Building a Business Development Culture That Drives Growth for Accounting Firms – Amplify S4E5

The world of business development demands authenticity, curiosity and adaptability. When comparing the roles of business developers in accounting and legal there are a lot more similarities in their roles than there are differences.

 This entire season of Amplify has focused on the role of the business development professional in CPA firm. This episode features Favor Lee, director of business development at EisnerAmper, and Melissa Lang, director of client engagement at the global law firm K&L Gates, who delve into the world of business development from within their respective industries. 

Listen in to hear how effective business development hinges on a combination of expertise, interpersonal skills and a genuine commitment to understanding and solving clients' needs.

For more more Amplify episodes and find out about the Association for Accounting Marketing, visit accountingmarketing.org/category/amplify/

When it comes to managing a business developer or a team of business development executives, it’s all about team selling, setting clear expectations and effective pipeline management. 

As we talk all about the business development professional role in accounting firms in this season of Amplify, you aren’t going to want to miss this episode that explores how you manage these types of professionals. Nikki Bergersen, principal and director of sales at Rehmann, dives into the secrets to effective management of business development teams.

Listen in to hear how to unlock success in your business developer team.

For more more Amplify episodes and find out about the Association for Accounting Marketing, visit accountingmarketing.org/category/amplify/

A thriving business development culture goes beyond just sales—it's about engagement and contribution from everyone in the firm.

In this season of Amplify we’re talking about the role of a business developer in a CPA firm. And this episode focuses on building a BD culture that drives growth. Suzanne Reed, chief marketing officer at LBMC, shares her insights on building a BD culture, when to start BD training, how to build accountability to the culture and much more.

Be sure to listen in to hear how an effectively executed culture change can propel a firm's growth and success in the long run.

For more more Amplify episodes and find out about the Association for Accounting Marketing, visit accountingmarketing.org/category/amplify/

Fostering collaboration between marketing and business development is the key to success. Conflicting messages can confuse prospects, so you should work toward a "two plus two equals five" approach, harnessing their collective potential. 

In this season of Amplify we’re talking about the role of a business developer in a CPA firm. And this episode focuses on how BDEs and marketing can work together. Chris Perrino, principal of business development at Barnes Dennig, talks about the marketing BD handoff, how the two functions can work together, reporting structure and more. 

Listen in to discover the magic of collaboration between business development (BD) and marketing teams!

For more more Amplify episodes and find out about the Association for Accounting Marketing, visit accountingmarketing.org/category/amplify/

Collaboration between business development executives (BDEs) and firm leaders is a recipe for success. The right setup and alignment of objectives are crucial for effective business development efforts.

In this season of Amplify we’re talking about the role of a business developer in a CPA firm. And this episode focuses on how firm leadership should work with a business developer and vice versa. It features Adam Klein, chief growth officer at Bennett Thrasher and a former BDE himself, who shares his thoughts on setting strategy, when to bring a partner into a lead, BD KPIs and much more. 

Listen in to hear why, whether you are a business developer or a partner seeking a more collaborative approach, initiating strategic conversations is the key to success.

For more more Amplify episodes and find out about the Association for Accounting Marketing, visit accountingmarketing.org/category/amplify/

How do you compensate a business development professional, striking the right balance between base salary and commission? Understanding your goals is the first step. 

In this season of Amplify we’re diving deep into the role of business developers. And, in this episode, we’re turning to Ty Hendrickson, the leader of sales training and business development coaching at Inovautus Consulting, to talk about how you compensate these professionals.

Compensating a business development executive is quite nuanced and it’s not a one-size-fits-all model. Listen in for insights about what your model might look like as you create a win-win scenario for sustainable growth. 

For more more Amplify episodes and find out about the Association for Accounting Marketing, visit accountingmarketing.org/category/amplify/

A business developer’s day involves a myriad of activities from external meetings with business owners and referral partners to scoping calls for initial client connections. 

In this season of Amplify, we’re exploring the role of business development executives in accounting firms. To kick things off, Danielle Reynolds, business development manager at Whitley Penn, shares her personal story from health promotion to becoming a key figure in business development.

