How Incentives for Business Development Should Work

Businessman ogling money over another's shoulderReward effort, not just closing.

By Marc Rosenberg
The Rosenberg Practice Management Library

Most firms over $5 million have incentives in place for staff to bring in business. Oddly, there is a tremendous disparity from firm to firm in how their incentive plans work. More on this later.

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Only 20 percent of CPA firm partners are effective at bringing in business. This means that 80 percent are not effective at selling. That’s a pretty low batting average. If partners are this bad at it, think what staff’s experience must be like!