Audit 504: Making Rain - Success with Clients and Prospects
2.00 Credits
Member Price $89
Non-Member Price $109
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
- 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
Leader(s):
Leader Bios
Jennifer Louis, Business Learning Institute
Jennifer F. Louis, CPA, has more than 18 years of experience in designing and instructing high-quality training programs. In 2003 she formed Emergent Solutions Group, LLC, serving organizations by providing training services on a project-specific or parttime basis.
Most recently, Ms. Louis was executive vice president / director of trainingServices at AuditWatch, Inc., a premier training and consulting firm serving the audit profession. She began her career at AuditWatch as vice president of product development. Before joining AuditWatch, Ms. Louis was the financial/operational audit manager at AARP.
Ms. Louis also was an audit manager for Deloitte & Touche LLP. During her years at Deloitte & Touche’s Washington D.C. office, she was a frequent local and national instructor. She also served as an
instructor for the firm’s national “Train the Trainers” program.
Non-Member Price $109
Member Price $89