Sales And Marketing

Courses in the “Sales and Marketing” category include the following:

Becoming a Business Development Black Belt (1-day workshop)

Becoming a Business Development Black Belt (1-day workshop) Developing new business from existing clients, prospective targets, and referral sources is both an art and a science. If you’re committed to develop your business development skills and really impact the firm’s top line, you’ll want to attend this interactive course where we’ll learn to: Define the […]
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Becoming an Unstoppable Business Developer

Becoming an Unstoppable Business Developer Attend this session to gain insights and skills to develop your confidence and ability to become a business developer and drive new resources and revenue for your firm. We will explore five critical business development skills in the areas of: Understanding the kind of business developer you are – and […]
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Business Development Workshop (½ -day OR 1-day workshop)

Business Development Workshop (½ -day OR 1-day workshop) Attend this course and learn how to identify opportunities with your prospects and existing clients and then package and position your firm’s products and services so that they are understood and accepted. You will also learn how to apply our proven sales methodology to your sales opportunities. […]
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Client Retention and Cross Selling: Mining Gold in Your Own Backyard

Client Retention and Cross Selling: Mining Gold in Your Own Backyard Finding new ways to add value for your clients and help them solve problems to achieve their goals is the holy grail of public accounting and critical to retaining clients and growing your firm. Meeting with clients, or mining your existing client base, to […]
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Consulting Services vs. Compliance Services: Managing the Difference

Consulting Services vs. Compliance Services: Managing the Difference CPAs have worked hard to become not just historians (dutifully ensuring clients are in compliance) but trusted advisors (regularly offering fresh ideas, proactively identifying needs, and consistently recommending innovative solutions to client challenges).  You know you can’t continue to market, grow and manage your consulting practice like […]
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Creating a True Business Development Culture

Creating a True Business Development Culture Most firms say that they are committed to creating a business development culture and developing new rainmakers to replace the rainmakers who will retire in the next 10-12 years. Yet many struggle to truly achieve these goals. When the right expectations are set and the roles and support are […]
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Creative Ways to Deepen Your Client Relationships

Creative Ways to Deepen Your Client Relationships Nothing is more important to firm growth and stability than retaining key clients. Attend this session to explore creative programs that firms are using to deepen their client relationships and become an indispensable asset. In this session we’ll explore: Ideas to position yourself as a true trusted advisor […]
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Deepening Your Client Relationships to Enhance Your Value (1-day workshop)

Deepening Your Client Relationships to Enhance Your Value (1-day workshop) If asked, most of us would say that we’re committed to 100% client referenceability and client relationships that last a lifetime. Yet few of us really measure how we’re doing in this area or what else we can do to better serve our clients. When […]
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Delivering Exceptional Client Service

Delivering Exceptional Client Service In a professional services firm, our people make or break the quality our clients perceive. Still, we seem to take for granted that everyone knows the foundational elements of exceptional client service and may not spend enough time training or communicating on this critical subject. Attend this session to explore the […]
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Delivering Exceptional Client Service (1-day workshop)

Delivering Exceptional Client Service (1-day workshop) In a professional services firm, our people make or break the quality our clients perceive. Still, we seem to take for granted that everyone knows the foundational elements of exceptional client As a result, we may not spend enough time training or communicating on this critical subject to explore […]
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Demonstrating Value to Close More Engagements

Demonstrating Value to Close More Engagements Ensuring that your prospect or client feels that you understand their challenges – and how to solve them – is key to engaging new clients or service opportunities. At the same time, your client or prospect needs to see the value in the solution that you are proposing. In […]
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Developing a Successful Strategic Initiative or Niche

Developing a Successful Strategic Initiative or Niche Building expertise in a specialty area has been the goal of practitioners for decades, yet few firms really develop truly deep, successful niches. To achieve success in your firm’s niche industries or specialty services, you need to apply strategic insight, strong marketing execution, and leverage operations across the […]
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Developing Innovative Client Solutions to Make a Bigger Difference

Developing Innovative Client Solutions to Make a Bigger Difference Nothing is more important to firm growth and stability than retaining key clients. In this highly interactive session with facilitated group and table-top discussion, we will explore creative ideas to truly be proactive and consultative to expand the value you deliver to clients. In this session, […]
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Developing Niche Opportunities (1-day workshop)

