Are You Ready for a Business Developer? Presented by: Art Kuesel HR SIG BKR #MSCPACPE

Art Kuesel, President Keynotes, Presentations, Workshops on Growth EXPERTISE (Cont.) Keynotes, Presentations, Workshops on Growth Growth Plan Development/Implementation Managing Partner Coaching Sales & Marketing Recruiting STREET CRED Top 100 Most Influential Person in Public Accounting: 2014 In-house and external experience Clients include scores of T250 Firms including a third of the T100 Frequent writer and blogger for Accounting Today Accomplished speaker and presenter on growth trends EXPERIENCE Sales Executive 3 years inside $60M CPA firm 5 years inside $25M CPA firm 6 years at PDI/Koltin Consulting 2.5 years at Kuesel Consulting EXPERTISE Sales Coaching Sales/Marketing Training

Today’s Discussion Are You Ready? What’s it Look like: PT Partner BD vs. FT Partner BD vs. FT Non-Partner BDE Finding the Right Candidate Compensation Integration into Firm Critical Success Factors 4

Are You Ready?

Knowing when you are ready Firm of 50+ Headcount In need of more growth than your current BD engine can deliver (thinking 2-5 years out) Rainmaker(s) nearing retirement Next gen partners weak in BD, YP’s too green Market dynamics Appetite for change

What Does it Look Like?

What does it look like? Very Part Time Partner BD Almost Full Time BD Executive (What you have now – hopefully!) Is it optimized? Is it strong enough on its own today/future? Is it consistent? Transition all or part of book Marketing Hours = 50%+ Compensation considerations Two year runway $500K minimum goal Non-partner hire 100% focus on revenue generation Proven and experienced

Finding the Right Candidate

Finding the Right Candidate Internal Criteria Desire Past Performance Partner Support Network, Network, Network Transition Considerations _________ External Criteria Past Performance Consultative Selling Network, Network, Network Professional Services Environment __________

Culture!

Compensation

Compensation Internal Criteria Guarantee during transition Base/Draw Commission/ Bonus External Hire Criteria Base Commission/Bonus

Compensation Sample - Internal $1,000,000 $350,000 $500,000 $175,000 Partner Book Partner Comp Adjusted Book Adjusted Comp New Sales Needed Commission Needed

Compensation Sample – External Hire Sales Needed Profit Available Base Salary Commissions $500,000 $1,000,000 $175,000 $ 350,000 $100,000 $120,000 $ 50,000 $100,000

Integration and Critical Success Factors

Integration/CSFs Clarity on Roles Effective Communication Trust Building Effective Teaming on Pursuits How to Handle Assists Winning Reporting Structure Commitment/Time/Patience Measurement and Management of Pipeline

Integration/CSFs Clarity on Roles Effective Communication Trust Building Effective Teaming on Pursuits How to Handle Assists Winning Reporting Structure Commitment/Time/Patience Measurement and Management of Pipeline

Find Resources: kueselconsulting.com/BKR

THANK YOU! Art Kuesel, President Kuesel Consulting, Inc. 312.208.8774 art@kueselconsulting.com www.kueselconsulting.com