JWA

Business Development Manager

Personal Narrative

What would you do

I work with a tax advisory firm that specializes in R&D tax credits.

Aside from direct clients I also prospect CPAs and similar professions as they are good resources for our target prospects.

I reached out to one the other day on LI with a general message to the effect of

Hi blank,

I was on your website and saw you refer clients to Gusto for R&D tax credit questions, how is your experience working with them?

I have worked with large payroll agencies who offer a similar service as Gusto and many of my CPA partners did not love the experience because a lack of transparency and overall service for their customers seemed lacking.

Are you open to a chat to discuss potential win/win R&D partnerships?

Perhaps not my best, probably could do better-sure but I got a response and I am curious how you all would respond.

The CPA responded back with, "Hi, send me 5 warm referrals and then we can set up a time to talk."

I took that as basically get lost, which is fine.

Sent my response basically stating that due to the fact most my clients and their CPAs work with us.... they probably wouldnt like me to take their clients and refer this new CPA.... as she probably wouldnt appreciate. If your open to a chat to learn why others choose us over Gusto, lmk.

My boss thought I was crazy for taking that route , said I should have responded with something like "Okay! Happy to, when can we set up a time to talk so I can learn about what makes a good referral for you?" (he is looking at the reaction like any press is good press, not favorable response is still a response)

I think my boss is nuts, but maybe I am just a noob....

He does not have great experience selling to CPAs and our firm has gone from bad to suffering in the 8 months he has been at the helm.

What do you think...

🤝 Networking

6

15 comments

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oldcloser

Arsonist

7

💀

How about this: “Here are 5 references, 3 utility bills, my social security number, my mom’s phone number, and I just dropped a DNA swab in the mail. Can we talk now?”

Fuck all that. You handled it fine.

JWA

Personal Narrative

2

Business Development Manager

Thanks, thought so.
Just been in a dying ship and enough people nodded along with his monologue that I thought I was either crazy or surrounded by crazy

jefe

Arsonist

1

🍁

They also need your first born.

Ridiculous response from the CPA and the boss here.

CuriousFox

WR Officer

1

🦊

sir this is a wendys

Justatitle

Big Shot

4

Account Executive

Your boss is desperate, you handled it appropriately, when he manages to un lodge his head from his ass maybe he will see the light

Gasty

Notable Contributor

3

War Room Community Manager

Bosses usually don’t get what it’s like to be on the spot making a call which is correct for you and may be correct from all the aspects.

Maybe you can try their approach the next time and show how it works or doesn’t! Satisfying ego becomes important at times than getting a call.

Not saying it’s ideal but it’s one way to go.

JWA

Personal Narrative

1

Business Development Manager

Haha next time I’ll keep this in mind. Good point

Pachacuti

Politicker

2

They call me Daddy, Sales Daddy

Either way you have nothing to lose. I mean, you should consider yourself lucky the cpa even responded to begin with.

JWA

Personal Narrative

0

Business Development Manager

Right. I figured either they would now or would later. Right now just trying to find something different and putting in activity so I don’t get let go

AnchorPoint

Politicker

2

Business Coach

Either way it is a Hail Mary... you threw to one corner, boss the other... odds the same

JWA

Personal Narrative

0

Business Development Manager

I suppose you're right. this ties into Gasty's point about giving their idea a shot next time. Sounds horrible but if it works, great, and if it doesn't, then I at least satisfy the ego.

I appreciated some of the support I got here because based on what I have seen my boss do, if he starts making sense, I gotta leave cause he is off his rocker sometimes, straight-up bad.

BigShrimpin

Catalyst

2

Account executive

its a fair point that they expect something before they start making referrals to you better to cut the ask from your message and just stick with asking how their reported experience has been, someone whos customers are happy in the current state isnt going to rock the boat but someone whos arent will be much more open to it with or without referrals

0

Retired Sales Professional

Never bad mouth the competition even if they really suck because you indirectly tell the prospect they made a bad choice.

Good morning Mr. Jones

I have been looking at your website and I noticed you have been referring your clients to Gusto, although Gusto has been meeting some of your clients needs there are some aspects of their process that miss the target and don't give you clients a 100% satisfactory rating.

I know a company of your magnitude would only want the best for your clients. So if you would like to discuss how my company can not only give you the service your clients are looking for, but also fill in the gaps that are necessary to increase your revenue by giving your customers all that is needed, let's agree to allocate some time to further discuss.

I understand that your a busy person and I appreciate your time. Look forward to hearing from you to discuss this opportunity.

You get more bees with honey, then you do with vinegar.

JWA

Personal Narrative

0

Business Development Manager

Frank, as I mentioned, I wasn’t necessarily saying I needed advice on the wording.
I wanted perspective on my approach which is similar to yours vs my bosses comments

I agree about honey and vinegar.

While I appreciate your example I still feel it “talks negative about the competition, just different/still more words….

Statements like
“A company of your magnitude would wonky want the best for your clients…”
and
“although x has been meeting some needs, there are aspects of their….”
also suggests they are not currently getting the best with the competition.

0

Retired Sales Professional

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