Developing Niche Opportunities (1-day workshop) Every CPA or consulting firm that starts or acquires a niche practice does so with optimism and the intent to better serve their clients and increase firm profits. So why doesn’t it always work out that way? Committing to develop a niche and then doing so are significant undertakings that […]
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Developing Rainmakers In Your Firm

Developing Rainmakers In Your Firm Most firms want to create a business development culture and develop new rainmakers to replace the rainmakers who will retire in the next 10-12 years. Yet many struggle to truly achieve these goals. In this session, we’ll explore the “must haves” for developing new rainmakers by: Understanding and identifying the […]
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Developing Your Firm’s Marketing Function

Developing Your Firm’s Marketing Function Do you wonder when you should add a marketing professional to your team? And, when you do, what their key responsibilities and compensation should be? In this session, we’ll explore the different marketing roles within professional services firms and when you should consider adding marketing professionals or expanding your current […]
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Developing Your Firm’s Marketing Plan

Developing Your Firm’s Marketing Plan Developing your firm’s marketing plan will help you focus on your firm’s strengths and market opportunities, create accountability and ownership around your marketing efforts, and also measure the cost and success of each initiative. Best of all, it doesn’t have to be complicated! In this session, you will learn methods […]
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Elevating Your Client Accounting Practice

Elevating Your Client Accounting Practice Most firms have corporate clients, especially smaller ones that need help with their accounting, bookkeeping, and financial statement preparation. Attend this session to discuss trends in client accounting practice management and learn “new school” ideas to elevate your practice, package your business services, and grow your profits from this “must […]
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Embracing Social Media to Build Your Sphere of Influence

Embracing Social Media to Build Your Sphere of Influence Social media has revolutionized the way we communicate with others. Most of us has used at least one of these technologies to build our networks, generate business, recruit talent or build brand. Attend this session for an in-depth discussion of the real-life applications of LinkedIn, Facebook, […]
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Enhancing Performance and Accountability around Business Development and Marketing Initiatives

Enhancing Performance and Accountability around Business Development and Marketing Initiatives Managing leadership performance and accountability against your firm’s vision and agreed upon strategies is a significant challenge facing firm leaders and marketers today. Learning strategies to drive partner performance and accountability will dramatically enhance the unity, effectiveness, and inspiration of your team. In this session, […]
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Enhancing Your Networking and Social Media Skills

Enhancing Your Networking and Social Media Skills Networking is the “art” of meeting with others to build rapport, develop relationships, and ultimately gain business for your firm. Your professional success depends on your ability to network with the people in your community and in your industry. Networking is also a must-do activity for those committed […]
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Four Secrets for Developing a Powerful Sphere of Influence

Four Secrets for Developing a Powerful Sphere of Influence This session is a must for accounting professionals who want a no-nonsense, focused approach to enhancing your ability to develop your network of contacts and better serve your clients and employer as a result. In this session, you’ll gain insight to the four “must-do” activities that, […]
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Gaining Sales Confidence as You Become a Business Development Black Belt

Gaining Sales Confidence as You Become a Business Development Black Belt Business developers are MVPs in the accounting profession. Attend this course and learn how to become a business developer by identifying opportunities and then packaging and positioning your firm’s services so they are understood and accepted. You will also learn how to apply our […]
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Growing Your Practice through Referral Source Marketing

Growing Your Practice through Referral Source Marketing When you develop referral sources that complement your services, you’ll be in a stronger position to respond to your clients’ requests, even when their needs are outside your realm of expertise. In this session, you’ll gain practical tips and strategies you can apply immediately to develop and maximize […]
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Hot Marketing Ideas That Generate Opportunities

Hot Marketing Ideas That Generate Opportunities Are you moving from traditional marketing to digital marketing? Are you faced with virtual, global and generational considerations that you haven’t previously had to consider in your marketing strategies and activities? Attend this session to learn how to incorporate new ideas and approaches in your marketing strategy to ensure […]
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How to Sell Your Ideas, Services, or Solutions

How to Sell Your Ideas, Services, or Solutions Attend this course and learn the basics of packaging and positioning your ideas so that they are heard, understood, and then accepted by your chosen audience. In this interactive session, we’ll explore the emotions that drive us to accept or reject ideas and methods you can use […]
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Must Do Busy Season Marketing Activities

