--- title: "Crisis Averted: Creating a Sales and Advisory Mindset Inside a CPA Firm - The Visionary Group" description: An interactive panel session on how to build or enhance a sales culture in a CPA firm. Whether you have an advanced business development function or only h image: https://blog.thinkvisionary.com/hubfs/Imported_Blog_Media/crisis-averted.png --- [![The Visionary Group](https://thinkvisionary.com/wp-content/uploads/2017/03/Visionary-Group-Logo_HDPI.png)](https://thinkvisionary.com/) - [Home](https://thinkvisionary.com/) - [M&A](https://thinkvisionary.com/mergers-acquisitions/) - [Organic Growth](https://thinkvisionary.com/organic-growth/) - [Build to Evolve™](https://thinkvisionary.com/build-to-evolve/) - [Speaking](https://thinkvisionary.com/speaking/) - [News](https://blog.thinkvisionary.com/) - [Team](https://thinkvisionary.com/team/) - [Contact](https://thinkvisionary.com/contact/) [Calculate Your Value](https://thinkvisionary.com/calculate-your-firms-value/) Insights Industry News # Crisis Averted: Creating a Sales and Advisory Mindset Inside a CPA Firm by [Bob Lewis](https://blog.thinkvisionary.com/author/bob-lewis) | Aug 21, 2020 | [Webinars](https://blog.thinkvisionary.com/tag/webinars) ![Crisis Averted: Creating a Sales and Advisory Mindset Inside a CPA Firm](https://blog.thinkvisionary.com/hubfs/Imported_Blog_Media/crisis-averted.png) An interactive panel session on how to build or enhance a sales culture in a CPA firm. Whether you have an advanced business development function or only have marketing but need to create a business development infrastructure this event will provide insight. Due to staffing shortages, changing tax laws, and a good economy, work came to firms. In most firms, a limited number of professionals bring in new business. What happens when they start retiring? With the pandemic, the lack of selling skills amongst a firm’s professionals will become a bigger problem, as partners seeking to exit need to ensure their succession team can bring in business. The session will help firms understand how to create or enhance their sales culture: - What is needed to start or refine business development processes? - How do you identify key points in a contemporary sales process? The group will profile methods to get professionals more comfortable and capable in business development. We will discuss the differences in developing business directly with prospects, how to enhance referral partner efforts, and address basic existing client cross-selling ideas. #### Recent Posts - [![](https://blog.thinkvisionary.com/hubfs/August-2025.jpg)](https://blog.thinkvisionary.com/getting-bombarded-with-pe-emails-calls) ### [Getting Bombarded with PE Emails & Calls?](https://blog.thinkvisionary.com/getting-bombarded-with-pe-emails-calls) - [![](https://blog.thinkvisionary.com/hubfs/June%202025-1.jpg)](https://blog.thinkvisionary.com/understanding-options-layers-what-creates-a-premium) ### [Understanding Options, Layers, & What Creates a Premium](https://blog.thinkvisionary.com/understanding-options-layers-what-creates-a-premium) - [![](https://blog.thinkvisionary.com/hubfs/DHood.jpg)](https://blog.thinkvisionary.com/industry-visionaries-dan-hood) ### [Industry Visionaries - Dan Hood](https://blog.thinkvisionary.com/industry-visionaries-dan-hood) Industry Transformation ## The accounting profession is undergoing the greatest transformation ever to hit the industry. The impact of private equity, aging professionals, artificial intelligence, and the move to enhance advisory has changed how firms are valued and the processes needed to compete. We will explain your options and help you make an informed decision backed by an implementation plan unique to your firm. [Contact Us](https://thinkvisionary.com/contact/) [![The Visionary Group](https://thinkvisionary.com/wp-content/uploads/2026/10/Visionary-Group-Logo-White-01-opt.webp)](https://thinkvisionary.com/) M&A, private equity, and growth advisors exclusively serving accounting firms for thirty-plus years. 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[Back to top ↑](https://blog.thinkvisionary.com/2020/08/21/crisis-averted-creating-a-sales-and-advisory-mindset-inside-a-cpa-firm#top) ```json { "@context" : "https://schema.org", "@type" : "BlogPosting", "author" : { "@type" : "Person", "name" : "Bob Lewis", "url" : "https://blog.thinkvisionary.com/author/bob-lewis" }, "dateModified" : "2024-02-21T16:24:27.523Z", "datePublished" : "2020-08-21T05:00:00.000Z", "headline" : "Crisis Averted: Creating a Sales and Advisory Mindset Inside a CPA Firm - The Visionary Group", "image" : [ "https://blog.thinkvisionary.com/hubfs/Imported_Blog_Media/crisis-averted.png" ], "mainEntityOfPage" : { "@id" : "https://blog.thinkvisionary.com/2020/08/21/crisis-averted-creating-a-sales-and-advisory-mindset-inside-a-cpa-firm", "@type" : "WebPage" }, "publisher" : { "@type" : "Organization", "logo" : { "@type" : "ImageObject", "url" : "https://blog.thinkvisionary.com/hubfs/Logos/Visionary-Group-Logo-600px.png" } } } ```