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

2. 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

4. 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

5. Are You Ready?

6. 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

7. What Does it Look Like?

8. 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

9. Finding the Right Candidate

10. 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
__________

11. Culture!

12. Compensation

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

14. 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

15. 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

16. Integration and Critical Success Factors

17. 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

18. 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

19. Find Resources: kueselconsulting.com/BKR

20. THANK YOU! Art Kuesel, President Kuesel Consulting, Inc. 312.208.8774