--- title: Business development for accounting firms | Ricavi url: https://www.ricavi.ai/industries/accounting updated: 2026-10-21 language: en-AU --- # Business development for accounting firms, coached on client calls. > Win more advisory work without turning accountants into salespeople. Ricavi coaches partners on client calls and drafts each follow-up for approval. This is the Markdown version of Ricavi’s accounting page, written for AI assistants. It follows the page section by section. The figures are the page’s approved figures. Times and scores come from one example call. - Page: https://www.ricavi.ai/industries/accounting - Pricing: https://www.ricavi.ai/pricing - Book a demo: the Book a demo button on https://www.ricavi.ai/industries/accounting opens the demo form. ## The five things on this page 1. Ricavi helps the partner ask the next question. 2. When the call ends, the summary and transcript are ready for your file note. 3. What clients said stays with the firm. 4. You choose which calls are recorded. Some never are. 5. Ricavi drafts the email and the CRM update. They wait until the partner says yes. ## Accounting and advisory firms A client mentions selling the business. Ricavi helps the partner ask the next question. - SOC 2 Type I and II - ISO 27001 - GDPR - No external training on your data ## What Ricavi does for your partners 1. **Your process, live.** Ricavi nudges the partner while the client is still there. 2. **Find the moment.** Search the transcript of each recorded meeting. 3. **See the whole team.** The team dashboard shows each partner side by side. 4. **Approve each draft.** Nothing is written to your CRM until someone approves it. ## Where Ricavi sits: coaching on the client calls and CRM you already run Client calls come in from Google Meet, Microsoft Teams, and Zoom. Ricavi records them and reads the client’s record in your CRM. Drafted updates go back only once the partner approves them. - 83%: less admin. Ricavi writes the notes and drafts the follow-ups. It updates the CRM once the partner approves. - Ricavi sits above your CRM and guides the work at every stage. - Account, deal, and contacts - Drafted updates - So the pre-call brief lands 30 minutes before each call. - Connected at onboarding, with your calendar. - Nothing is written to your CRM until the partner approves it. - Not a DIY product. Installed and monitored by sales and technical leaders. ## The partner’s seat: business development coaching for accounting firms, ready when the meeting ends When the call ends, the summary and transcript are ready for your file note. 1. **Scored on your firm’s process.** Each recorded meeting gets a score. It checks your questions, your tone, how you handle objections, and your own steps. 2. **A private coaching chat.** The coaching chat already knows what was said, so you can ask it why the succession question nearly waited. It stays private unless you share it. 3. **Your next move.** One press drafts the questions you skipped, ready for the next client meeting. - How the coaching works > “I was at dinner and overheard my team telling our GM how valuable they found Ricavi.” > Jane Susak, Sales Manager, Essential Assessment ## Under the bonnet: built on how sales is taught, not bolted on Behind Ricavi are 20 years of the founders’ sales coaching and 5,000+ built-in skills. - The people behind it - Built by builders. - Dave builds companies. Regan builds sales teams. Luigi builds performance. - **David Fastuca:** Co-founder and Chief Executive Officer - David is a serial entrepreneur who helped found Locomote and sold software businesses before Ricavi. Now he builds the product and the business, with a focus on making AI that sales teams use every day. - **Regan Barker:** Co-founder and Chief Revenue Officer - Regan builds sales teams, most recently for a professional services firm that sold for A$1 billion in 2026. Regan, a full-cycle revenue leader, manages Ricavi’s enterprise pipeline. - **Luigi Prestinenzi:** Co-founder and Chief Customer Officer - Luigi has generated $1.45 billion in pipeline across 20 years of selling and coaching. He built the coaching methodology behind Ricavi and co-hosts the Revenue Leaders podcast. - **Revenue Leaders podcast:** Hosted by Luigi, Regan, and Dave - **The B2B Sales Playbook:** By Luigi and Dave - Built-in skills - 5,000+: each one is a play for one moment in a deal, like handling a price objection or mapping the buying committee. - They say it seems expensive. - Handling a price objection - Nobody said who else has to sign it. - Mapping the buying committee - The proposal has been with them for eleven weeks. - Restarting a stalled deal > “I have been working with the team at Ricavi for the last two months and already achieved higher conversion rates and a faster sales cycle.” > Stuart Cook, MD, TWIYO ## When a partner retires: succession planning for your own client book You advise clients on succession. When one of your own partners retires, their clients move to someone they’ve barely met. What those clients said on recorded calls stays with the firm. The incoming partner’s first brief starts from it. 1. **Summary:** A summary of every recorded client call: who attended, what was discussed, and what was agreed. - What the incoming partner does with it: Reads the last few conversations before meeting the client for the first time. 2. **Key moments:** Each moment the outgoing partner bookmarked, with its timestamp and a link to the recording. - What the incoming partner does with it: Plays the moment the client first mentioned selling the business. 3. **Transcript:** A searchable, speaker-labelled transcript of each recorded call. - What the incoming partner does with it: Searches for “succession” and finds the line from the year-end review. 