Business Development Manager – Growth Strategies for Partners and Managers

Course Outline

This is a self-paced online course. Learners can register at any time and have 12 months to complete the course.

A focus on fee growth can be one of the most challenging skills to master, especially when the focus in early years of PD has been on the acquisition of technical skills and competence in managing workflow.

• What are the firm’s expectations of you in relation to fee growth?

• Do your KPIs include a reference to ‘business growth’ activities?

• Do you feel confident in taking a leading role in helping your firm to achieve its financial goals?

• Are you confident that you have the skills to identify new services for existing clients and get them across the line?

For partners and managers aspiring to partnership, demonstration of business growth skills is an essential part of adding value to clients and to the firm.

The Business Development Manager eLearning Course will help you and your firm to achieve the growth targets you have established for the next 12 months.

By enrolling in this course, you will learn how to:

• Develop a strategic growth plan for you and your firm
• Develop effective client relationships
• Attract new clients to the firm
• Leverage your personal brand
• Embrace online marketing apps
• Enhance client retention strategies
• Measure and Monitor growth success
• Provide valuable insights to clients for their growth

This course will equip you and your firm with the skills and knowledge needed to achieve real growth objectives over the next 12 months.

Course Content

This course consists of 8 Modules:

Module 1: Building Strong Client Relationships     

• Understanding the importance of client relationships in accounting practice
• Effective communication and active listening skills
• Developing trust and rapport with clients
• Handling challenging client situations and conflicts
• Providing exceptional client service and managing expectations

Module 2: Identifying and Attracting New Clients 

• Identifying target client segments and niches
• Creating a compelling value proposition for potential clients
• Implementing lead generation strategies
• Networking and building referral networks
• Conducting successful client onboarding processes

Module 3: Online Marketing Initiatives for Accounting Firms       

• Harnessing the power of digital marketing for accounting practices
• Building an effective website and optimizing it for conversions
• Leveraging social media platforms for brand awareness and engagement
• Content marketing strategies to showcase expertise and attract prospects
• Running successful online advertising campaigns

Module 4: Leveraging Technology for Client Engagement 

• Understanding the role of technology in modern accounting practices
• Utilizing client portals for secure communication and document sharing
• Integrating CRM systems to manage client interactions
• Using cloud-based accounting software for real-time collaboration with clients
• Exploring virtual meetings and webinars for remote client engagement

Module 5: Client Retention and Loyalty Strategies            

• Understanding the value of client retention for long-term growth
• Developing personalized client retention plans
• Engaging clients through regular check-ins and value-added services
• Seeking and acting on client feedback for continuous improvement
• Recognizing and rewarding client loyalty

Module 6: Key Performance Indicators (KPIs) for Business Growth                      

• Identifying relevant KPIs for measuring accounting practice performance
• Tracking and analysing client acquisition and retention metrics
• Evaluating the effectiveness of marketing initiatives
• Financial KPIs for monitoring revenue, profitability, and cash flow
• Leveraging data-driven insights to make informed business decisions

Module 7: Financial Reporting and Performance Analysis 

• Preparing comprehensive financial reports for clients
• Interpreting financial data to provide valuable insights
• Identifying potential growth opportunities for clients
• Conducting financial forecasting and scenario analysis
• Communicating financial information effectively to clients

Module 8: Business Development and Scaling Strategies              

• Developing a strategic growth plan for the accounting practice
• Identifying expansion opportunities and new service offerings
• Setting achievable growth targets and timelines
• Delegating responsibilities and building a strong team
• Managing risks and challenges during the scaling process

Course Structure

• Learners can complete courses at a place that suits them, within and outside work hours
• Each learner will have a dedicated login to give them personal access to their course
• Module material includes online presentations, workbooks, PowerPoint Slides, templates, scripts and articles
• All modules also incorporate formal qualitative assessment tasks that encourage learners to develop practical actions demonstrating understanding of the concepts
• All assessment tasks are scored, with directed feedback to learners on their response
• As the learner progresses, they develop their personal SMART action list to drive change
• Managers are able to see at a glance how their staff are progressing
• All learners have access to course content for 12 months following their enrolment

Learning Process

Our self-paced eLearning courses follow a 4-step process in relation to learning objectives:

All modules are structured with specific learning objectives and assessment tasks. Learners are expected to demonstrate that they understand learning objectives and can apply concepts through completion of the assessment tasks. A SMART action planning template is used to consolidate specific actions and to ensure that a timeframe for completion is established and followed. Regular review of progress is ensured through commitment to completing the course.