Search Results for: bkd

A Conversation With BKD’s Dawn Howard On Misunderstandings, Expectations And Buying Decisions

Dawn Howard

Dawn Howard is the marketing director for the East Region of Springfield, Mo.-based BKD (FY18 net revenue of $594.6 million). She is responsible for working with 13 offices in seven states in developing and executing their commercial industries’ strategic marketing initiatives. She is passionate about business development coaching and mentoring for all levels of accounting professionals. Based in she is pursuing her master’s degree in management at the University of Indianapolis.

IPA caught up with Howard recently during a break at the AICPA’s 2019 ENGAGE conference in Las Vegas, where she presented a session on developing a strong sales pipeline process.

What should MPs understand about marketers? I think MPs need to check in with their marketing professionals about whether they feel empowered to hold partners accountable on following up with prospects. If they’re five years or less in the industry they may not feel they have the power to go to a 20-year partner and say, ‘Hey, you’re paying me to help grow the firm, I need to have this conversation with you.’ The MP needs to understand that sometimes they literally need to go to their marketing personnel and say, ‘I need you to know that I have your back.’ A lot of changes can come about with that one simple thing.

What do you think is the biggest misunderstanding managing partners have about the marketing function? MPs need to identify the line of demarcation between business development and marketing, and they need an understanding of what the firm or their particular office actually needs. Do we need someone who’s better on the PR side, or do we need a true business developer? It’s hard to find someone who is equally strong, as well as passionate, in both areas.

How would you define the difference? A business developer has a different mindset. Sales is a process-driven event, certainly in professional services – it’s a relationship game. Marketers look at the holistic view of the marketplace, in placement of ads or PR, so it’s a little bit different. They’re both good, but the MP has to make a determination that if one person is handling both things, that person needs some direction on what is expected. Sometimes marketing personnel think they know what the MP wants and vice versa. It’s imperative to have more than a once-a-year review to get something accomplished with that. My two favorite words strung together (other than free lunch) is ‘realistic expectations,’ and sometimes neither side has that.

Where do you think accounting marketing is going? Does it seem like it is going more in the direction of business development? The way the industry is going is that marketers are starting to understand two things better – one is the business development aspect of their job and the other part is the way that digital is playing into their job. We all have to be business developers. I’m taking a class at the University of Indianapolis right now, and they’re focusing on looking at HR from the outside in, from the perspective of an investor looking at a company. I think marketing needs to start doing that too, even though we don’t have investors, per se, but clients, as well as prospects and the general business marketplace, are on the outside looking in. Marketing people are really closet psychologists when we’re thinking about buyer behavior. For example, you’re not getting a buyer who has $20 million of their own money to suddenly change their advisor overnight, that’s a huge relationship sale. Being able to look at those clients and to understand what actually drives how they make decisions is huge, and really should be included as a part of the sales training for internal marketers.

More news from BKD

Name Change for BKD Corporate Finance

BKD Corporate Finance is celebrating its 25-year milestone with a new name: BKD Capital Advisors, LLC.

BKD Capital Advisors (BKDCA) is the investment banking arm of Springfield, Mo.-based BKD (FY18 net revenue of $594.6 million).

BKDCA provides investment banking services to clients both internally and externally. In the last five years ,it has hired senior middle-market bankers, expanded from three to six offices and broadened its international reach.

After reviewing the breadth of services BKDCA currently provides, leadership decided it was crucial to include “advisors” in the new name to better communicate the broad range of investment banking advisory services. “Advisory is the most important aspect of the services we provide to our clients who, in a liquidity event, are potentially going through the most important transaction of their career,” says BKDCA President Tony Giordano.

More news from BKD

BKD Red Team Launched to Help Fight Cyberattacks

BKD Cyber has announced the addition of a new service named BKD Red Team to its service line. BKD Red Team is a digital attack simulation that can emulate the actions a hacker might take during a cyberattack. The simulation results are then used in training sessions with the client’s IT security department.

“We look forward to working with organizations to help them better prepare for these attacks by anticipating what a hacker would do once inside their network as well as train their security team,” says Cindy Boyle, partner and team leader with BKD Cyber. BKD Cyber is a service of Springfield, Mo.-based BKD (FY18 net revenue of $594.6 million).

BKD Cyber professionals can perform this simulated digital attack under controlled conditions using the same actions that actual cybercriminals could use to access and harvest data from an organization. This exercise can help assess how a real-world breach would affect an organization. BKD Red Team also can train security teams to more quickly respond to a cyber incident.

