Let’s be frank. Accountants didn’t study finance because they wanted to sell their services. But the fact remains: accounting firms have the most success when they build cultures of business development success and when individual accountants are skilled at rainmaking.

It’s no news that the intensity of competition for top clients is on the rise. It’s no longer enough for firms to simply keep up with their competitors. They need to get ahead if they want to achieve the growth and success they desire. Fortunately, excellence in accounting business development can propel your firm to significant growth.

The Wellesley Hills Group understands accounting business development strategy, and how to implement lead generation in ways that produce measurable results.

We regularly work with accounting firms in the following areas:

Business Development Performance Improvement: We work with accounting firms to understand what it will take to build and implement cultures that foster business development and rainmaking success. Whether it’s getting everyone at the firm to contribute to revenue growth or improving cross-selling, up-selling, and account penetration, we can help. Learn more>>

Rainmaking Learning and Development: Forward-thinking accounting firms are investing in career-long development of their accountants, not only in their financial and consulting skills, but in their ability to build new business. Typically customized for each accounting firm's needs, our training teaches accountants how to get new clients using our tested and proven RAIN Selling^SM business development methodology, intensive How to Sell Professional Services, and other skill-building seminars. Our competency-based approach is designed specifically for accountants and helps them build skills and confidence to grow their practices. Learn more>>

Rainmaker Coaching: A major component of business development skill-building is coaching. We coach accountants one-on-one, helping them build and hone individual skills, and build and execute personal business development plans over the long-term. Working individually with accountants helps them create the career-long habit of making time to sell and selling in a way that is ethical, professional, and effective. Learn more>>

Growth Strategy: We research markets to determine where value is most sought-after, and develop business development strategies to best communicate firm value. We help our clients spend time, energy, and budgets to yield the best results. Learn more>>

Lead Generation: Lead generation for accounting firms is challenging. Incumbents are difficult to unseat, conversations with decision makers are difficult to generate, and the sales cycle can be long. We help accounting firms target their best clients, as well as build and implement lead generation campaigns and ongoing lead nurturing communications programs that lead to new business. Learn more>>

Speaking and Facilitation: Wellesley Hills Group leaders regularly deliver speeches and presentations to accounting firm leaders and facilitate retreats around core topics of growth strategy, business development culture, and rainmaking success. Along with delivering in-house programs for firms around the world, our leaders have delivered keynote speeches at major industry conferences including the Association for Accounting Marketing, AICPA, CPAmerica, CPA Leadership Institute, and PM Forum. Learn more>>

Representative Accounting Industry Clients: 

• Austin Associates 
• BDO Dunwoody
• Berry, Dunn, McNeil, & Parker
• Big4.com
• Cambridge Savings Bank
• CCR Advisory Group
• Clifton Gunderson LLP
• Cowan, Bolduc, Doherty & Company, LL
• Fidelity Investments
• Fleet Financial
• Gordon Brothers
• Kaufman Rossin
• McKinley Carter Wealth Services
• Microfinancial
• Parent, McLaughlin & Nangle
• RGL Forensic Accountants & Consultants
• Shepherd and Goldstein
• The Hanover Insurance Group, Inc.
• WAUSAU Financial Systems
• Wolf & Co.