4. **CRM record:** Next steps, call logs, and contact changes, each approved before it was written. - What the incoming partner does with it: Picks up the next steps already agreed with the client. Your admin sets who can open recordings and transcripts, and how long they’re kept. Approved updates live in your own CRM. ## Set by your admin: choose which client calls are recorded Here’s an example day of six meetings. Change a rule and the recorded ones change with it. - Set by your admin, for the whole firm. - Ricavi supports your compliance process. It doesn’t replace your compliance review or your record-keeping obligations. - You choose which calls are recorded. ## Client emails and CRM updates wait for a person Ricavi drafts the email and the CRM update. Nothing is written to your CRM until someone approves it. - **To review:** The partner edits and approves each draft on its own. - **Send email:** Follow-ups go from your own account, and only once approved. - **Or dismiss it:** Dismiss a draft and nothing is sent or synced. - **Up next:** Your admin sets which CRM fields Ricavi may update. - Ricavi drafts the email and the CRM update. - They wait until the partner says yes. - until the partner says yes ## What is business development for accounting firms - Business development for accounting firms is how a practice wins new clients and turns compliance relationships into advisory work. Most of it happens inside compliance meetings, when a client mentions succession in a year-end review or cash flow during audit planning. A firm grows when its partners notice those remarks and follow them up. - On the call - Ricavi’s live sidebar tracks your firm’s advisory questions and nudges when a critical one is still open. - Before the next meeting - A brief built from your CRM and past notes arrives before each client meeting. - Between meetings - By default, a proposal with no activity for 14 days gets a drafted revival plan. - When a partner retires - The approved CRM record stays with the firm for the incoming partner. - See it → - Last reviewed 10 Oct 2026 - Source: Ricavi product documentation ## How to grow an accounting firm without waiting for referrals Referrals still matter, but they don’t arrive on a schedule. These four habits fit around client work. Each one has a part of Ricavi behind it. - Set up once - Put the advisory questions in your playbook. - Write down the questions every year-end review should cover. Succession and cash flow are a good start. The sidebar ticks each one off as it comes up. If a critical question is still open halfway through the call, it nudges the partner. - During busy season - Save the advisory conversation for May. - Busy season leaves no room for a long advisory conversation. When a client raises one, bookmark the moment and agree a time after the deadlines. The bookmark keeps the client’s words, with a timestamp, in the call summary. - Before a fee review - Rehearse the fee conversation. - Fee discussions are where partners give ground. A coaching chat that already knows the last call lets the partner role-play the client’s pushback in text. It stays private unless they share it. - Each month - Review a few calls with each partner. - Each recorded call gets a scorecard with timestamped examples. Pick two or three of a partner’s calls and talk them through together. The examples keep the conversation on what was said. ## Meet us before you buy. Watch, read, or join - **The live weekly session:** Free, in Growth Forum ## FAQ: answers to take to the partners’ meeting ### What is business development for accounting firms? Business development for accounting firms is **how a practice wins new clients and turns compliance work into advisory work**. Most of it happens in compliance meetings. A client mentions succession in a year-end review. Or they raise cash flow when you plan the audit. A firm grows when its partners notice those remarks and follow them up. ### Will our partners use it? Yes. That’s who it’s built for. The sidebar follows **your firm’s own client process**, written with you at onboarding. Only the partner sees it. After the call, Ricavi writes the notes and drafts the follow-up for the partner to approve. Partners who resist selling get a process that doesn’t feel like selling. ### Can it help us win advisory work? It helps partners notice the opening and follow it up. Put **your advisory questions in the firm’s playbook**, and the sidebar tracks them on the call. When a client mentions succession, the partner bookmarks the moment. Ricavi drafts the follow-up, and the partner decides who takes it on. That’s how to grow an accounting firm from its own clients. ### Can the managing partner see the calls? Yes. With the manager role, they see **the recorded calls and scorecards of every partner** on their team. A team view adds the average playbook score. It also shows the concerns clients raise most often. When a proposal is at risk, Ricavi suggests a coaching question to raise with the partner who owns it. ### What does the coaching look like? Most of it happens on the client call itself. The sidebar shows the partner’s talk ratio. It flags **a monologue that runs past two minutes**. When a client pushes back on fees, it suggests a way to acknowledge the concern and a response to give. That’s business development coaching for accounting firms, live on the call. ### Does a bot join the call? Not by default. **No bot joins and no notification appears.** Ricavi records the audio of client calls on Zoom, Microsoft Teams, and Google Meet. Your admin sets the recording mode, how long recordings are kept, and which calls are recorded. They set these to match your consent requirements. ### Who controls access to client calls? Your admin does, **by user and by team**. They can exclude client domains from recording and set how long recordings are kept. Nothing is written to your CRM until someone approves it. Ricavi is SOC 2 Type I and II and ISO 27001 certified. It meets GDPR requirements and does no external training on your data. ### Does it replace the tools we use now? No. Ricavi works alongside your CRM and practice software. It connects to **HubSpot, Salesforce, and Microsoft Dynamics**. After a recorded client call, it suggests the updates: next steps, a call log, and contact changes. The partner edits and approves each one. Practice management stays in the software you already use. ## Product facts | Figure | Label | |---|---| | 83% | Less admin. Ricavi writes the notes and drafts the follow-ups. It updates the CRM once the partner approves. | | 5,000+ | Each one is a play for one moment in a deal, like handling a price objection or mapping the buying committee. | | 20 years | Of the founders’ sales coaching behind the product. | - Security and data: SOC 2 Type I and II, ISO 27001, and GDPR. - Meetings: Google Meet, Microsoft Teams, and Zoom, through a Chrome extension. No bot joins by default. - CRMs: HubSpot, Salesforce, and Microsoft Dynamics. Nothing is written to the CRM until the rep approves it. ## Links - Accounting: https://www.ricavi.ai/industries/accounting - Pricing: https://www.ricavi.ai/pricing - Book a demo: use the Book a demo button on https://www.ricavi.ai/industries/accounting - Professional services: https://www.ricavi.ai/industries/professional-services - Legal: https://www.ricavi.ai/industries/legal - Consulting: https://www.ricavi.ai/industries/consulting