Professional Services - Fractional CFO

As a dedicated hunting team, SALT understands the complexity and lengthy sales cycles involved in selling Fractional CFO Services. Fractional CFOs rely on a relationship based sale where TRUST is the pinnacle of getting a deal closed. So how do you build trust from a cold introduction? SALT has a proven process that involves exchanging information of value over time.

For Fractional CFOs, SALT typically prospects accounts with more than $6 million in annual revenue and a potential $4,000 in monthly contracts. We prefer to work with Fractional CFO clients with Operational Maturity who understand the sales challenges involved and have the ability to close and support the deals we bring in.

“After spending time with me to learn my business and the value propositions that we bring to the market, SALT has brought in multiple qualified opportunities. I’m in my third year of working with SALT and I have closed a handful of monthly contracts from their efforts. They now have a sustainable pipeline of leads that continues to feed our company."

- Owner - Fractional CFO Services Company

Client Capabilities

  • Fractional CFO
  • Remote Controller Services
  • Accounting Support
  • Capital Raise Advisory Services
  • M&A Support
  • CPA and Bookkeeping Services
  • Tax Preparation and Tax Planning
  • Strategy and Financial Forecasting
  • Cash Flow Strategy and Management

Frequently Asked Questions

We find the best relationships are built with owners and principal members of the organization. Existing Finance Contacts might be threatened by Fractional CFO services. We avoid them whenever possible.
Yes, SALT subscribes to industry leading data sources and has an internal database of 6 million contacts. We build our target lists based on industry, geography, size, and other factors determined in onboarding.
As the client, you hire SALT for time, talent and process. We work on your behalf using your brand name to gain entry to new customers. While we track and have access to the data through the engagement, you own everything we gather on your behalf.
As we dig deeper into internal sales teams we often find they are fairly technical staff - sometimes former engineers. These teams frequently work within the existing book of business and lack the personality and process for prospecting. SALT would argue that we have the time and process to serve as the dedicated hunting team. You benefit from the specialization of tasks by keeping your technical sales staff focused on higher value activities.

Examples of Success

Prospects Identified for Fractional-CFO Clients
Prospects Identified for Fractional-CFO Clients
Prospects Identified for Fractional-CFO Clients
Prospects Identified for Fractional-CFO Clients
Prospects Identified for Fractional-CFO Clients
Prospects Identified for Fractional-CFO Clients
Prospects Identified for Fractional-CFO Clients
Prospects Identified for Fractional-CFO Clients
Prospects Identified for Fractional-CFO Clients
Prospects Identified for Fractional-CFO Clients
Prospects Identified for Fractional-CFO Clients
Prospects Identified for Fractional-CFO Clients
Client Discovery

Client Discovery

SALT hold a series of on-boarding calls to become a seamless extension of your team—to accurately represent your business.

Client Discovery

List Building

Qualified, dedicated humans at SALT use their expertise and knowledge of world class tools to create a custom prospect list.

Account Qualification

Account Qualification

Leads are qualified based on how good of a match they are for you.

Contact Verification

Contact Verification

SALT finds the right people—the decision makers. We obtain contacts, email addresses, and phone numbers.

Relationship Building

Nurturing Relationship

We nurture the contacts, building trust using your brand over time. Regardless of interest, we nurture relationships within qualified accounts.

Opportunity Handoffs

Opportunity Identification

Hand-off takes the form of a call, face-to-face meeting or webinar. During this, we set up the QFTA - Qualified First Time Appointment.

SALT is engaged with a Virtual CFO company that specializes in bookkeeping and outsourced CFO services. The client was focused on growth, but lacked the sales team, sales, and marketing processes to produce a consistent pipeline. The target prospects for the client are businesses with $4 million to $30 million in revenue and no in-house CFO. SALT was hired to first build a list of local prospects, and then to qualify new accounts in the territory. Once a decision-maker contact was engaged, SALT would nurture to find pain, interest or need (PIN) have budget there. The leads were passed to the client when the prospect agreed to a specific time.

SALT Performance Stats (average)

  • Client Revenue Range
    $2M - $20M
  • List Size
    2690 Accounts
  • Qualified Accounts
    512 A&B
  • Typical Handoff Value
    $6,000 MRR
  • Handoffs per Month
    2-3
  • Time to ROI
    9-12 months
  • Total Projects Quoted
    $38M

Accounts Targeted (percentage)

  • Tech
    15.2%
  • Legal
    7.4%
  • Consulting
    6.3%
  • Marketing
    11.2%
  • Industrial
    16.2%
  • Non-Profit
    7.4%
  • Medical
    7.2%
  • Other
    29.1 %

Download Case Study

  • Download Case Study Here
  • SALT_Case Study_CFO_2023
  • SALT_Overview
  • SALT High Value Target Case Study

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