1 WORLD CLASS TRAINING: GETTING YOUR FIRM ON TRACK PRESENTED BY SAM M. ALLRED, FOUNDER & DIRECTOR OF UPSTREAM ACADEMY Academy for Business Development Program Introduction Presented by Sam Allred and GRAHAM WILSON
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Before the recession, aggressively waiting for the phone to ring actually worked as a business development strategy. Times have certainly changed.
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Firm leaders are focused now more than ever before on business development efforts, and for good reason. Change is sweeping our profession in the following ways: Senior partners highly skilled in business development—along with their key client contacts and best referral sources—are retiring in ever-greater numbers. CHANGES IN OUR PROFESSION
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Business leaders are requesting fewer services as they hunker down to ride out the recession. Escalating client attrition rates mean more and more new work needs to come in the door each year just to hold top line revenue steady. CHANGES IN OUR PROFESSION
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Competition for client dollars is intense, bringing a new wave of price cutting. Newer partners and senior managers (who have never sold during a recession) are being asked to bring in increasing amounts of new business. CHANGES IN OUR PROFESSION
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So what should be your plan of action? We believe one very wise course of action is to make sure your best future business developers have the opportunity to develop the skills, confidence and discipline needed to consistently bring high quality new work opportunities into the firm.
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The Academy for Business Development is an intensive 18-month program for teaching vital business development skills to new partners and senior managers.
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PRESENTATION ROADMAP What makes this program unique? Overview of the Academy for Business Development Key dates Questions and answers Email questions to sallred@azworld.com
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WHAT MAKES THIS PROGRAM UNIQUE?
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Our sole objective is to ensure your future business developers have the skills, confidence, and discipline required to consistently bring high quality new work into your firm from new and existing clients. DELIBERATE DESIGN
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The Academy is a work program. We believe in being appropriately demanding of participants to ensure they achieve their business development goals.
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Training is delivered in digestible doses throughout the 18-month program. Individuals must be able to apply what they learn on a daily basis. Learning is continuous.
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Our undeviating focus on principles and processes helps participants develop the skills and confidence necessary to grow the firm’s top line revenue.
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The Academy helps participants recognize the very best prospects and successfully engage them as firm clients.
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Knowing that poor follow-through is the number one complaint about almost all programs, we’ve built multiple levels of accountability into the Academy for Business Development. PRACTICAL ACCOUNTABILITY
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The Academy requires a high level of accountability between participants and their guides and between participants and Academy faculty.
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Our instructors, Graham Wilson and Sam Allred, have significantly impacted the development and growth of hundreds of public accounting firms around the world for nearly two decades. DEMONSTRATED EXPERTISE
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OVERVIEW OF THE ACADEMY FOR BUSINESS DEVELOPMENT
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Each ABD participant needs to have a guide. The guide should be a respected stakeholder in the firm. A partner may guide more than one participant. 1. PERSONAL GUIDES
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Guides will work with participants throughout the program and will hold them accountable for follow-through on their Personal Business Development Plans. Upstream Academy will provide guidance and support for ABD guides.
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