John Monks this week (10th October) spoke to delegates from the ICAEW 2011 Forensic Conference and encouraged them to “Proactively invest in business development activity even when you are busy to ensure that your 2012 is successful”.
As well as encouraging the audience that being proactive is key, John highlighted the importance of becoming ‘the valued forensic adviser’. He also showed how a project management approach to business development activity would help maintain a constant flow of fee-earning opportunities.
A brief introduction to the ‘PACES’ consultative sales approach demonstrated the importance of gaining a deep understanding of a client before ever talking technical or suggesting a solution. John demonstrated that those accountants who are consciously competent in the skills and behaviours of consultative selling win more business.
John was an invited speaker at this key event in the forensic accountancy calendar. This year’s conference included a keynote speech from Sir Peter Cresswell and featured strategic updates on key issues and a series of talks from acclaimed experts on business development and technical know-how.
About the ICAEW
The ICAEW is the Institute of Chartered Accountants in England and Wales. They are a professional membership organisation, supporting over 136,000 chartered accountants around the world. Through technical knowledge, skills and expertise, the ICAEW provide insight and leadership to the global accountancy and finance profession.
For more information visit their website here.
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