Much of the Association of Accounting Marketing Summit 2006, held June 14-16 in Denver, focused on business development.

In one session, the president of practice growth firm Crosley + Co, Gale Crosley, pointed out that there are four steps in developing new business - the first step is segmenting, targeting and positioning within the marketplace; step two is lead generation; followed by the third step, opportunity development. The final step of the process is service delivery.

Register or login for access to this item and much more

All Accounting Today content is archived after seven days.

Community members receive:
  • All recent and archived articles
  • Conference offers and updates
  • A full menu of enewsletter options
  • Web seminars, white papers, ebooks

Don't have an account? Register for Free Unlimited Access