Expanding relationships with existing clients is the most cost-effective way to grow your firm. In general, but especially during times of uncertainty, offering multiple services to your clients will help solidify and strengthen those relationships and reduce client turnover. But how do you systematically identify and pursue new opportunities with your clients? In this session, you will get a look at Rea & Associates’ “Client Opportunity Plan” process and learn how to implement something similar in your firm. We’ll discuss how to track and manage these opportunities and the role of marketing in helping move these opportunities through the sales cycle, all while ensuring the appropriate accountability measures are put in place. We’ll also touch on our lessons learned and what we’d do differently if we could start all over again, as well as how to use the tools you have at your disposal, even if you don’t have a CRM or marketing automation platform.
As director of practice growth, Becca oversees the marketing and practice growth efforts for Rea & Associates, a Top 100 firm. She focuses on building relationships with the firm's principals, helping them identify opportunities and providing them the tools they need to grow their practice and develop new offerings and solutions for their clients. She also oversees a team of 6 in guiding the firm’s marketing, content and growth strategy. Becca joined Rea's practice growth team in 2005, during the infancy of the firm’s formalized marketing program. Today the firm has a robust and well-rounded marketing program that supports the firm’s 300 professionals in 13 Ohio offices. Becca also helped the practice growth team win 16 Association for Accounting Marketing (AAM) Marketing Achievement awards. She joined AAM in 2005 and has been an active volunteer ever since. She has served on AAM’s board since 2016.
Becca holds a bachelor’s degree from Miami University. She is a 2016 graduate of Leadership Dublin and a 2017 graduate of Rea’s NextGen leadership program’s 40 Under 40.