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Zach Lawley: Maximizing Business Growth through Partner Referral Relationships

Name: Zach Lawley: Maximizing Business Growth through Partner Referral Relationships
Uploaded: 2023-09-12T14:00:06+00:00
Duration: 32 s
Channel: Matt Vaadi
Description: In this brief commentary, Zach Lawley explains how building strong partner referral relationships—specifically with Certified Public Accountants…

12 Sept 2023 · 1 min

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In this brief commentary, Zach Lawley explains how building strong partner referral relationships—specifically with Certified Public Accountants (CPAs)—can dramatically speed up and enlarge professional employer organization (PEO) sales. He notes that a CPA’s endorsement can turn a prospect’s perception from a simple payroll outsourcing need to a full‑service PEO solution, reducing the sales cycle to about one month. By contrast, traditional cold outreach or navigating renewal cycles with existing brokers can take three months to a year. The core message is that strategic referrals generate quicker, higher‑value deals than conventional prospecting methods.

Chapters

Yeah, if you can build a great partner referral relationship, it's going to make that deal quicker. It's going to make the deal larger, you know, because they're not just, oh, you know, maybe I'll just outsource my payroll. They're getting referred into, no, your CPA saying your business is great for the PEO model. Here's why. Coming over here, it's taken a month to close a PEO deal versus it's a cold outreach that could take 3 months to a year maybe to go through the renewal cycle with the current broker or PEO.