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

Episode 2

Leading Business Development in a Large Accounting Firm

Published on: 23rd April, 2018

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 Voices Podcast
Accounting Voices helps people in the accounting world stay relevant visible and vocal. Host Rob Brown interprets trends reshaping the profession and gives listeners insight to build authority influence and a stronger voice in firms and markets.
Accounting Voices, hosted by Rob Brown, helps decision makers and leaders in accounting and finance stay relevant, visible and vocal in a profession being reshaped by technology, private equity, regulation and shifting client expectations. Each episode interprets the trends disrupting accounting and finance such as AI, automation, M&A, talent and the move to advisory and translates them into practical insight that strengthens authority and influence.
Accounting Voices is also a platform for the wider ecosystem of networks, associations, educators, consultants, software vendors and technology experts who serve accountants and finance professionals worldwide. It extends into regular Accounting Voices networking sessions that connect this audience and amplify ideas that move the profession forward. With its international reach and long shelf life the show delivers credibility and commercial value for listeners and sponsors alike. Search for "Accounting Voices" on YouTube for all episodes and connect with Rob Brown on LinkedIn to find out more: https://www.linkedin.com/in/therobbrown

About your host

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Rob Brown

ob Brown is the creator and host of the Accounting Voices Network, a media platform that includes the flagship solo podcast Accounting Voices and the panel shows Accounting M&A and Accounting Tech. He chairs conferences, panels and virtual events worldwide and is recognised as a leading advocate for the accounting profession.

He is an accomplished speaker and authority on trust, reputation, employer brand, talent, succession, executive presence and the forces shaping the future of accounting. Rob is the author of the bestselling book Build Your Reputation (Wiley) and his TEDx talk The Personal Brand of You has been viewed more than 400,000 times.

A former co-founder of the Accounting Influencers Roundtable, Rob now focuses on amplifying the voices of leaders, firms, networks, vendors and influencers across the global accounting ecosystem.

Outside of work he is a stroke survivor, lives with epilepsy, holds a black belt in kickboxing and is based in Nottingham, UK. He plays chess and backgammon, loves orange chocolate and is allergic to grapefruit.