In addition to showing a network’s vulnerabilities, BKD Red Team can identify the actual data that was compromised, the firm says. The team can provide recommendations on how to better safeguard sensitive data and avoid costly breaches. According to the Ponemon Institute “2018 Cost of a Data Breach study,” the total cost of a data breach averaged $3.86 million, up almost $250,000 from the previous year. In addition, it takes organizations an average of 197 days to realize they’ve been breached.

More news from BKD

BKD Acquires Texas Firm Teegardin & Associates CPAs

Springfield, Mo.-based BKD (FY18 net revenue of $594.6 million) announces that Teegardin & Associates CPAs of Austin, Texas, will join the firm June 1.

CEO Ted Dickman says, “Teegardin & Associates’ commitment to client service and true expertise will help us achieve our goals as we move forward.” The firm, which specializes in tax, accounting and family office services, will grow BKD’s capabilities in the Austin market.

“As the state’s capital and status as one of the top technology and innovation cities in the nation, Austin has been a key target of growth for BKD for several years,” says Tom Watson, new MP of BKD’s South region. “The addition of Teegardin & Associates provides exciting capabilities, broadens our reach and gives BKD a presence in the five largest business markets in Texas.”

As of June 1, BKD will have 40 offices in 18 states.

Teegardin & Associates’ one partner, one managing director and approximately 12 staff will remain at their current location at 500 North Capital of Texas Highway. Jon McDowell, based in San Antonio, will serve as OMP.

“This is a great opportunity for all involved,” says MP Tricia Teegardin Edwards. “We’re looking forward to joining BKD and leveraging our skills and local connections to help BKD become a leading CPA and advisory firm in the Austin market.”

More news from BKD

BKD Announces New Health Care Industry Leader

Danielle Soloman

Springfield, Mo.-based BKD CPAs and Advisors (FY18 net revenue of $594.6 million) announces that Danielle Solomon was selected as the firm’s new national industry partner (NIP) of the health care practice.

Former NIP Eddie Marmouget will transition to a leadership role in health care performance advisory services.

“I’m honored to be chosen to lead our national health care practice and work more closely with our team to innovate and provide solutions to our clients. I’m thankful for Eddie’s guidance and continued leadership in our performance improvement practice,” Solomon says.

Solomon specializes in working with large, sophisticated health systems and advising them on managing risk, financial opportunities and improving patient experience. Solomon has spent many years in public accounting, as well as in the health care industry, serving for two years as the director of financial planning, risk management and corporate compliance.

“Our NIPs are critical in driving our firm’s innovation,” says BKD CEO Ted Dickman. “We quickly recognized that Danielle’s experience made her an ideal candidate. She leads complex engagements, leverages data analytics and consistently finds solutions to difficult problems.”

More news from BKD

Salt Lake City Firm Joins BKD

Stayner Bates of Salt Lake City is joining Springfield, Mo.-based BKD (FY18 net revenue of $594.6 million) on June 1, BKD announced.

Stayner Bates specializes in assurance, tax, consulting and business valuation services, and has about 35 team members, including four partners. They will work from their existing office in Salt Lake City.

“With the addition of Stayner Bates, BKD has accomplished a long-standing goal of joining the Utah market,” says Jeff Ronsse, MP of BKD’s Colorado offices. “The combination enhances BKD’s resources and provides Stayner Bates with greater growth opportunities and market presence.” BKD CEO Ted Dickman adds, “Stayner Bates’ commitment to client service and true expertise will assist us in accomplishing our goals as we move forward.”

Steve Hanni, president of Stayner Bates, calls the union a win-win. “We’re happy to be joining BKD and using our industry knowledge and familiarity with this region to help better serve our clients and grow the firm.”

Last year, Rylander Clay & Opitz LLP of Fort Worth, Texas, and Loeb & Troper LLP of New York joined the firm. The firm also acquired a portion of the Wichita, Kan., audit and tax practices at Chicago-based Grant Thornton LLP and the financial institution practice of Harper & Pearson Company of Houston.

BKD, which ranked No. 12 on the 2018 IPA 100 list, has 38 offices in 17 states and more than 2,710 personnel, including more than 300 partners.

More news from BKD LLP

BKD Announces 23 New Partners, Managing Directors

Springfield, Mo.-based BKD (FY18 net revenue of $594.6 million) has announced that 12 professionals have been admitted to the partnership effective June 1. In addition, 11 were promoted to managing director.

CEO Ted Dickman says, “While their respective transitions will bring new challenges, these seasoned professionals are well-prepared to take on the responsibility. We take great pride in shining a spotlight on outstanding individuals and their achievements.”

