Partner Summits 2016

Constructing the Breakthrough Firm


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. Paul Miller: Architect of 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. The Plan and Closing

2016 Partner Summit Sessions

All courses will be presented in a live classroom setting, where participants will earn 12 CPE credits.

Paul Miller: Architect of 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’s 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.

For more than 18 years, Paul Miller has met the needs of small business owners and entrepreneurs who are unable to find the business coaching and tax planning services they need elsewhere. By creating a trusted advisor relationship with his clients, he builds multiple income streams for his firm, establishes the firm’s unique value proposition and virtually eliminates the client fee pressure situations many accounting firms find themselves in today.

Paul will kick off this year’s Partner Summit by sharing how his experience as an entrepreneur and his focus on the client relationship has shaped his firm. The session will wrap up 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 an historian, only recording what’s happened in your client’s financial life?

In this session we’ll talk about 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

In this session we’ll look at how you can better serve your clients’ needs through solution matching, and how to use data mining to find additional service opportunities.

We’ll bust the myth of what the profession calls “value billing,” and show you how to really bill based on the value you’re delivering to your clients. We’ll also 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 the selling opportunities that arise in the course of conversations and client relationships.

Paul Miller will offer real-life examples of how the value he delivers to his clients sells his firm’s services—plus you’ll hear from a panel of your peers what works in their own firms. We’ll also discuss your firm’s image as you look to attract new clients and maintain your current clientele.

The information you take from the session will help you overcome obstacles and take the action steps necessary to transform your practice into a Breakthrough Firm.


This session will offer a closer look at some of the most promising new technologies that can help your practice become a Breakthrough Firm. We’ll discuss how to know and manage your client relationships with CRM technology, discover what’s involved in creating a paperless office, take a look at the ways the CS Professional Suite of software and other tools can increase your firm’s efficiency and see how portals can add value to your services.

We’ll also talk about using innovative technology tools and software integration in your workflow processes to create a consistent formula for success.

Firm Management

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-accountant way of executing your processes. We’ll talk about how to transfer knowledge from just one person to other staff, how to delegate responsibility and how to build client relationships. We’ll also discuss the development of a Best Practices manual to help the customer experience remain consistent, how to attract and retain staff across the generation gaps and how to better staff a Breakthrough Firm.

The Plan

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.