And then there is the whole issue with execution of the plan, right? I am sometimes fearful and protective of sharing our "secret sauce" for growing organically 38%+ for three years in a row now. Am I just arming the competition? Maybe so, but I then assure my Practice Growth Partner (not a CPA, no accounting background) that even the largest of the firms I have spoken with, simply couldn't execute the plan if they had it. Therein lies the issue with growing your practice. The rainmakers are scared of giving up that power.
To wrap it all up, business development won't come from training your people to develop business. It will come from plan that is well executed by a business development team that is empowered, supported and that know how to sell. Train your team to be great leaders, let your CPAs be great service providers and have business development team like the "non-CPA" companies have.
Oh, and yes, I have been told it doesn't work.
Wesley Middleton is the managing partner at MRZ LLP, a Houston, Texas-based accounting firm voted Best Place to Work by the Houston Business Journal. Wesley is the author of Violent Leadership (Forbes Books, 2017) and is represented by PumpJack Speakers Bureau. To book Wesley for your event, email Wesley.Middleton@PumpJack.me or click here.