Building Your Firm's Pipeline is Building Your Future
Just about every accounting practice, in the world, grows by referral. This means that while referral is the hottest form of new business you'll ever have, it's nevertheless reactive.
In a business, where you have recurring fees, you don't worry too much about where the new business is coming from. But of course, that makes you completely unable to empathise with your clients whose sales departments hunt and kill just to pay the bills every month.
There are many reasons to build a pipeline in an accounting firm. Here are the most important reasons you need to know:
1. The pipeline acts as a practice growth engine, you know where your money is coming from in terms of new business
2. The pipeline acts as an insurance policy against client loss.
3. The pipeline is a reminder to not become complacent about client service and make sure that you're always identifying opportunities to get to know your clients better, so you can serve them better.
4. The pipeline is a hallmark of a proactive organisation.
Building the pipeline is such a critical part of a practice growth strategy that most firms fail to reach their full potential without the pipeline being in place.
How This Webinar Can Help Your Firm
In this webinar, I will show you the most direct pipeline building resources so that you can continually know where your future revenue is coming from.
You will discover how to use the 7 Avenues that I recommend correctly, then you will find that those six figures of opportunities that you identify when you retain them over several years, do indeed, turn into seven figures of new business. And that's before we even count upsells, cross-sells and anybody who is referred to you or any price increase that you choose to apply to that client in the time that they spend with you.
When you build a pipeline, then you walk your talk.
When you build a pipeline, you can go to your clients and say look, we build our organisation as well.
When you build a pipeline, it says you are serious about growth.
When you build a pipeline, you can confidently say to your prospects that you are advisors, to help them develop their business, because you walk your talk.
When business owners see an accounting firm, who are serious about growth as they are, they will immediately know you are an authentic firm that really can advise them on more than just their tax liabilities for this year.
What Will You Get?
Over the 60-minute sessions, you will learn:
Join me, Martin Bissett for this informative session on pipeline.
One thing is for sure: There is huge potential in the future of your firm.
Don’t let this opportunity slip through your fingers, instead set you and your firm up to really fly.
Founder of The Bissett Group
Martin Bissett has worked with over 2,000 accounting firms across 44+ countries since 1998, helping them generate over £500m in recurring fees. As an advisor to accounting firms and FinTech companies at board level, his clients include major names like Intuit, Dext, Xero, IRIS, and ICAEW.
A prolific speaker and author, Martin delivers 10-20 keynotes annually and has written 14 books, including the bestseller Passport to Partnership and Never Mind The Bullets. His work is part of accounting curricula in both the UK and US.
Martin’s career spans the globe, including 23 US states, and his expertise has earned him global recognition. More recently, he has published children’s literature with The Climb and Letting Go, with another release planned for 2025.
Recording of live 60-minute webinar
The Pipeline Bullet (2025)
Why A New Business Pipeline Is Your Firm's Insurance
