Sustainable Revenue Growth

For Accountancy Firms

Marketing & Business Development activity can be challenging to direct, monitor and measure in an accountancy firm.

The senior level team is often responsible for the development of new market activity & nurturing prospects, but they are generally too busy with their chargeable day jobs to deploy a sustainable growth campaign.

The key questions are:

  1. How do you identify warm prospects in order the initiate focused and effective personal engagement?
  2. How do you avoid spending lots of potentially chargeable hours chasing new business?
  3. How do you deploy effective business development activities that align with your firms’ strategy, whilst maintaining visibility and accountability of those charged with those activities?

Challenges in Accountancy

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Poor Marketing ROI
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Monitor and Direct Sales Activity

If you are facing some of the challenges outlined above, you are not alone. Relying on senior level consultants to find new prospects, ensure they are nurtured properly, and finally turn them into paying clients, is not an optimal use of their time or your resources.

The issue with this approach is the lack of visibility, and the inability to track the ROI of your marketing and sales activities. A simple solution is to deploy a CRM tool. Undertaken correctly, this simple step could ensure the success of your entire growth strategy! A well executed sales & marketing strategy combined with a fully adopted CRM system enables you to:

  • Get Marketing driving marketing qualified leads (MQL’s) to your senior technical professionals;
  • Assign the development of these MQL’s, within the CRM environment, to these technical professionals;
  • Monitor and control the progress and closure of these MQL’s, into new business, via dashboards.

 

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Empower Your Senior Team

By having your marketing team take care of the prospecting and nurturing of new opportunities, your senior level team can focus on winning business!

Providing them with a steady flow of marketing qualified leads they not only save time, they are also more likely to win business from the prospects they engage with. 

The use of a CRM provides you with clear visibility of all sales & marketing activity - including all emails, letters, memo’s, notes of meetings / calls, etc. T creation of documents through this single prospect view, and the ability to review all prospect interactions via one single screen, will bring all of the involved disciplines together to focus on the winning business of a prospect, without duplicating or wasting time on random business development activities.

Optimising Lead Flow

A well-conceived CRM project has the potential to totally change the way a firm approaches sales & marketing, providing a focus for a clear growth strategy, a prospect eco-system for targeted activities and immediate visibility of  results.

Having a platform that surfaces the results of marketing and business development activities makes it clear what is working for you. Your marketing team are able to take control of the prospecting and nurturing of new opportunities, optimising the flow of warm opportunities into your sales funnel.

By focusing on a defined prospect eco-system and following a proven method for lead flow generation, this approach will draw opportunities through the awareness & consideration stage of the buyers journey.  As a result your marketing team will be putting warm qualified leads on the desktops of your senior technical team!

Build your prospect ecosystem

An empty CRM system is no use to you, but a system with incomplete or incorrect data in it will be a huge cause of frustration and lost time. Let us identify the prospecting data to align with your business growth strategy, allowing the immediate population of the CRM system as a basis for sales and marketing activity.

With dashboards providing shared project status reporting and visibility, and a single prospect view available to every strategy participant, you will have an accurate and  functional prospect ecosystem that really will facilitate business growth!

Take the risk out of investing and executing CRM 

ProsperoHub provides you and your team with the knowledge and tools you need to win more business. You will gain insights into industry best practices, strategic development, data management and much more. Our sales and marketing experts will work closely with your team to get a complete understanding of your goals and capabilities. We will work in tandem with your team to develop and execute a customised go-to-market strategy, that will give you the results you are looking for!

Additionally, we will provide you with a dedicated HubSpot Analyst who will create and monitor customised dashboards on key metrics, monitor employee productivity and provide recommendations.

If you’re thinking about implementing a CRM platform within your accountancy firm and want to get help from a team who have done this before and understand the particular challenges that a professional firm will face, contact us today!

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