THE

90-Day CRO Program

Building Your Firm’s Pipeline is Building Your Future with your Chief Revenue Officer (CRO)

With Martin Bissett

27-Year Knowledge Partner to Accounting Firms

Designed specifically for the Chief Revenue Officer (CRO) in your firm, this 90-Day CRO Program will help build your firm’s future pipeline.

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 a way of growing your firm that is out of your control.

In a professional services firm, where there are recurring fees, an individual doesn’t worry too much about where the new business is coming from. But of course, that makes you unable to truly connect with their 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 ones:

  • The pipeline acts as a practice growth engine, you know where your money is coming from in terms of new business
  • The pipeline acts as an insurance policy against client loss.
  • 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.
  • 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 Can 90 Days of Focus Help Your Firm's CRO?

I will work directly with your firm’s CRO to demonstrate the most direct pipeline building resources so that your firm can continually know where its future revenue is coming from and then build it with your CRO.

Your CRO will discover how to use the 7 Avenues that I recommend, then they will find that those six figures of opportunities that are identified 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, price increases and referrals.)

What Your CRO Will Get?

In 90 days, 6 sessions and 24/7 access to me, we will build:

Immediate Pipeline Value

  • The ability to quickly to identify your firm’s future fees.
  • The ability to protect your firm against competitor attack
  • The opportunity to turn your grade Cs and D clients into As and Bs.
  • The average lifetime value of grade A opportunity identified
  • New fees by name, value and service
  • The ability to prioritise which prospect to work on first to make best use of chargeable time
  • Your knowledge and use of the ACCOUNTS™ system to use across your firm on all new fee opportunities.
  • The ability to forecast the level and timing of new fee arrival scientifically.
  • A finalised built pipeline to use directly or to import into your CRM software.

Next Steps For The 90-Day CRO Program

You receive 6 one-to-one sessions, 24/7 access between sessions, and full access to the frameworks for marketing strategy and tactics used in professional services firms that want to grow properly.

This intensive way of working is certainly not for all firms, and certainly not for firms who are stuck in their ways. As such, the 90-Day CRO Program is not available to purchase from the website.

But if you are serious about making manageable progress in a short space of time, then click below to explore further.

Talk to Martin

Since 1998, Martin Bissett has played a major part in working with over 2,000 accounting firms in over 44 countries. These projects have led to those firms acquiring over £500m of recurring fees before inflationary increases, referrals and upselling are factored in. He stopped keeping track of this number over 5 years ago.

Martin now advises both accounting practitioners and FinTech companies alike, at board level.

His speaking typically includes 10-20 keynotes a year at major conferences and his prolific publishing includes over 100 articles and 14 books, including his best-seller, Passport to Partnership (from CPA Trendlines). His newest is Never Mind The Bullets (CPA Trendlines 2022). His books have been on the curricula at PICPA and the Bolton School of Business.

Martin’s career has taken him around the world including 23 US States and has been namechecked and asked to write contributions to books by contemporaries such as Mike Michalowicz, Alex Parker, Femke Hogema, Reza Hooda and others.

Martin has published 14 books to date and is the most published author on his topics relating to accountancy. He has received global recognition for his work and his involvement in the accounting profession. His work has been included in the formal educational accounting curriculum in the UK and the US.

Martin Bissett is a 27-year veteran of working with the accounting profession as an author, keynote speaker and advisor to over 2,000 firms worldwide.

The 90-Day CRO Program

Talk to Martin