Partner Summits 2017

Building a More Progressive Firm

Agenda

Times shown below are subject to change.

Day 1

7:30 – 8:30 a.m. Registration and breakfast
8:30 – 9:00 a.m. Welcome and introductions
9:00 – 10:00 a.m. A Breakthrough Firm
10:15 a.m. – Noon Product & Service Development
Noon – 1:00 p.m. Lunch
1:00 – 1:30 p.m. The Why
1:30 – 4:30 p.m. Sales & Marketing
6:00 p.m. Dinner

Day 2

7:30 – 8:00 a.m.
(optional)
Innovation Breakout: An Introduction to Practice Forward
8:00 – 8:30 a.m. Breakfast
8:30 a.m. – Noon Operations
Noon – 1:00 p.m. Lunch
1:00 – 2:30 p.m. Firm Management
2:45 – 3:30 p.m. Leadership and Plan Execution

2017 Partner Summit Sessions

All courses will be presented in a live classroom setting, where participants will earn 12.5 CPE credits.

A Breakthrough Firm

Breakthrough: 1) An increase in knowledge or understanding; an important discovery that occurs after an extended time of trying; 2) the first important success.

Breakthrough Firm: A progressive tax and accounting firm that has found a way to break through the barriers of the traditional mindset to become not just a tax preparer, but a true partner—one that clients trust and rely upon for all their financial advisory needs.

A Breakthrough Firm creates a trusted advisor relationship with clients, builds multiple income streams for the firm, establishes the firm’s unique value proposition, and virtually eliminates the client fee pressure situations many accounting firms find themselves in today.

In this session, our guest practitioners will share the ways their experience as entrepreneurs and their focus on client relationships have shaped their firms. We’ll wrap up the session by challenging you to set a vision for your own Breakthrough Firm.


Product & Service Development

Are you a trusted advisor? Or are you really just a historian, only recording what’s happened in your client’s financial life?

In this session, we’ll discuss how you can shift your approach to offer planning and consulting services that allow you to become a true trusted advisor in your clients’ eyes.

We’ll also focus on helping you identify the tools already available in your firm’s arsenal as you refine current offerings and develop new services, such as maintenance packages.


Sales & Marketing

This session will focus on better serving your clients’ needs through solution matching, and on finding service opportunities through data mining.

We’ll bust the myth of what the profession calls “value billing,” and show you how to truly link your firm’s engagement fees to the tangible value you’re delivering to your clients. We’ll talk about how to overcome fee resistance, discuss why it’s important to show your clients the value you’re providing them and explore how you can take advantage of selling opportunities that come up naturally in your conversations and across your client relationships.

You’ll hear real-life examples of ways to allow the value you deliver to clients to sell your firm services. You’ll also hear from a panel of your peers on what works in their own firms. The information we share will help your practice overcome obstacles and take the action steps necessary to become a Breakthrough Firm.

We’ll also discuss your firm’s branding and image as you look to attract new clients and maintain your current clientele.


Operations

Wouldn’t you rather be working on your business than in it? This session will offer a closer look at some of the most promising new technologies for helping your practice become a Breakthrough Firm. We’ll discuss the management of client relationships with CRM technology, and how the CS Professional Suite and other tools such as portals can improve knowledge transfer and add value to your services.

We’ll also talk about using innovative technology and client communication tools in your workflow to create a consistent, streamlined process to drive your success.


Firm Management

In this session we’ll present concepts and ideas to help you leverage your firm’s resources and move from working in your business to working on it. Among the topics we’ll discuss are: the challenges of hiring and retaining quality staff; how to transfer knowledge from a single person to other staff members; delegating responsibility; and finding the time to build client relationships.

We’ll also discuss the development of a best practices manual to help the customer experience remain consistent, examine ways to attract and retain your staff across generational gaps and consider strategies for better staffing your Breakthrough Firm.


Leadership and Plan Execution

This session will help you look at your practice through the lens of an entrepreneur while you prepare your staff for a successful transition to a new, non-traditional way of executing your processes.

Learning professionals will tell you that successful implementation of real change in your firm is contingent on three steps:

  1. Hearing it.
  2. Writing it.
  3. Talking about it.

By this point in the Partner Summit you’ll have heard many innovative ideas about how to improve your firm, and about the technology tools that can accelerate your progress. This session will help you pull it all together so you can plan for the “leap of faith” that will make your practice a Breakthrough Firm, with a customized plan that includes development, action items, accountability steps and more.

We’ll end with a discussion of how to manage your plan’s implementation process, how to measure the plan’s success and how to get your whole team on board with the new culture.