Challenge:

In the early years of Sarbanes-Oxley (SOX), many organizations never imagined the trickle-down effect its regulation would have on privately-held companies. Many organizations believed that SOX only pertained to the management of publically–traded companies. Many privately-held companies didn’t realize is that they too would be asked for SAS 70 Certification by their clients.

Solution: 

A principal from AccelerAction developed a program designed to educate more than 150 small- to medium-sized payroll service bureaus across the country on the importance of SAS 70 Certification for their businesses.  The program was simple and effective. We mailed a series of two letters designed to educate and to inform the service bureaus about the timeline for compliance. The letters were followed up by a telephone campaign designed to generate initial appointments and to educate businesses.

Results: 

Through the integration of lead-generating programs with business development, we were able to achieve the following results:

• 19 appointments generated through telephone follow up
• 10 prospects called the accounting firm directly
• 5 leads were gathered from telemarketing follow up
• 4 proposals were issued
• 3 new SAS 70 engagements were obtained

Note:  This program was developed and implemented by an AccelerAction partner while working for a Top 10 Accounting Firm