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Are You Ready for a Business Developer?
Presented by: Art Kuesel HR SIG BKR #MSCPACPE
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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
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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
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Are You Ready?
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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
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What Does it Look Like?
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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
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Finding the Right Candidate
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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 __________
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Culture!
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Compensation
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Compensation Internal Criteria Guarantee during transition Base/Draw
Commission/ Bonus External Hire Criteria Base Commission/Bonus
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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
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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
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Integration and Critical Success Factors
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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
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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
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Find Resources: kueselconsulting.com/BKR
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THANK YOU! Art Kuesel, President Kuesel Consulting, Inc. 312.208.8774
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