Sonoma Partners – Accounting Overview
May 2015
What is happening in Accounting firms today?
Center of our universe
What we’re selling
Practice area/
Service lines
People and
partnerships
Key revenue driver
New Clients
Wallet Share
Navigating the Unknowns
Client Unknowns
- Sold/ unsold services
- Client and industry news
- Relationships with staff and other clients
Internal Unknowns
- Who knows whom
- Who knows what
- Who met with clients when
Process Unknowns
- Internal best practices
- Integrating marketing and biz dev
- How, when, and what thought leadership to send to client
How is this being accomplished?
Push Information
Knowledge Sharing
- Auto Alerts to Staff
- Align teamwork with
compensation
- Broadcast success
socially
- Centralize information
- Take discussions about
clients off email
- Analyze sales cycles to
refine processes
- Deliver information
where people work
- Track all relationship
with clients
Collaboration
- Highlight best
practices in action
CRM for Accounting
Client
Management
Strategic
Marketing
Creating
“One Firm”
Client Management
Collaboration/
Knowledge
Sharing
Identify Cross-Sell
Opportunities
Key Account/
Strategic Planning
Relationship and
Referral Tracking
Strategic Marketing
Segmentation/
Targeted
Communications
Integration with
Marketing
Automation Tools
ROMI Tracking
Lead Scoring/
Assignment
Creating “One Firm”
Streamlined
Marketing List
Creation
Integrations to
Time and Billing/
Practice
Management
Systems
Highly Flexible
Reporting
Analytics and Deep
Outlook
Integration
How can a CRM System Help?
CRM serves as a central platform that puts it all together.
External
data
Relationship/
Referral tracking
Marketing
Automation
Client
data
Business
process
Reporting +
analytics
2015 AccountingToday Top 15 Firms
1.
2.
3.
4.
5.
6.
7.
8.
Deloitte
PwC
Ernst & Young
KPMG
McGladrey
Grant Thornton
BDO
Crowe Horwath
9. CBIZ / Mayer Hoffman McCann
10. CliftonLarsonAllen
11. CohnReznick
12. Baker Tilly Virchow Krause
13. Plante Moran
14. Moss Adams
15. Marcum
Sonoma Partners Accounting Clients
Customer Success Story: Grant Thornton
Since
CRM was
implemented:
CRUSH Conference for Professional Services