02: Dave Fisher – Top 40 Accounting BD Director

dave fisher on the BD Academy top 100 club accounting podcast with Rob Brown

Dave Fisher is Director of Business Development in one of the country’s premier accounting firms, Duncan and Toplis. With a strong local presence across 11 offices throughout the region, the firm offers accounting services and specialist business advice to a range of clients in retail, manufacturing, technology, IT, GP practices, leisure, academies, nursing homes, engineering, agriculture, logistics and transport. Listen to this engaging interview with a battle-hardened BD heavyweight and discover:

  • The two things a good BD director in a large firm is actually responsible for.
  • The role of mindset and importance of ‘being fearless’ in winning work.
  • How BD has changed over the years, particularly in the many routes to market.
  • The two distinct approaches to the BD Director role in large firms – collegiate vz gorilla
  • Why a pure BD ‘hunting’ approach to handing work over can often be flawed.
  • The key differences between sales, marketing and business development
  • The attributes and skills that make a great work winner or business developer.
  • What a ‘no’ really means when selling professional services and winning new work.
  • Why accountants and lawyers are not mentally resilient enough, and what to do about it.
  • Why it’s everyone’s job in your firm to win business and create new opportunities.
  • The power of the BD Director, and how it can be good and bad.
  • How winning work is different across professional services, say in accounting and law.
  • Tips for setting growth targets in a large accounting firm.
  • The importance and tools for tracking growth and new business in a large firm.
  • How technology is changing the work winning game.
  • Tips for hiring talent if you want to bring on board BD or work winning capability.
  • Where the opportunities lie for the most lucrative business development activity.
  • Relationship building tip: a simple measure of whether you like somebody or not.
  • The challenges of GDPR and BREXIT in changing how business is won.
  • How far ahead plans are made when it comes to strategic growth.
  • The importance of succession planning, not just for the firm but for the work winning effort.
  • The ONE THING professional firms fall foul of in developing their people to win work.
  • You win or you learn‘ – an extremely effective philosophy for winning work in a large firm.

To contact Dave:

07860 711 053 or email him directly>>

About Podcast Host & Author, Rob Brown

Rob Brown is the founder and CEO of the successful BD ACADEMY, which creates armies of confident, effective work winners in large accounting firms. He is also host of the popular Accounting Influencers podcast, featuring interviews with top accounting leaders and global influencers about what makes good firms great and good accountants world class.

According to LinkedIn, Rob is the world's most recommended networking expert. He is also the bestselling author of Build Your Reputation (published by the world's largest business publishers, Wiley), a featured TEDx speaker and is a popular keynote speaker and MC at conferences and business events worldwide.

@TheRobBrown