8 Qualified Meetings Per Month With Mid-Market CFOs
A 12-person CPA firm targeting companies outgrowing QuickBooks booked 8 meetings monthly with finance leaders at $10M-$50M companies
Reply Rate
Meetings Booked Monthly
Positive Reply Rate
Time to First Meeting
The challenge
This firm offered fractional CFO services and tax planning for mid-market companies but struggled to reach decision-makers. Most outreach died at the receptionist level. Their managing partner spent 10+ hours weekly on prospecting with minimal results -- mostly tire-kickers looking for basic bookkeeping, not advisory work. They needed consistent meetings with CFOs at companies generating $10M-$50M in revenue who valued strategic tax planning and financial advisory. Previous attempts with generic LinkedIn messages and cold calling yielded 1-2 meetings per quarter.
Who we targeted
- Chief Financial Officers
- Controllers
- Finance Directors
- Company Presidents
“We went from cold calling receptionists to speaking with CFOs who already understand our value proposition.”
Our approach
We built a two-pronged campaign targeting CFOs and Controllers at manufacturing, distribution, and professional services firms in the Southeast. Email messaging focused on tax scenarios specific to their revenue range -- R&D credits, cost segregation studies, and succession planning. LinkedIn outreach highlighted recent tax law changes affecting their industry. Our operator called every warm response within 45 minutes to qualify fit and book meetings directly into the partner's calendar. We excluded companies under $8M revenue to avoid bookkeeping inquiries.
The results
The firm booked 8 qualified meetings monthly within 6 weeks of launch. Four meetings converted to advisory retainers averaging $4,200/month within the first 90 days -- a 9.6x return on the Chiefscale investment in quarter one. Reply quality improved dramatically because messaging addressed specific pain points around tax exposure and cash flow management. The managing partner reclaimed 12 hours per week previously spent on unproductive prospecting. Two clients came from LinkedIn exclusively, proving the multi-channel approach worked for this buyer persona.
Timeline
Live in 5 business days, first meeting booked day 12, first client signed day 47
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