to $200,000 a year in revenue growth.
For More Information: Please contact Art Kuesel, President, Kuesel Consulting 312.208.8774 or firstname.lastname@example.org