Business Development for Accountants – is there Anybody Out There?

by Ian · 13 comments

When I was compiling Rainmaker Resources I scoured the net for articles, blogs, podcasts and videos of value to business developers in professional services. Most of these resources are, of course, produced by consultants and advisors who aim to help professionals in these areas. I informally categorised the firms and individuals I found, with the intriguing result that they all fell into one of three camps:

There are many advisors who cover all types of professional services firms (lawyers, consultants, accountants, architects, engineers, etc.). I fit into this camp, as does David Maister, Ford Harding, Suzanne Lowe, Bruce Marcus, Mike Schulz and John Doerr, etc. (Bracketing myself with those giants of professional services is probably the most egotistical thing I’ve done for ages – as they say in Wayne’s World: I’m not worthy).
There are a number of advisors who focus on law firms: Larry Bodine, Gerry Riskin, Allan Colman, etc.
Rather fewer advisors who focus on consulting – Alan Weiss is probably the leading name here – others tend to mainly offer training and resources - e.g. SBR Consulting, the Guerilla Consulting team (perhaps consultants don’t like being consulted to).

And for accountants?

Er, nothing really. I drew a blank.

Maybe I’m looking in the wrong places – I’m a consultant by background rather than an accountant. But I’m one hell of a googler. And still I came up with nothing.

So maybe accountants don’t take advice. Or maybe advisors don’t like working for accountants. Maybe there’s a fantastic niche available for anyone willing to specialise.

Or maybe I’ve just got a blind spot when it comes to resources for accountants. So if you know of any – please drop me a line and I’ll add them to the site.

Ian

Tagged as: accountants, advisors, business development, consultants, lawyers, selling professional services

by Ian on 14 July 2008 · 13 comments

{ 13 comments… read them below or add one }

Suzanne Lowe 14 July 2008 at 8:05 pm: Try Michelle Golden (US based, sorry)
Ian 14 July 2008 at 8:34 pm: Lol – trust it to be one of my “A-listers” to come up with a name!

Thanks Suzanne
Peter Abbott 15 July 2008 at 10:50 am: Ric Willmot from Australia does.
He works in New Zealand and Dubai as well with accountants.
He does more than accountants, but my understanding is he does the majority of his work in that market.
Alan Weiss 15 July 2008 at 11:07 am: Thanks for mentioning me. FYI: I’m doing a day on value based fees for over 500 accountants and financial advisors in Sydney in October.

Alan Weiss
http://www.contrarianconsulting.com
Ian Brodie 15 July 2008 at 3:42 pm: Oh come on Alan, you’re ruining my theory now! You were the only big name I had in my “specialises in consultants” box – and now you’re working for accountants and financial adviors.

Peter – thanks for the poitner to Ric – I’ll check out his stuff.

Ian
Rob Nixon 17 July 2008 at 9:29 pm: it seems my website needs upgrading so that you can find me easily. Must fix that. I am the leading authority and consultant to Accounting firms. I help Accounting firms improve their financial position. My clients on average grow their profits by 57% in year one of working with me and sometimes double or more.

I am also the organiser of the event Alan Weiss is speaking at in Australia in October.
Ian Brodie 17 July 2008 at 10:05 pm: Thanks for popping by Rob – I’ve just added a link to your site.

Perhaps “SEO for Consultants who specialise in Accountants” would be a good niche for an SEO expert given my difficulty in finding anyone.

Rgds

Ian
Ric Willmot 30 July 2008 at 11:06 am: Thanks to Peter Abbott for mentioning me.
It’s always nice to be recommended.
Ian, happy to provide you any information.
Kind regards,
Ric
Ian Brodie 30 July 2008 at 10:44 pm: Thanks Ric. I had a quick google for your name when Peter mentioned it, but couldn’t find your site. I will now add it in.

Rgds

Ian
Ric Willmot 1 August 2008 at 2:03 pm: Really?
“Ric Willmot” on my google gives 2980 listings.
Ian, we will place a link on our sites back to you, also. My email is ric@executivewisdom.com – drop me a line and we can give you the details of the sites where we have placed you r link for you to review.
Great blog, I’ve enjoyed browsing.
Rgds,
Ric
Ian Brodie 1 August 2008 at 3:17 pm: You’re right Ric – I get loads of results pointing at you when I search now. But for some reason when I had a look around after Peter’s post I couldn’t find you. Maybe I was spelling it wrongly or something – it’s a bit wierd as I’m normally a very good googler – but you’re there clear as day.

Ian
Martin Monks 5 February 2009 at 10:34 pm: Try the PACE Partners. Three great books and and a website full of great articles. They specialise in helping accountants and other professional service firms to grow.
Ian Brodie 5 February 2009 at 11:09 pm: Thanks Martin – I actually already have PACE listed in the general category as I believe they are equally as good for lawyers and other professionals as you say. I particularly recommend their “Growing Your Client Base” and have it listed on “Core Rainmaker Reading” on http://www.rainmaker-resources.com

Ian

PS – You’re not related to John Monks are you?