CS Professional Suite®

Partner Summit:

Moving Your Practice Forward

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 – Noon Workshops
Noon – 1:00 p.m. Lunch
1:00 – 4:30 p.m. Workshops
6:00 p.m. Dinner

Day 2

7:30 – 8:15 a.m.
(optional)
Innovation Breakout: An Introduction to Practice Forward
8:15 – 9:00 a.m. Breakfast
9:00 a.m. – Noon Workshops
Noon – 1:00 p.m. Lunch
1:00 – 3:30 p.m. Workshops

Partner Summit: Moving Your Practice Forward 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, we’ll help you better define your “why” and how it impacts everything you do in your firm. Our guest practitioner will share how his experience as an entrepreneur and his firm’s focus on client relationships have helped them transform from a traditional firm focused on compliance services to a firm that leads client engagements with advisory services. We’ll wrap up the session by helping you assess your current role and responsibilities, and 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? Most firms understand that they need to better define their client relationships and have more structured service offerings, but they struggle to change the way it’s always been done before.

In this session, we’ll help you distinguish your current advisory services from your compliance services by more clearly defining your firm’s service menu. We’ll introduce the four key pillars necessary in a true advisory-focused tax and accounting firm, help you start building the structure needed to offer more robust advisory services, and highlight the importance and value of clearly-defined ongoing maintenance packages.


Sales & Marketing

This session will focus on better serving your clients’ needs through solutions matching. We’ll highlight the importance of implementing minimum levels of service for both advisory and maintenance services during the sales process. We’ll better define the Breakthrough Firm Typical Client persona, and help you understand how to use data mining to analyze and categorize your clients to capitalize on opportunities to expand your client engagements.

We’ll discuss the structure of a tested and proven sales process that has been highly effective with positioning advisory services to your new prospective clients, 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 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 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 other practitioners 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 wrap up the session by working through real-life examples with your peers, so you can apply the concepts you’ve learned so far.


Operations

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 your business. We’ll also discuss the importance of duplication of systems and processes and the development of best practices to help your firm become more efficient, giving you more time to be a firm manager. Then we’ll work through the framework of an efficient workflow process, while taking a closer look at some of the most promising new technologies for helping your practice become a Breakthrough Firm.

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

Many firms are faced with significant staffing issues. In this session, we’ll help you solidify the vision of your firm’s staffing structure and begin creating a plan for leveraging your staff between advisory and maintenance services. We’ll help you match your current staff skill sets — while identifying relevant needs — to effectively implement the concepts introduced throughout the Partner Summit.

This will be an interactive group exercise based on aligning current resources with the right staff while identifying developmental needs. We’ll discuss how to better structure and shift staff roles and responsibilities to match your intellectual capital, transfer knowledge from a single person to other staff members, delegate responsibilities, and find the time to build client relationships.


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 action plan that includes a timeline, 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.