Wednesday, November 14, 2007
CPA Trusted AdvisorSM Workshop
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