In this episode of the Accounting for Growth podcast, Chad Person and Chris Cocca discuss the challenges faced by professional services firms in business development. They explore the lack of leadership, structure, and accountability in sales processes, particularly within CPA firms. Chris shares insights on the seller-doer model, the importance of assessing competencies, and measuring ROI in business development efforts. The conversation emphasizes the need for a culture of business development and the role of coaching and support in achieving sustainable growth.Takeaways•Many firms lack true leadership in business development.•Structure and accountability are often missing in sales processes.•The seller-doer model presents unique challenges in accounting.•Building a book of business is essential for career advancement.•Conversion rates and sales cycle efficiency are key metrics for success.•A predictable pipeline is vital for sustainable growth.•Involving more team members in business development can be a force multiplier.•Coaching and support are crucial for developing business development skills.•Firms need to build a culture of business development.•Setting individual goals aligned with firm goals is important for accountability.LinksChris Coccahttps://chriscoccasales.com/ LinkedIn: https://www.linkedin.com/in/chriscocca1Accounting for Growth is the podcast for CPA firm leaders who know referrals aren’t enough. Hosted by Chad Person, founder of AccountingCMO and fractional CMO to high-growth accounting and advisory firms, each short episode features outside experts with fresh takes on how accounting firms can overcome inertia, unlock opportunity, and confidently scale.In under 12 minutes, you’ll hear punchy, actionable conversations with marketers, data experts, technologists, and strategic advisors working at the edge of accounting innovation. Whether it's AI in sales, better positioning, or building a smarter pipeline, each guest brings a clear takeaway on how to drive meaningful, measurable growth.Brought to you by AccountingCMO and powered by yorCMO, this podcast helps you rethink growth, without fluff or filler.Ways to Tune In

Youtube- https://youtu.be/aIS0cyRJSR0•Amazon Music - https://music.amazon.com/es-co/podcasts/0dd0a29a-4f47-4480-b01b-6115ddccb42e/accounting-for-growth•Spotify -https://open.spotify.com/episode/4uGxGsuJPMs2vgc7RThgWm?si=fQxYnDEiQtinP5co97EuZA•Creator: https://creators.spotify.com/pod/profile/accounting-for-growth-podFractional C-Suite Retreat is produced by Frost Media GroupLearn more at https://frostmediagroup.com