Firm Profits Accounting marketing has grown up and is now playing a central and strategic role in leading firms to greater profitability. This was a major theme of PDI's Sixth Annual Marketing and Sales Directors Forum, held January 25 and 26 in Chicago. The agenda featured presentations by top consultants, marketing directors and sales professionals. Two roundtable discussion sessions gave participants an opportunity to exchange ideas about best practices and ways to meet various marketing and sales challenges. Key points made at the conference include the following.
Accountability is now essential for accounting firm marketing directors.
Focus and specialization are essential. His services include partner retreat facilitation, strategic planning, executive recruitment, merger and acquisition facilitation, and consulting on partner compensation, profitability and other aspects of firm governance. In that role he was a member of the executive and management committees of the firm and had primary responsibility for overall partner performance and firm profitability. My job is to help the partners see qualities, hindrances and opportunities they may be overlooking. With this new insight into their strengths, weaknesses and potential, we can identify what needs to be done and how best to do it.