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Developing Talent
Flynn Heath Holt Teaches
Women How to Develop Business
Flynn Heath Holt got an
unusual request from a large accounting firm. The head
of their tax practice explained that, due to Sarbanes-Oxley
and other regulation changes, tax professionals were
under the gun to develop new business. As a result of
this pressure, talented female candidates were not being
promoted to partner because of a lack of business development
expertise. The client wondered what Flynn Heath Holt
could do to help.
Our first step was to
develop an expert model for business development by
interviewing 13 outstanding business developers in the
tax practice. We pinpointed the specific competencies
required to be successful in this profession. We then
reviewed research on the unique challenges facing women
when they develop business. Using both the expert model
and the gender-related research, we developed an impactful
process called Winning New Business. The process occurs
over a 90-day period and involves a 360 degree assessment
of current strengths and development needs. Participants
then attend three two-day skill building sessions and
receive coaching in between sessions. It is a very intensive,
high-energy process. We employ a broad variety of techniques
to ensure that the participants gain both skills and
confidence. For example, we use panels of female partners
who are already successful at business development;
we also use videotaping with individualized feedback.
Impact
After training over 250 women in the process, we are seeing outstanding
results. They are making huge gains in confidence and
enthusiasm. The women have connected with each other
and now have a lively business development network throughout
the tax function. And yes, they are generating revenue!
The most recent list of new partner nominees is 39%
female, up from 8% three years ago.
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