Be sure to listen in to hear how this business development chameleon is evolving with the needs of her firm.

For more more Amplify episodes and find out about the Association for Accounting Marketing, visit accountingmarketing.org/category/amplify/

In the latest season of the Amplify podcast - powered by AAM, we’re diving deep into the various industry trends in accounting firm growth.

In this episode, host Mike Jones, Managing Partner of Resound - a brand consultancy - talks with Heather Esposito, Director Learning, Development and Colleague Engagement at BPM. Their discussion centers on the power of showing people they matter in accounting firms.

Listen in. This is a must-not-miss episode! 

About Our Guest

Heather Esposito 

Director Learning, Development and Colleague Engagement, BPM

Heather Esposito is a Director of Learning, Development, and Colleague Engagement at BPM, working remotely. She has twenty-five years of experience in the industry and leads the Learning and Development program for BPM. Heather has worked as a coach with a variety of leaders, seeking to provide transformative change and accelerating their leadership effectiveness. Her approach centers around deep self-exploration to gain insights and self-awareness for leaders, moving them forward in their growth and development.

For the last six years, Heather has focused much of her work around the neuroscience of quality conversations, growth mindset, psychological safety, and building a culture of coaching. She backs this up with over 2500 hours of coaching experience with the International Coaching Federation (ICF).

Heather holds several degrees, including a Bachelor’s degree in Accounting, a Bachelor’s degree in Business Administration, a Masters in Special Education, and a Masters in Human Resource and Leadership Development.

Heather lives in New Orleans with her husband and three children, and enjoys sipping on iced coffee while relaxing with a good book, listening to podcasts, or being creative.

About Your Host: Mike Jones

Managing Partner, Resound

Remarkable brands require authenticity and a die-hard commitment to values & purpose. Mike passionately preaches these beliefs as author of the book, You Are Remarkable: How To Unlock Your Authentic Brand To Win Loyal Customers as well as two podcasts he hosts and produces: Resoundcast and the Remarkabrand Podcast.

He works directly with clients to unlock their remarkable brands through his award-winning brand consultancy, Resound - established in 2009. (He also founded his own apparel brand devoted to American political history, called Taftly. But that’s a whole other story.)

He has supported the Arizona entrepreneurial community through his co-directorship of Phoenix Startup Week, co-founding the startup-supporting non-profit Thrive PHX, and serving on the boards of Conscious Capitalism Arizona and The Center for Habilitation.

In recognition of the work he’s done, this Arizona native has been named one of the state’s top business leaders under the age of 40 by the Phoenix Business Journal as well as a 35-Under-35 entrepreneurial award from the Arizona Republic.

Mike lives in the very sunny vale of Mesa, AZ with his wife and three kids. If you want to connect, LinkedIn’s usually where you’ll find him – @remarkamike.

In this 3rd season of the Amplify podcast - powered by AAM, we’re diving deep into accounting industry trends and how firms can maximize their growth as they plan for the future.

In this episode, host Mike Jones, Managing Partner of Resound - a brand consultancy - talks with 15 MORE attendees of AAM Summit 2023 about their take on the state of the accounting industry.

Each micro-interview dives into an aspect of the accounting industry - from digital marketing to upcoming trends to key challenges facing accounting firms. You don’t want to miss this special episode.

About the Guests:

1. Becca McGovern, Marketing Manager at Johnson Lambert, LLP

2. Laura Metz, Senior Growth Manager at HCVT

3. Margo Andersen, Marketing Director at Larson & Company PC

4. Danny Estrada, Vice President of Consulting at Rare Karma

5. Judy Bodenhamer, Founder & Managing Director at Client Experience Group

6. Lily Morris, Internal Communications Specialist at Johnson Lambert, LLP

7. Travis Bradshaw, Director, Software & Services Marketing at Armanino

8. Jerilyn Dressler, Director of Strategic Partnerships at Your Part-Time Controller

9. Carrie Steffen, Co-Founder and President at The Whetstone Group

10. Chris Camara, Managing Editor at The Growth Partnership

11. Holly Subervi, Head of Brand at Armanino

12. Katie Cohodes, Marketing Manager at Armanino

13. Edward Warren, Senior Channel Marketing Manager at Sage

14. Jeremy Shen, CMO at YHB

15. Abby Morrow, Marketing Pursuit Coordinator at YHB

About Your Host: Mike Jones

Managing Partner, Resound

Remarkable brands require authenticity and a die-hard commitment to values & purpose. Mike passionately preaches these beliefs as author of the book, You Are Remarkable: How To Unlock Your Authentic Brand To Win Loyal Customers as well as two podcasts he hosts and produces: Resoundcast and the Remarkabrand Podcast.