Partner

  • Scott Bormet, Transaction Services
  • Tim Eischeid, Chicago
  • Amy Frizzell, Wealth Advisors
  • John Griffin, Dallas
  • Jenifer Hitschmann, Wichita, Kan.
  • Justin Kensinger, Springfield
  • Matt Klauser, Transaction Services
  • Kieth McGovern, Kansas City, Mo.
  • Jennifer Sanders, Louisville, Ky.
  • Nate Scott, Omaha, Neb.
  • JoAnna Simek, Chicago
  • Chris Woosley, Louisville, Ky.

Managing Director

  • Brian Bell, HCPAS
  • Jeff Bodkin, Indianapolis
  • Heather Broyles, Wealth Advisors
  • Christie Clements, Enterprise Risk Solutions
  • Nicole Fishback, Indianapolis
  • Glenn Grigsby, Louisville, Ky.
  • Jason Jobgen, Cost Segregation Services
  • Troy Lindsey, St. Louis
  • Mike Summers, Indianapolis
  • Allen Wong, Houston
  • Tomi Yoshitomi, Indianapolis

More news from BKD LLP

BKD Announces New MP for Dallas, Fort Worth & Waco

Todd Lisle

Todd Lisle has been appointed MP of the Dallas, Fort Worth and Waco, Texas, offices of Springfield, Mo.-based BKD (FY18 net revenue of $594.6 million).

Lisle succeeds Tom Watson, who has been appointed to regional MP for BKD’s South Region, effective June 1.

Lisle says he looks forward to building on the work Watson has done in the market. Watson says, “I’ve had the privilege to work with Todd as a fellow South Region managing partner and also on BKD’s governing board. I’ve always been impressed with his thoughtful approach and passion for building tomorrow’s leaders.”

CEO Ted Dickman says, “Todd has displayed outstanding passion and commitment to BKD’s Oklahoma offices, and I’m excited to see him further develop the Dallas, Fort Worth and Waco practice unit.”

Lisle previously was the MP for BKD’s Oklahoma City, Enid and Tulsa offices. He began his career with BKD when Lisle Compton joined the firm through a 2006 merger. Lisle has previously served two terms as a member of the firm’s governing board and is a three-time Most Admired CEO honoree by Oklahoma City’s The Journal Record.

BKD Names New Managing Partner

Carley Williams

Carley Williams has been appointed to MP of Springfield, Mo.-based BKD’s (FY18 net revenue of $594.6 million) Oklahoma City, Enid, Okla., and Tulsa, Okla., offices, effective Jan. 2. Williams succeeds Todd Lisle, who recently transitioned to the MP role for BKD’s Dallas, Fort Worth, Texas and Waco, Texas offices.

“Carley is a tremendously talented partner. I’m excited to see what new ideas he brings to the MP role to help take the Oklahoma practice unit to even greater heights,” said Lisle.

“I’m truly humbled and honored to be chosen to lead such a tremendous group of partners and employees who make up the Oklahoma team, and I’m thankful for the leadership Todd has provided to our practice unit and the successes we’ve achieved as a result,” said Williams. “I’m very passionate to continue building on Oklahoma’s success and to further develop the next generation of up-and-coming leaders.”

Williams has been a partner in the firm’s Tulsa office for more than eight years. Over his 20-year tenure with BKD, Williams has provided audit and advisory services to health care organizations across the country, which has helped define his deep industry expertise. He has served as the relationship manager for key BKD clients in the health care, manufacturing and distribution, higher education and not-for-profit industries, among others.

Loeb & Troper Joins BKD

Springfield, Mo.-based BKD LLP (FY18 net revenue of $594.6 million) announced that Loeb & Troper LLP of New York, will join the firm effective July 15.

“We want to extend a warm welcome to our new BKD team members,” says Ted Dickman, CEO. “Loeb & Troper’s commitment to client service will help us achieve our mutual goals as we move forward. In addition, their location in New York City—America’s financial capital—gives us greater access as a firm to key areas of our strategic growth, such as the private equity and capital markets.”

Loeb & Troper—which specializes in audit and consulting services for the health care, managed care, special needs, not-for-profit and education industries—will join BKD’s approximately 2,650 personnel and 280 partners. Their specializations match BKD’s strengths well, as both have a strong focus in health care.

“We are pleased to enter the New York City market with the talented Loeb & Troper team,” says BKD East Region MP Rob Pruitt. “They have been very successful building deep industry expertise by serving the health care and not-for-profit markets. We are excited to leverage the strong foundation they have been building since 1919.”

Loeb & Troper’s staff will stay at their current location on 655 Third Avenue, and the office will be led by BKD MP Ryan Reiff.