June 25, 2009, at the beautiful

in Coeur d'Alene, Idaho

Attend the AICPA Business Solutions Workshop, and become part of a growing group of CPAs who are learning practical tools, techniques and skills for strategic client planning.

Through solution-driven sessions, you’ll learn how to translate the issues clients face into opportunities for consulting with them — by hearing first-hand why some clients switch firms and what they’re looking for from a CPA.

You’ll gain expert insight into how to determine optimum billing rates, cull low margin clients and what technology is most important to invest in. And with hands-on training, you’ll learn how to start a strategic dialogue by proactively managing your client relationships. So you can return to the office with a concrete action plan to enhance your practice.

If you don’t have these strategic discussions with your clients someone else will.

Who Should Attend:

• CPAs and partners in small-to mid sized firms

• Sole practitioners

• Staff looking to take on more

Click here to watch live videoclips of a previous Workshops

 

Workshop Agenda
8:30 am		From the Client’s Perspective
		• Interview with three clients about why they switched CPA firms • Understanding small business needs
9:00 am		Run a More Profitable Practice
		• Key trends in the CPA marketplace • Investing in technology and training • Investing in marketing • Determining appropriate billing rates and minimum fees • Culling low-profit or marginal clients
10:45 am		Break
11:00 am		Building Client Loyalty with 5 Star Client Service™ • Proactive relationship management • Meeting and exceeding client expectations • Developing value-added services
12:00 pm		Lunch (provided)
1:00 pm		Developing the Skills Necessary for Being “Your Clients’ Most Trusted Advisor” • Some benefits you should expect from being a trusted advisor • It’s not about selling, it’s about understanding clients’ needs • You don’t need all the answers…you just need to help the client put a plan together • You are the general contractor and will find the necessary resources
3:15 pm		Break
3:30 pm		How to Conduct a Successful Client Planning Meeting • Meeting management and tips • Review client resources and map them to the requirements • Turn clients’ requirements into opportunities for expanded service offerings or referrals
4:00 pm		General Contractor Concept • Subcontracting to specialists — e.g., retirement planning or banking • Building a strong professional referral network
4:30 pm		Recap, Action Planning and Toolkit • Putting what you learned into practice • Building your roadmap to becoming a more successful trusted advisor
5:00 pm		Workshop Adjourns
Develop your personal roadmap for your firm throughout the day and leave with:
An action plan to becoming a successful business advisor Useful questionnaire, forms and checklists for immediate use in your practice A valuable 150-page workbook to help put what you learned into practice

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