Objective:

To develop a deeper understanding of topical areas, complete with exercises, group activity and presentations.

How:

All workshops can be customized with mix and match topics designed to accomplish your specific objectives. Workshops are typically a full day. All are CPE applicable.

Workshop Sampler

An overview of some of our most requested workshops:

Growing Segments (1 day) - This Workshop is designed to give CPAs a solid working knowledge of successfully growing service lines and industry niches. Most CPAs have been exposed to marketing and rainmaking concepts, yet few have had the opportunity to learn product management techniques, the underpinning of developing services and industries.

Lead Generation in Niches (1/2 day) - CPAs constantly struggle with efficiently producing enough leads to grow the practice.  The issues surrounding converting a network of contacts into a client revenue stream are universal – where to find the best contacts, what to do with a business card once you get it, and how to turn exploratory meetings into an abundance of revenue. This 1/2-day workshop is designed to tackle your most difficult lead generation problems and discuss more effective ways to fill the pipeline with leads.

Landing the Big Fish Workshop (1 day) - Today more opportunities are surfacing than ever before – from clients considering a move from a Big Four, to clients of firms no longer servicing a market niche. These opportunities are often larger, more competitive, and more difficult to win. This session highlights the challenges in landing larger pieces of business, and demonstrates specific concepts and techniques to turn larger opportunities into sources of revenue. Live opportunities from yours or other CPA firms are dissected and discussed.  In addition, we review your current proposals and analyze how effective they are in supporting the opportunity development process.

Building Value (1/2 day) - CPAs face a constant challenge defending their pricing in a crowded, competitive, commoditized market. At the same time the increase in standards and regulations require more time invested in engagements than years past. The result is often frustrating - low realization and profitability, especially in some of our core services. Building value is related to several factors, including sales ability. As the ability to persuasively communicate value goes up, so does the client’s understanding and willingness to pay. The Building Value workshop is designed to help participants understand how to identify, build, articulate and defend the value of engagements and relationships to clients and prospects.

Winning Opportunities (1 day) - This workshop uses some of the concepts from Landing the Big Fish, but tailors them to apply to opportunities that are medium and small. The opportunity development process is covered, along with the principles and pitfalls of each step in the process in order to increase the odds to win.

Up and Comer Rainmaking Workshop (1/2 day) - Successful business development relies upon two fundamental skills that are used to develop relationships and uncover needs.  This half-day session concentrates on developing elevator statements and using questioning techniques. Each topic is covered, followed by an individual and team exercise.  The Workshop features a case study of a CPA firm, with firm members attempting to identify, qualify and develop a lead that comes into the firm through a social relationship with one of the partners.

Up and Comer Rainmaking Workshop (1 day) - Most CPAs will be expected to be involved in some level of business development as their career progresses.  But many don’t know how to approach new or existing clients to uncover additional business opportunities.  This one day Workshop, featuring overview lectures and breakout exercises, is designed for up-and-comers of a firm.  It typically includes the modules from the 1/2 day version, plus additional selected modules:  the rainmaking model,  conferences and events, and lead generation. However, modules can be selected to tailor the workshop to your specific needs.

Build Your Own Workshop - This option gives us the ability to build a custom workshop to fit your specific needs. We will work with you to customize the workshop from a list of topics to fit a workshop of any length.