In this episode of Breaking BizDev, John and Mark dive into the complexities of business development within the accounting industry, like the steep challenges of differentiation, pricing models, and the annual scramble leading up to tax day.

John shares his extensive experience with accounting firms and highlights insights gathered from the 2025 Association for Accounting Marketing (AAM) Summit Conference in Phoenix, AZ. The episode features quick interviews with sales and marketing professionals at the conference, who shared their perspectives on the most pressing issues in business development—ranging from the friction between marketing and sales to the misalignment of partner involvement.

Tune in for a dynamic conversation rich with expert opinions and actionable advice, all aimed at breaking down what's broken in the accounting industry's approach to business development.

Connect with Mark on LinkedIn: https://www.linkedin.com/in/markhwainwright/
Connect with John on LinkedIn: https://www.linkedin.com/in/johntyreman/

www.breakingbizdev.com

Welcome back to another episode of Breaking BizDev. Join hosts John Tyreman and Mark Wainwright as they dive into why proposals often fail and what you can do to improve them. From the self-diagnosis of client's needs to the common mistakes in crafting and submitting proposals, this episode provides actionable insights and tips.

Whether you're a seasoned professional or new to business development, this snarky yet insightful episode will help you navigate the fraught process of proposal creation to improve your chances of winning bids and avoiding these common traps:

• Trap #1 - You respond to RFPs you shouldn't
• Trap #2 - You don't take time to understand the client
• Trap #3 - Your proposal looks like a brochure
• Trap #4 - You give the client one price option
• Trap #5 - You submit the proposal without a conversation
• Trap #6 - You blow the in-person interview

Connect with Mark on LinkedIn: https://www.linkedin.com/in/markhwainwright/
Connect with John on LinkedIn: https://www.linkedin.com/in/johntyreman/

www.breakingbizdev.com

Lead generation is a major challenge for many professional services firms. In this episode of Breaking Biz Dev, Mark and John break down possibly the most critical element of lead generation: your offer strategy. What value are you offering? And what’s the call to action? In this episode, you’ll hear:

• The roles of free vs paid offers in lead generation
• How these offers work together in your marketing program
• How to measure the performance of each kind of offer
• Various cognitive biases that influence offer acceptance
• Examples of calls to action (CTAs) for free vs paid offers

Connect with Mark on LinkedIn: https://www.linkedin.com/in/markhwainwright/
Connect with John on LinkedIn: https://www.linkedin.com/in/johntyreman/

www.breakingbizdev.com