By Mary Flaherty, Manager, Research and Content Development
Case Study Series: What's Working in Marketing & Selling Professional Services 
RainToday.com Members: Access our exclusive case studies which feature real-world insights into the marketing and selling challenges facing professional services businesses today.
Victor Puchi, managing shareholder of R&A, CPAs in Tucson, AZ, was a man on a mission. Discouraged by the traditional approach taken by CPAs when it came to business development—and proposals, in particular—he set out to turn that approach around for himself, his clients, and an entire firm. Puchi knew, even before the firm’s clients began to experience the effects of the economic downturn, that his CPA firm and others would need to take a different approach to business development if they were to survive this business cycle.
Read the complete case to learn how their proposal process won the firm a six-figure contract in year one, and a subsequent renewal.
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