Must Do Busy Season Marketing Activities Often marketing and business development activities get put on hold during busy season instead of using this prime client time as an opportunity to enhance your service to existing clients and generate new business for your firm. Explore how to leverage your busy season by committing to three critical […]
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Personal Marketing Strategies For Summer

Personal Marketing Strategies For Summer Your personal “brand” is the way that you package and present your knowledge, skills and abilities and is very important in developing trust with clients as their advisor. The upcoming summer months are a perfect time to enhance your brand through your own personal marketing activities. In this session, we’ll […]
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Proposals That Win: Effectively Negotiating to Close More Business

Proposals That Win: Effectively Negotiating to Close More Business You’re ready to propose your firm’s solution, and you want to be sure that you’re selected. Ensuring that your prospect or client feels that you understand their challenges – and how to help solve them – is key to increasing your potential for winning the engagement. […]
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Selling to Target Accounts to Close More ‘A” Clients

Selling to Target Accounts to Close More ‘A” Clients Whether you have a pipeline full of opportunities or need to generate more prospective clients, you want to ensure that your team is focused on closing the ideal (or close to ideal) target clients instead of opportunistically closing engagements that use resources but aren’t best for […]
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Seven Rainmaking Realms to Drive Growth

Successful Lead Generation Strategies No matter what your role, you can drive business growth and now is the ideal time to establish your rainmaking goals. We’ll explore a personal marketing activity progression that we’ve found works best with new and experienced marketers alike. In this seminar, we’ll also cover: The 7 personal rainmaking realms to […]
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Successful Lead Generation Strategies

Successful Lead Generation Strategies Attend this session to learn what’s working, and what’s not, in corporate lead generation today. We’ll explore a number of important lead generation program planning techniques and identify the critical success factors to making any lead generation investment pay dividends. Learn about the lead generation activities that produce results, including: Roundtables […]
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Successful Sales Strategies – Fundamentals and Techniques

Successful Sales Strategies – Fundamentals and Techniques This is a half-day session for sales leaders and practice managers who are committed to develop a sales culture in your firm. Attend to learn how to guide your team in: Applying a proven methodology to your sales opportunities Identifying the right sales roles within your firm and […]
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Successfully Managing Your Sales Pipeline to Close More Business

Successfully Managing Your Sales Pipeline to Close More Business You may know that having a sales pipeline is best practice to manage and close new engagements. You may even have a sales pipeline in place. Implementing a sales pipeline and managing a true sales process in your firm is essential to identify real sales opportunities, […]
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Telling Your Firm’s Story

Telling Your Firm’s Story How do you tell your firm story in a compelling and differentiating manner? Does your story articulate your unique strengths and the difference you make in the lives of your clients, staff, and community? In this course, we will explore how to identify your firm’s unique story and differentiators and how […]
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To Tweet, or Not to Tweet: What’s the Question?

To Tweet, or Not to Tweet: What’s the Question? With over 300 million active users and 500 million tweets per day, it’s clear that Twitter is a social media platform worth understanding and using. While we all recognize the application’s name, the perception of Twitter isn’t necessarily a positive one in terms of business applicability. […]
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Using LinkedIn to Develop Business

Using LinkedIn to Develop Business Most of us have a profile on LinkedIn, the popular professional social networking platform. But we may not be using the platform to maximize our business development efforts and produce real results. In this session, we’ll explore a few “cost free” strategies to put LinkedIn to work for you, including: […]
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When New Deals Aren’t Closing: Strategies for Problem Solving

When New Deals Aren’t Closing: Strategies for Problem Solving Do you seem to have a steady stream of client opportunities but they’re just not closing? Attend this session to explore strategies for increasing your close ratio and turning your prospect opportunities into closed engagements. We’ll explore: How to assess your pipeline activity to gain a […]
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Why Clients Should Choose You: Differentiating Your Firm

Why Clients Should Choose You: Differentiating Your Firm Why would a client want to do business with you? What difference do you make in your clients’ lives? What differentiates you from your competitors? In this session we’ll explore how to identify the difference you make for you clients and then how to communicate it – […]
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