Leading Business Development in a Large Accounting Firm - Accounting Influencers Podcast

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

Accounting Influencers Podcast
Host Rob Brown shows accounting professionals and leaders how to be more influential, grow their personal brand and be more authoritative, relevant and high profile in their roles..
The Accounting Influencers Podcast, hosted by Rob Brown, is a must-listen for accounting professionals looking to strengthen their leadership presence, stay informed on disruptive forces in accounting and build credibility within their firms. Geared toward firm leaders, managers, partners and influencers, the show covers key topics like career development, influence, personal branding and interpreting the evolving trends impacting the accounting world. Rob brings his expertise to each episode, offering insights and guidance on how to grow your personal brand and stay strategically important in a rapidly changing profession. Whether you're aiming to influence within your firm or expand your reputation outside of it, this international podcast offers practical advice and forward-thinking insights that will keep you informed and prepared for the future.
Accounting leadership
Executive presence for accountants
Building influence in accounting
Accounting industry trends
Personal branding for accountants
Accounting firm strategy
Accounting business models
Leadership in accounting firms
Talent management in accounting
Authority in accounting profession
Career development for accountants
Accounting firm growth strategies
Influencers in accounting
Accounting firm management
Disruptive forces in accounting
Accounting leadership strategies
Accounting career success
Accounting firm decision-makers
Accounting business trends
Building credibility in accounting

About your host

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Rob Brown

Rob Brown hosts the multiple accounting podcast and chair conferences, panels and events globally for the accounting and fintech profession. He is co-founder of Accounting Influencers Roundtable (AIR) which helps vendors, experts and influencers serve the accounting and finance world. He is a dynamic speaker and accomplished expert on trust, reputation, employer brand, talent, career development, succession, gen z/generations, employee advocacy and executive presence. Rob is author of the bestselling book Build Your Reputation (Wiley) and his TEDx talk ‘The Personal Brand of You’ has been viewed 400,000 times on YouTube. He is a stroke survivor, has epilepsy, is a committed Christian and has a black belt in kickboxing. He is based in Nottingham UK, home of Robin Hood, plays chess and backgammon, loves orange chocolate and is allergic to grapefruit.