The CPA Marketing Genius Podcast

Develop Your CPA Business through Customer Profiling

Episode Notes

Developing a business is never easy.  But we want to do it anyway.  In this episode, join Salim, Rod, and Robert as they share with us their strategies in creating their business the way they want it and the CPA way.

Robert E. Bendetti, Jr., is the President and Founder of the Global CFO Council, Charleston CFO Council, and Upstate CFO Council. Robert is Senior Vice President and Chief Financial Officer of Life Cycle Engineering. In this episode, Robert discusses communication, thought leadership, and content marketing for CFOs and offers advice on pursuing high-margin work. Salim and Robert discuss the rise of the CFO Global Council.

[00:08 - 02:20] Opening Segment

• Robert Bendetti is a CPA with over 20 years of experience in corporate accounting. 
• Robert holds an undergraduate degree in finance and an MBA concentrating in small business and entrepreneurship. 
• Robert also has a master's degree in accounting and financial management.
• Robert has been a CFO for several companies, usually midmarket firms and private companies.

[02:20 - 08:09] Tips for CPA's

• Get a little better at phone skills.
• Think about yourself as a business developer, not just an accountant.
• Develop a process for identifying potential clients and leads.
• Research your target market and understand their needs.
• Build relationships with potential clients and referral sources.
• Increase your visibility in the marketplace.
• Learn to sell your services effectively.
• Use effective marketing materials to promote your practice.

[08:09 - 10:00] Developing your CPA business

• To grow business development, be visible in your marketplace as an expert.
• Offer online resources such as checklists or worksheets to help customers solve critical issues.
• Referral networks are crucial to expanding your reach and becoming a trusted advisor.

[10:00 - 13:25] Identify your ideal customer

• Not everyone is an ideal customer
• Referral networks can help with new customers
• Use your calendar to schedule time for business development activities.
• Ask current customers for virtual introductions.

[13:25 - 19:20] 80/20 Rule

• Businesses can save time and resources by firing customers who bring no margin and are a hassle.
• 20% of a business’s customers usually drive 80% of their revenue.
• Importance of adding value to customers
• The ease of expanding geographically with virtual work

[19:20 - 21:38] Final tactics for success

• Focusing on what matters most leads to tremendous success.
• There is significant customer concentration in margin and revenue among businesses.
• Serving in a religious organization, civic or community association, or industry association can provide valuable skills and experience.

[21:39 - 24:37] Closing Segment

• Final words

If you’d like to hear more episodes, you can find them at https://cpamarketinggenius.simplecast.com/ or in your favorite podcast directory.

Don’t forget to like, subscribe, and leave us a review!

If you want to learn more about the Salim and CPA Marketing Genius, visit www.cpamarketinggenius.com.

Want to connect with Robert?

Follow him on LinkedIn and don’t forget to check out their websites:

https://www.globalcfocouncil.com

https://www.lce.com/

 Thanks for tuning in; we’ll see you next time!

Tweetable Quotes:

"Sales is service. There's no higher calling." - Robert Bendetti

"Put it on your calendar so you have the reminder, and it will force yourself to do it." - Robert Bendetti

"I promise you that 20% of your customers are driving 80% of your margin." - Robert Bendetti