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Course Description
This session is designed for firm partners, directors and managers who want to improve balance between business development and delivery of client work. This will be an interactive session that engages the audience and provides practical tips and best practices that can be easily implemented. The outcome of the session will be to help participants be more efficient and effective with limited business development time.
Learning Objectives:
1. Describe how to coach and develop your team to be more efficient and more effective with time spent on business development
2. Recognize how to identify your firm’s “Rainmakers” at all levels so that you can empower them to help you grow
3. Explain how Business Development KPIs can be developed and used in a CRM to drive visibility and accountability
4. Identify the core elements of a business development process for CPA firms
5. Discover simple technology tips, including AI to help maximize business development time
Presenter: Chris Cocca, CEO, Strategic Sales Solutions
Chris Cocca is a fractional sales leader who specializes in building a foundation for sustained revenue growth for small and mid-sized businesses. With a unique background as a former CPA and deep experience in accounting and finance, Chris brings more than 25 years of sales leadership experience, including 17 years with PepsiCo. He is known for helping business owners create repeatable sales processes, develop effective sales strategies, and improve sales team capability and execution. A member of Sales Xceleration and a four-time President’s Club award winner as a top U.S. Advisor, Chris is also a Vistage speaker. He is passionate about making a difference in his community and helping business owners realize their goals and long-term vision.