Case Study

400% More Leads in Sixty Days

David J. Fionda CPA

BizDev Results, Inc.
http://bizdevresults.net
855-424-9338
©2012 BizDev Results, Inc.
2012 Emerging Business Development Technologies Study

• 175 Professional Firms

• “Book of Lists”
• 5 Categories
• Selected Interviews
• Comprehensive
Analysis
• Business Development
Index (BDI)

©2012 Candeos,
©2011 BizDev Results,
LLC Inc.
Quick Poll

©2012 BizDev Results, Inc.

Business Development Options

Methods Metrics
• Traditional Advertising • Lost Billings
• Outsourced Lead • Concerns Expressed in Study
Generation • Spending Efficiency
• Networking • Partner Participation
• Growth Blueprint • Leads Generated
• Tied to Results
• Geographic
• Sustainability
• Inclusion of Next Generation
• Leverage Firm Expertise

©2012 BizDev Results, Inc.

Business Development – Traditional Marketing

• $50,000 Advertising Buy

• One Year Timeframe
• Local Market

©2012 BizDev Results, Inc.

Assessment – Traditional Marketing
Ad Campaign

Leverage Firm Expertise

Inclusion of Next Generation
Sustainability
Geographic
Tied to Results
Leads Generated
Partner Participation
Spending Efficiency
Lost Billings
0 10

©2012 BizDev Results, Inc.

Business Development - Networking
• 2 Events per Week
• 10 Hours
• Travel
• Event Costs

©2012 BizDev Results, Inc.

Assessment - Networking
Networking

Leverage Firm Expertise

Inclusion of Next Generation
Sustainability
Geographic
Tied to Results
Leads Generated
Partner Participation
Spending Efficiency
Lost Billings
0 10

©2012 BizDev Results, Inc.

Outsourced E Mail / Telemarketing Campaign

• Targeted Campaign
• Local Area
• $4K per Month
• Customer Develop List

©2012 BizDev Results, Inc.

Assessment – Outsourced E Mail / Telemarketing
Outsource

Leverage Firm Expertise

Inclusion of Next Generation
Sustainability
Geographic
Tied to Results
Leads Generated
Partner Participation
Spending Efficiency
Lost Billings
0 10

©2012 BizDev Results, Inc.

The Growth BlueprintTM

©2012 BizDev Results, Inc.

Assessment – Growth Blueprint
Growth Blueprint
Take Advantage of
Skills and Expertise

Sustainability

Tied to Results

Partner Parrticipation

Lost Billings
0 10

©2012 BizDev Results, Inc.

Growth Blueprint Results
Action - Developed a comprehensive growth
Regional CT CPA Firm strategy that leveraged these emerging
technologies.
Result - Less than 6 months after launch,
generated a half a million dollars in new revenues.

Action – Implemented partner blogging and

Regional NJ CPA Firm promotion through social media.
Result – Landed five figure client in Austin TX that
identified the firm’s niche expertise through
search.

Action – Implemented a strategy to eliminate

Mass Consulting Firm traditional marketing and focus exclusively
business development technologies.
Result – Thirty five percent increase in new client
opportunities and 20% in new revenue growth.

©2012 BizDev Results, Inc.

The Growth BlueprintTM

©2012 BizDev Results, Inc.

The Growth Blueprint Process

• Research • Position • Blog

• Customer • Message • Social Media
Interviews • • Analytics
Niche Services
• Team • Video
• Keywords
Interviews
• Technologies • Metrics
• Competitor
Analysis • Goals • Programs
• Market • Content • SEO
Analysis • Subscriptions
©2012 BizDev Results, Inc.
 Case Study

©2012 BizDev Results, Inc.

Challenges

 Competitive Market
 Discover More Leads
 Expand Geographic
Practice Area
 24 x 7 Lead Generation
 Use Existing Resources
 Results in 90 Days

©2012 BizDev Results, Inc.

Promote

Define Position

Engage with Offers

Convey Expertise

Convert to Client

Get Found First

Tell the Story

Results - Define Position

©2012 BizDev Results, Inc.

Convey Your Expertise and Get Found First

©2012 BizDev Results, Inc.

Monthly Unique Visitors

Monthly Visitors

1500
1400
1300
1200
1100
1000
900
800
700
600
500
400
300
200
100
0
January March

©2012 BizDev Results, Inc.

Win More Clients - Subscribers

Subscribers

200

150

100

50

0
January March

©2012 BizDev Results, Inc.

Expand Geographic Reach

©2012 BizDev Results, Inc.

New Leads and Opportunities

150
140
130
120
110
100
90
80
70
60
50
40
30
20
10
0
New Leads Opportunities

©2012 BizDev Results, Inc.

New Leads and Opportunities
Ad Campaign
Take Advantage of
Skills and Expertise

Sustainability

Tied to Results

Partner Parrticipation

Billing Impact
0 10

©2012 BizDev Results, Inc.

New Leads and Opportunities
Networking
Take Advantage of
Skills and Expertise

Sustainability

Tied to Results

Partner Parrticipation

Lost Billings
0 10

©2012 BizDev Results, Inc.

New Leads and Opportunities
Outsource
Take Advantage of
Skills and Expertise

Sustainability

Tied to Results

Partner Parrticipation

Lost Billings
0 10

©2012 BizDev Results, Inc.

New Leads and Opportunities
Growth Blueprint
Take Advantage of
Skills and Expertise

Sustainability

Tied to Results

Partner Parrticipation

Lost Billings
0 10

©2012 BizDev Results, Inc.

Summary of Results – 60 Days

• Discovered New V

Opportunities
is
it
o
r
s
-

• Expanded Geographic
3
,
7
3
6

Markets
e
a
d
s

• Efforts Continue 24 x 7 1
5
0

• No Additional Staff
O
p
p
o
rt
u
n

• No Increase in Marketing
it
i
e
s
2
5

Spending
C
l
i
e
n

• Minimal Team t
s

Involvement
• Results in 60 Days

©2012 BizDev Results, Inc.

Want the Same Results? – Get Started Today!

 Valuable Insights and

Recommendations
 No Obligation
 Business Development
Analysis
 Strengths & Challenges
 Compared to Best In Class
 Compared to 2
Competitors

©2012 BizDev Results, Inc.

Thank You and Contact Information

©2012 BizDev Results, Inc.

Be Connected
Be Enticing

Offer to Share

Offer Choices

Be Visual
Be Brief

Be Purposeful

Be Authentic
 • 3 Busines Development • Metrics
Scenrtatios – Outlay Investment
– Spend 50K on Ads – Lost Billings by Partners
– Spend 10 hours per week on – # of People in Firm that Can
networking Participate ( More for
– Invest in a digital media Blogging)
campaign – Leads
– Hire outside firm to do sales
– Revenue
– Show high costs of traditional
– Geographic Impact
marketers who just takle
advantage use Dicicco – Sustainability ( Keep getting
examples leads from blog posts
– Leverage Young Talent
– NOT Absolute – Sales Experience vs Expertise

©2012 BizDev Results, Inc.