In this episode of the Accounting for Growth podcast, Chad Person and Chris Cocca discuss the challenges faced by professional services firms in business development. They explore the lack of leadership, structure, and accountability in sales processes, particularly within CPA firms. Chris shares insights on the seller-doer model, the importance of assessing competencies, and measuring ROI in business development efforts. The conversation emphasizes the need for a culture of business development and the role of coaching and support in achieving sustainable growth.Takeaways•Many firms lack true leadership in business development.•Structure and accountability are often missing in sales processes.•The seller-doer model presents unique challenges in accounting.•Building a book of business is essential for career advancement.•Conversion rates and sales cycle efficiency are key metrics for success.•A predictable pipeline is vital for sustainable growth.•Involving more team members in business development can be a force multiplier.•Coaching and support are crucial for developing business development skills.•Firms need to build a culture of business development.•Setting individual goals aligned with firm goals is important for accountability.LinksChris Coccahttps://chriscoccasales.com/ LinkedIn: https://www.linkedin.com/in/chriscocca1Accounting for Growth is the podcast for CPA firm leaders who know referrals aren’t enough. Hosted by Chad Person, founder of AccountingCMO and fractional CMO to high-growth accounting and advisory firms, each short episode features outside experts with fresh takes on how accounting firms can overcome inertia, unlock opportunity, and confidently scale.In under 12 minutes, you’ll hear punchy, actionable conversations with marketers, data experts, technologists, and strategic advisors working at the edge of accounting innovation. Whether it's AI in sales, better positioning, or building a smarter pipeline, each guest brings a clear takeaway on how to drive meaningful, measurable growth.Brought to you by AccountingCMO and powered by yorCMO, this podcast helps you rethink growth, without fluff or filler.Ways to Tune In

Youtube- https://youtu.be/aIS0cyRJSR0•Amazon Music - https://music.amazon.com/es-co/podcasts/0dd0a29a-4f47-4480-b01b-6115ddccb42e/accounting-for-growth•Spotify -https://open.spotify.com/episode/4uGxGsuJPMs2vgc7RThgWm?si=fQxYnDEiQtinP5co97EuZA•Creator: https://creators.spotify.com/pod/profile/accounting-for-growth-podFractional C-Suite Retreat is produced by Frost Media GroupLearn more at https://frostmediagroup.com

In this episode of the Accounting for Growth podcast, host Chad Person and guest Sharon Means discuss the challenges professional services firms face in achieving growth. They explore the importance of having a clear vision, accountability, and the right people and processes in place to drive success. Sharon shares insights on how to overcome common obstacles and emphasizes the need for clarity in leadership to foster growth.

Takeaways

•Firms often lack a clear and shared vision for growth.

•Accountability is crucial for achieving traction in firms.

•What got firms to their current state won't necessarily get them to the next level.

•Reflection on business goals is essential for future success.

•The right people in the right roles are critical for growth.

•Managing partners must align their visions with other partners.

•An accountability chart can help identify roles and responsibilities.

•People are typically the largest expense in professional services firms.

•Hiring the right level of staff is vital for success.

•Clarity in leadership is key to overcoming obstacles and achieving growth.

Links

Sharon Means

Founder of Sharon Means Business

https://www.sharon-means-business.com/

LinkedIn: https://www.linkedin.com/in/sharonmeans

Accounting for Growth is the podcast for CPA firm leaders who know referrals aren’t enough. Hosted by Chad Person, founder of AccountingCMO and fractional CMO to high-growth accounting and advisory firms, each short episode features outside experts with fresh takes on how accounting firms can overcome inertia, unlock opportunity, and confidently scale.

In under 12 minutes, you’ll hear punchy, actionable conversations with marketers, data experts, technologists, and strategic advisors working at the edge of accounting innovation. Whether it's AI in sales, better positioning, or building a smarter pipeline, each guest brings a clear takeaway on how to drive meaningful, measurable growth.

Brought to you by AccountingCMO and powered by yorCMO, this podcast helps you rethink growth, without fluff or filler.

Ways to Tune In

•Amazon Music - https://music.amazon.com/es-co/podcasts/0dd0a29a-4f47-4480-b01b-6115ddccb42e/accounting-for-growth

•Spotify -https://open.spotify.com/episode/4uGxGsuJPMs2vgc7RThgWm?si=fQxYnDEiQtinP5co97EuZA

•Creator: https://creators.spotify.com/pod/profile/accounting-for-growth-pod

•Youtube: https://youtu.be/8_2uPB02Xew

•Fractional C-Suite Retreat is produced by Frost Media Group

Learn more at https://frostmediagroup.com

In this episode of the Accounting for Growth podcast, Chad and Ben Victorica discuss the insights from the Thomson Reuters report, Future of Professionals 2025, focusing on the transformative role of AI in the accounting profession. They explore how AI can enhance operational efficiency, drive revenue growth, and address skills gaps within firms. Ben emphasizes the importance of a strategic approach to AI implementation, overcoming resistance among staff, and leveraging AI for business development, particularly for smaller CPA firms. The conversation concludes with practical steps for firms to begin their AI journey.

Takeaways

•AI is freeing up 240 hours per professional annually, translating to significant value.

•Firms with a clear AI strategy are more likely to achieve revenue growth.

•Operational efficiency is crucial for growth without increasing headcount.

•Leadership engagement is essential for a successful AI strategy.

•Addressing fears about AI can facilitate smoother adoption.

•AI can enhance outreach and business development for CPA firms.

•Smaller firms can compete effectively using AI-driven strategies.

•AI allows professionals to focus on higher-value tasks.

•Starting with measurable AI projects can demonstrate quick ROI.

•Identifying specific pain points in business can guide AI implementation.

Links

Ben Victorica

Senior Vice President Of Sales KnowledgeNet.ai

LinkedIn: https://www.linkedin.com/in/benvictorica

Accounting for Growth is the podcast for CPA firm leaders who know referrals aren’t enough. Hosted by Chad Person, founder of AccountingCMO and fractional CMO to high-growth accounting and advisory firms, each short episode features outside experts with fresh takes on how accounting firms can overcome inertia, unlock opportunity, and confidently scale.

In under 12 minutes, you’ll hear punchy, actionable conversations with marketers, data experts, technologists, and strategic advisors working at the edge of accounting innovation. Whether it's AI in sales, better positioning, or building a smarter pipeline, each guest brings a clear takeaway on how to drive meaningful, measurable growth.

Brought to you by AccountingCMO and powered by yorCMO, this podcast helps you rethink growth, without fluff or filler.

Ways to Tune In

•Amazon Music - https://music.amazon.com/es-co/podcasts/0dd0a29a-4f47-4480-b01b-6115ddccb42e/accounting-for-growth

•Spotify -https://open.spotify.com/episode/4uGxGsuJPMs2vgc7RThgWm?si=fQxYnDEiQtinP5co97EuZA

•Creator: https://creators.spotify.com/pod/profile/accounting-for-growth-pod

•Youtube: https://youtu.be/8gV41YBgckI

Fractional C-Suite Retreat is produced by Frost Media Group

Learn more at https://frostmediagroup.com