Sales Pipeline Analysis with Adam and Tom: How to Lead Revenue Forecasting Meetings Artwork

The Modern CPA Success Show

Are you the owner of an accounting firm? Do you want to make your firm more profitable? Are you interested in providing Virtual CFO services to clients?Dedicated to perfecting Virtual CFO Services since our inception in 2002, Summit CPA Group, now Summit Virtual CFO Services by Anders, serves as Virtual CFOs for over 100 clients throughout North America. While most accounting firms focus on the past, our Virtual CFO team focuses on the future. This podcast seeks to help accounting firm owners like you learn how to provide successful Virtual CFO Services and become profitable. Tune in bi-weekly as our hosts Tom Wadelton, Virtual CFO, and Adam Hale, Partner at Anders CPAs + Advisors, interview industry-leading experts to share knowledge, as well as Adam’s experience acquired from more than 20 years as the lead provider of Virtual CFO services in North America. We'll answer some of the most common questions like how do I provide accounting services virtually? What's it like running a distributed team? And much, much more.

All Episodes

The Modern CPA Success Show

Sales Pipeline Analysis with Adam and Tom: How to Lead Revenue Forecasting Meetings

March 18, 2024 • info@summitcpa.net (Summit Virtual CFO by Anders) • Episode 115

“The pipeline meeting delivers so much value; it's a strategic conversation around the best way to allocate resources.” – Adam Hale

The finer details of this episode:

Need for accurate data in pipeline management
Strategic implications of pipeline meetings
Challenges of waiting percentages in pipeline management
Methods for evaluating and forecasting pipeline opportunities
Tools and strategies for pipeline management
Advice for looking forward and utilizing pipeline management

Timestamps:

Pipeline Management (00:00:44)

Importance of understanding sales cycle, activities creating pipeline, and strategic implications of pipeline meetings.

Data Analysis and Forecasting (00:02:47)

Evaluating committed projects, analyzing potential opportunities, and using historical data for forecasting.

Operational and Financial Alignment (00:03:36)

Bringing finance, operations, and pipeline management together in meetings, and using pipeline data as guardrails for improvement.

Strategic Resource Planning (00:09:49)

Evaluating the impact of big contracts on pipeline size, considering the need for increased resources, and the role of finance in decision-making.

Shortening Sales Cycle (00:12:21)

Advising on ways to shorten the sales cycle, improving sales efficiency, and the relationship between sales cycle length and pipeline size.

Challenges of Waiting Percentages (00:14:59)

Disadvantages of waiting percentages in pipeline management and the preference for categorizing deals into simple buckets.

Pipeline conversation for service-based clients (00:18:00)

Discussion on tools and strategies for service-based and project-based clients, including sales, pricing, and seasonality.

Strategic implications of pipeline management (00:19:20)

Importance of pipeline management for advising clients and looking forward, and the various ways it can help businesses.

Conclusion and call to action (00:19:36)

Promotion of the podcast's website for more tips and strategies for achieving success in the accounting industry.

Episode resources:

Summit Virtual CFO by Anders website: https://www.summitcpa.net/
If you have questions or would like to be a guest on the show, email us at mcpasuccessshow@anderscpa.com
Check out the Virtual CFO Playbook Course: https://vcfoplaybook.summitcpa.net/