PICPA Winning Clients Conference
Total Credits: 8 including 8 Specialized Knowledge - Technical
- Average Rating:
- 14
- Categories:
- Partner Produced | Personal Development
- Faculty:
- Martin Bissett Author • Speaker • Coach • Expert
- Course Levels:
- Intermediate
- Duration:
- 8 Hours
- License:
- Product Setting: Expires 40 day(s) after program date.
Description
According to the most recent AICPA PCPS CPA Firm Top Issues Survey, firms of all sizes rank bringing in new clients among their top five biggest issues. Yet little-to-no training is available to help CPAs build their business development skills. The PICPA recognizes this training gap. This conference was designed to help senior managers and partners move from selling to attracting and fostering client loyalty by increasing turnover, identifying ideal clients, and creating real sales opportunities.
AGENDA & DESCRIPTIONS
8:15 a.m.-Greetings from PICPA Leadership
8:30 a.m.-Setting the Scene - ‘If I’d Known Then What I Know Now’
Introduction and welcome
Eureka moments
Avoiding the most common faux pas in winning clients
Selling to Self
Differentiating your firm from the competition
Understanding the difference between marketing and business development
Mapping out your plans for growth
Assigning yourself to become accountable to someone
Determining what your value is relative to each new opportunity when you meet with a potential client for the first time
10:15 a.m.-Take a Breather
10:30 a.m.-Building the Pipeline of Prospects
Marketing generated demand and leads, now what?
Leaving no opportunity on the table
Marketing theory and how to apply it
Create an immediate and actionable pipeline of prospects and see new fees from all sources
12:00 p.m.-Lunch Break
1:00 p.m.-The 10 Step Sales Process for Professionals
The first meeting
Doing your homework
What to say and how to say it – employing effective language
What happens next?
Presenting the powerful proposal
Getting the ACCOUNTS™
Keeping control of the whole process
The four types of objections and how to overcome them
Closing the deal
Getting paid
2:30 p.m.-Snacks and Chats
2:45 p.m.-The 10 Step Sales Process for Professionals (continued)
3:45 p.m.-The Winning Clients Masterplan
Formulate your personal masterplan to win new fees, make a difference at your firm, and grow your firm
Overview of proven method to implement everything you’ve learned during the conference quickly and professionally
Ask Martin questions specific to your firm
4:30 p.m.-See You Next Year
Basic Course Information
Learning Objectives*Management Leadership Skills
*Specialized Knowledge
Major Subjects
*Management Leadership Skills
*Specialized Knowledge
Course Materials
| Winning Clients Handout (0.05 MB) | Available after Purchase | ||
| 2015 CPE Credit Information (0.06 MB) | Available after Purchase | ||
Faculty
Martin Bissett Author • Speaker • Coach • Expert Related Seminars and Products
Martin Bissett is the managing director of The Upward Spiral Partnership Ltd., a UK-based consulting firm specializing in the implementation of professional selling skills in the accounting profession.
Previously, Martin served 10 years on the board of the UK’s leading provider of high-quality new business appointments for accounting firms. There, he was responsible for the client base, which included six of the UK’s top 30 accounting firms.
Martin is the author of Winning Your First Client: Understanding Selling in the Professional Practice.
Additional Info
Basic Course Information
PrerequisitesExperience in business sales and management
Advanced Preparation
None
Designed For
Partners and senior managers in firms with 3-30 partners
Original Recording Date
10/29/2015
Yellow Book
No
Course Developer
PICPA
Date Added to Catalog
09/30/2015
Additional Information
Complaint Resolution PolicyPlease contact Anne Taylor for any complaints. anne.taylor@acpen.com, (972-377-8199).
Official Registry Statement
Business Professionals' Network, Inc. is registered with the National Association of State Boards of Accountancy (NASBA) as a sponsor of continuing professional education on the National Registry of CPE Sponsors. State boards of accountancy have final authority on the acceptance of individual courses for CPE credit. Complaints regarding registered sponsors may be submitted to the National Registry of CPE Sponsors through its website: www.nasbaregistry.org
Instructional Delivery Method
Group Internet Based
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