He works directly with clients to unlock their remarkable brands through his award-winning brand consultancy, Resound - established in 2009. (He also founded his own apparel brand devoted to American political history, called Taftly. But that’s a whole other story.)

He has supported the Arizona entrepreneurial community through his co-directorship of Phoenix Startup Week, co-founding the startup-supporting non-profit Thrive PHX, and serving on the boards of Conscious Capitalism Arizona and The Center for Habilitation.

In recognition of the work he’s done, this Arizona native has been named one of the state’s top business leaders under the age of 40 by the Phoenix Business Journal as well as a 35-Under-35 entrepreneurial award from the Arizona Republic.

He lives in the very sunny vale of Mesa, AZ with his wife and three kids. If you want to connect, LinkedIn’s usually where you’ll find him – @remarkamike.

In this 3rd season of the Amplify podcast - powered by AAM, we’re diving deep into accounting industry trends and how firms can maximize their growth as they plan for the future.

In this episode, host Mike Jones, Managing Partner of Resound - a brand consultancy - talks with 13 attendees of AAM Summit 2023 about their take on the state of the accounting industry.

Each micro-interview dives into an aspect of the accounting industry - from digital marketing to upcoming trends to key challenges facing accounting firms. You don’t want to miss this special episode.

About the Guests:

1. Emily Ackerman, Director of Business Development at Lane Gorman Trubitt, LLC

2. Kami Minor, Director of Marketing & Communications at Anglin Reichmann Armstrong, PC

3. Ashton Adair, Marketing Manager at Whitley Penn

4. Tyler Cuda, Digital Marketing Manager, Sassetti

5. Jeshanah Fox, Marketing Director at Brown Schultz Sheridan & Fritz

6. Anna Clyburn, Digital Marketing Specialist at Brown Edwards

7. Jack Kolmansberger, CGO at Herbein + Company

8. Josh Woods, Senior Marketing Manager at Lane Gorman Trubitt

9. Amy Delaney, Director Of Marketing And Business Development at Kernutt Stokes

10. Tenley Damrow, Director, Alliance Marketing Leader at RSM US LLP

11. Becky Livingston, President and CEO at Penheel Marketing 

12. Chuck Summers, Director of Practice Growth at MCM CPAs & Advisors

13. Marti Rison, Creative Marketing and Communications Manager at Mize CPAs

About Your Host: Mike Jones

Managing Partner, Resound

Remarkable brands require authenticity and a die-hard commitment to values & purpose. Mike passionately preaches these beliefs as author of the book, You Are Remarkable: How To Unlock Your Authentic Brand To Win Loyal Customers as well as two podcasts he hosts and produces: Resoundcast and the Remarkabrand Podcast.

He works directly with clients to unlock their remarkable brands through his award-winning brand consultancy, Resound - established in 2009. (He also founded his own apparel brand devoted to American political history, called Taftly. But that’s a whole other story.)

He has supported the Arizona entrepreneurial community through his co-directorship of Phoenix Startup Week, co-founding the startup-supporting non-profit Thrive PHX, and serving on the boards of Conscious Capitalism Arizona and The Center for Habilitation.

In recognition of the work he’s done, this Arizona native has been named one of the state’s top business leaders under the age of 40 by the Phoenix Business Journal as well as a 35-Under-35 entrepreneurial award from the Arizona Republic.

Mike lives in the very sunny vale of Mesa, AZ with his wife and three kids. If you want to connect, LinkedIn’s usually where you’ll find him – @remarkamike.