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Audit 504: Making Rain - Success with Clients and Prospects

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Webinar

2.00 Credits

Member Price $89.00

Non-Member Price $119.00

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.

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

Prerequisites

None

Designed For

Accountants retaining existing clients and developing prospective new clients

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

Preparation

None

Notice

This course is offered by a 3rd party vendor and will not be accessible in the My CPE Tracker section of the ISCPA website. Course access information will be emailed directly to you by CPA Crossings.

Leader(s):

Leader Bios

Jennifer Louis, Emergent Solutions Group LLC

Jennifer F. Louis, CPA has over 25 years of experience in designing and instructing 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, where she focuses her energy on designing and delivering high-quality, practical and engaging accounting and auditing training. She was most recently Director of Audit Product Development at Surgent Professional Education, and prior to that served as Executive Vice President/Director of Training Services at AuditWatch, Inc., a highly-respected training and audit process consulting firm. Before joining AuditWatch, Jennifer was the Financial/Operational Audit Manager at AARP. At the start of her professional career, Jennifer was an Audit Manager for Deloitte & Touche LLP, where she frequently served as a local and national instructor. Jennifer graduated summa cum laude from Marymount University with a BBA-Accounting. She currently resides in Charlotte, NC.

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Non-Member Price $119.00

Member Price $89.00