Mentorship is key for young accountants transitioning to business development, offering guidance on effective networking, client engagement and relationship-building, says Mary Cloonan
The challenge can feel significant for young accountants stepping into roles with business development targets for the first time.
New responsibilities, particularly those requiring skills like networking and relationship-building, are often far removed from their previous technical focus.
This is where mentorship can help, providing guidance and support to help them grow into the demands of their new role.
Business development requires more than technical expertise. It involves cultivating relationships, strategic thinking and communicating value—skills not typically part of an accountant’s formal training. A mentor can:
- Provide practical guidance: Teach the mentee how to approach client engagement, network effectively and communicate persuasively.
- Build confidence: Support them as they tackle new challenges and unfamiliar scenarios.
- Set the example: Offer insights through real-world experiences and professional behaviour.
- Align efforts with strategy: Help them understand how their contributions support the firm’s broader goals.
Effective mentoring: seven steps
Here are seven steps experienced accountants can take to be a good mentor.
1. Simplify the starting point
Break down business development into manageable steps. Help your mentee see this as relationship-building exercise rather than purely sales-focused. Concentrate on:
- Recognising potential opportunities in their network.
- Understanding the firm’s unique value proposition.
- Developing a genuine interest in client needs.
2. Set measurable goals
Define clear and realistic targets. For example:
- Attend one networking event per month.
- Schedule two introductory meetings with prospective clients.
- Contribute to a team pitch or proposal.
These bite-sized goals can help to build momentum without overwhelming them.
3. Practice through role-play
Simulated scenarios are invaluable for building confidence. “Practice” situations with your mentee, such as:
- Introducing themselves at events.
- Explaining the firm’s services to a potential client.
- Handling objections effectively.
Role-playing in a safe environment can help to prepare them for real-world challenges.
4. Encourage observation
Let your mentee shadow experienced professionals. Whether it’s a client meeting, negotiation or event, watching mentors in action is a powerful learning tool.
Follow up with discussions to reinforce key takeaways.
5. Emphasise listening
Strong business development is rooted in active listening. Encourage them to:
- Ask open-ended questions.
- Pay close attention to what clients are really saying.
- Build trust by understanding challenges from the client’s perspective.
6. Give constructive feedback
Feedback is essential. Review your mentee’s performance after meetings or pitches— highlight strengths and suggest improvements.
Recognising small wins can boost confidence and foster growth.
7. Highlight the bigger picture
Help your mentee to connect their efforts with your firm’s success. Discuss how building relationships can drive growth, create opportunities for cross-selling and enhance career prospects.
Benefits for both mentors and mentees
An effective mentorship programme benefits everyone. Firms gain future leaders with technical and business development skills, while clients will likely experience better service through improved relationship management.
For young accountants, developing these skills early can boost their confidence and open up potential avenues to career advancement.
Mary Cloonan is Founder of Marketing Clever
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