Is your firm relying entirely on word-of-mouth referrals to grow? While client referrals bring in warm leads, they make controlling your growth trajectory nearly impossible.
To build a high-performing advisory practice, you need a predictable, repeatable go-to-market engine.
In this live panel session from the Growing Your Firm Summit, host David Cristello moderates a discussion with three firm leaders who have built, scaled, and transformed modern advisory practices:
Shane Mason – Co-Founder at Nimble (led 8 years of hyper-growth)
Marcus Dillon – Founder & CEO at Dillon Business Advisors (DBA)
Roman Villard – Founder at Fullcent
From custom proposal generation and gatekeeping bad-fit clients to positioning your brand on LinkedIn and utilizing LLM files for SEO, this panel provides a practical blueprint for accounting and bookkeeping firm leaders.
Moving Beyond Referrals: Why you need an active sales and marketing engine to control your firm's pipeline and timing.
Educating Referral Partners: How defining your Ideal Client Profile (ICP) prevents partners from sending low-margin, bad-fit leads.
Packaging vs. Customization: The debate between standardized internal baseline packages vs. tailored client proposals.
The "Gatekeeper" Sales Role: Why hiring the right sales lead to filter out non-communicative or uncooperative prospects protects your service team.
Targeted Niche Networking: How attending industry-specific events (e.g., dental or construction conferences) with top clients drives warm, high-trust leads.
AI for Go-To-Market & SEO: How to use LLM.txt and robots.txt files on your website to ensure AI models recommend your firm in search results.
Avoiding "AI Slop": Leveraging Claude and custom GPTs to streamline 60% of proposal drafting without losing your human voice.
B2B Partnership Channels: Partnering with specialized CFOs or legal professionals who need an execution arm for accounting and bookkeeping.
Language Alignment: Using the specific language, metrics, and goals of your clients (e.g., "exit-readiness" instead of "month-end close") in sales conversations.
Single-Software Focus: Why mastering one core accounting application (e.g., QBO or Xero) drives internal team delivery speed.
Featured Guest:
Marcus Dillon
Shane Rowley
Roman Villard
