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Audit 504: Making Rain - Success with Clients and Prospects

Tuesday, December 31
 1:30pm - 3:30pm

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2.00 Credits

Member Price $89.00

Non-Member Price $124.00

Overview

Making Rain - Improving Success with Retaining Clients and Attracting Prospects provides tips and techniques for ensuring that your firm has the capacity to grow and expand its book of business in a healthy way. It costs more money to develop a new client than to simply retain an existing one. While a CPA firm with longevity needs to continuously develop new business to replace departing clients, a proper balance of marketing efforts should be divided between existing clients and prospects. Note: This course is recommended as a part of a 8-hour audit skills curriculum for managers, while it is also appropriate for anyone who has client relationship or prospecting responsibilities. This event may be a rebroadcast of a live event and the instructor will be available to answer your questions during the event.

Objectives

After attending this presentation, you will be able to...
  • Identify the importance of continuously marketing to retain existing clients
  • Recognize best practices for developing opportunities to engage with prospective clients
  • Recall what differentiates your firm and its services from the competition in a way that is easily communicated and understood

Highlights

The major topics covered in this course include:

  • Continued marketing to existing clients
  • How to better connect with existing and prospective clients
  • Motivating prospective clients to engage with your firm
  • Methods for building value perceptions with existing and prospective clients
  • Differentiating your firm from the competition, including translating features into benefits
  • Handling objections and closing a sale

Designed For

Accountants retaining existing clients and developing prospective new clients

Prerequisites

None

Preparation

None

Notice

You will receive an email from CPA Crossings via Webex with instructions to access the webinar.

Leader(s):

Leader Bios

Jennifer Louis, Surgent McCoy CPE, LLC

Jennifer F. Louis, CPA has over 19 years of experience in designing and presenting high-quality training programs in a wide variety of technical and “soft skills” topics needed for professional and organizational success. In 2003, she founded Emergent Solutions Group, LLC, a company dedicated to developing and delivering accounting and auditing training services. She was most recently executive vice president/director of training services at AuditWatch, Inc., a highly respected training and consulting firm serving the audit profession. During her six years at AuditWatch, Ms. Louis served in many other capacities, including vice president of product development, and a consultant for the firm’s Audit Productivity Improvement Program TM. She also coauthored a manual on value-added auditing. Before joining AuditWatch, Ms. Louis was the financial/operational audit manager at AARP. While at AARP, she served as one of their specially trained facilitators available as a resource throughout the organization for designing and leading strategic meetings and training sessions. Ms. Louis was also an audit manager for Deloitte and Touche, LLP. During her years in that firm’s Washington, D.C. office, she served as an instructor for the firm’s national “Train the Trainers” program. Ms. Louis graduated summa cum laude from Marymount University with a BBA in accounting.

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Non-Member Price $124.00

Member Price $89.00