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Bissett buildpipeline

BUILDING THE PIPELINE: IDENTIFY, CREATE, AND IMPROVE A PIPELINE OF PROSPECTS

Cost Free
Presentation Length 1.5 hours

Recorded DateMay 12, 2016
CPE:Not available
(archived webinars do not offer CPE credits)
Subject AreaOther
Course LevelBasic
Course Description

What happens after marketing does its job, generating demand and identifying leads at conferences, seminars, networking events and exhibitions?

Is the baton being dropped and practice growth unrealized? Chances are even if the baton isn't being dropped, you probably feel like opportunities are still being left on the table.

This session will reach beyond marketing theory to firms who need to see new fees coming in the door from all sources, in the near future and leave you with a pipeline of prospects, qualified and prioritized for you in 90 minutes - simple as that!

Learning Objectives

  • Understand how to be in complete control of your practice's growth

  • Minimise chargeable time used on business development

  • Maximise return on chargeable time employed

  • Develop a sales strategy for the firm

  • Focus on Grade A and B client wins

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PLEASE NOTE: ARCHIVED WEBINARS DO NOT QUALIFY FOR CPE
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Martin Bissett is the author of Winning Your First Client, Passport to Partnership, and Business Development on a Budget. He is founder of The Upward Spiral Partnership Ltd., the UK-based consulting firm that specializes in the implementation of professional selling and leadership skills in the next generation of accounting professionals. Previously, Martin served ten years on the board of the directors of the UK’s leading provider of high-quality new business appointments for accountancy firms. There, he held the responsibility for the nurture and organic growth of the organization’s new client base, including six of the UK’s top 30 firms of accountants.

About Our Presenter

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The Upward Spiral Partnership (USP for short) has been founded to give young accountants and business students the skill set, confidence and roadmap they need to achieve their career goals and exceed the expectations of their employers. By request, USP has also developed a further specialism in working within the accountancy profession, delivering a 'quasi' sales director role in a select number of practices in order to transform that firm's business development efforts into delivering tangible and desirable new fees.