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Course Details

Overview of Topics

  • The idea of Business Development & The real scenario for the service based businesses in business development
  • Understanding key terms
  • Sales Process to Sales Funnel
  • PLANT Strategy for Business Development
  • P – Prospect Your Ideal Client - & Finding prospects
  • L – Land Your First Meeting
  • Perfecting Elevator Pitch - Elevator Pitch Dos & Don’ts - One statement Elevator Pitch Formula
  • A – Advocating Your Unique Differentiator
  • N – Negotiating Your Terms
  • Understanding decision making process in context of objections and terms - Common Objections
  • T – Time To Sign Your Client

Course Description

Business Development and growth are crucial to the health of accounting firms and an important factor in the track to partnership for individuals. While Business Development can be an intimidating topic, learning the proper fundamentals and a framework are the keys to success and will simplify your growth strategy. This one hour session will provide an introduction to the necessary framework for building your business development process and funnel.

Learning objectives

  • Fundamentals of business development and how it relates to sales
  • How to identify potential prospects
  • Understanding your unique differentiators and value drivers
  • Selling your services on value not price
  • Negotiation tactics

About Presenter

Ty Hendrickson, CPA

Partner,The Sales Seed

[email protected]

Ty is a CPA with almost 20 years of experience in both public accounting and sales. Ty worked as an accountant at firms ranging from small to large prior to moving into the accounting technology sector successfully building sales training programs for both Wolters Kluwer and Bloomberg BNA. Working in different areas of the accounting industry, Ty recognized that sales and business development skills are a necessary part of the job of a CPA, but also the most underserved in terms of skill development and training. Ty’s passion is to provide the tools necessary for accountants to not only be successful but also enjoy business development. Ty has a Bachelor’s degree in Accountancy from Transylvania University in Lexington, KY.

After working with accounting professionals for close to 20 years in both the accounting profession as CPAs and in the sales industry selling to the accounting market, the Sales Seed Founders recognized an incredible need for sales coaching and sales framework for those in professional services that are on the leadership track and need to grow a book of business. We developed programs and classes for firms looking to provide the necessary tools and resources to develop their potential leaders and grow their firm.

We recognize that sales can be intimidating, whether that means selling their own services or those of their firm, but this is necessary to move up in a career path. With the proper training and framework in place, becoming a “sales person” is actually very simple.

Review Questions

  • Question 1 : 15:31
  • Question 2 : 33:33
  • Question 3 : 48:55
  1. What are the facts for developing Service-based businesses?
  2. What is the first step of the sales funnel?
  3. What you should keep in mind while advocating your unique differentiator?
  1. When a business cuts its price just to win a client what does it mean?
  2. How cutting price can hurt your business?
  3. The pipeline of a sales funnel represents which one of the following?
  4. Advocating your differentiator what should be the key part of your presentation?
  5. Negotiation is about which one of the following?


  • myCPE self-study courses are online.
  • The self-study format allows you to access the material online 24/7 and study at your own pace.
  • As per NASBA guidelines, you have one year from date of registration to complete each program.
  • Complete your final exam at any time and get CPE Credit instantly. You can retake the exam multiple times without any additional charges.
  • Course have minimum passing score of 70% and test takers will not be provided feedback on failed exams.
  • Upon achieving a passing score, test takers will be notified of the correct answers to the questions missed.
  • These are Live recorded presentations converted into Self Study (On-Demand Videos).

Refund/Cancellation Policy

For more information regarding refund, complaint and program cancellation policies, please contact our offices at 646-688-5128

NASBA Approved

MY-CPE LLC, 1600 Highway 6 South, Suite 250, Sugar Land, TX, 77478

(Sponsor Id#: 143597) is registered with the National Association of State Boards of Accountancy (NASBA) as a sponsor of continuing professional education on the National Registry of CPE Sponsors. State boards of accountancy have final authority on the acceptance of individual courses for CPE credit. Complaints regarding registered sponsors may be submitted to the National Registry of CPE Sponsors through its website:

  • Cost FREE
  • CPE Credits 1
  • Subject Area Communications & Marketing
  • Course Level Basic
  • Instructional Method QAS Self Study
  • Prerequisites None
  • Advanced Preparation None
  • Recorded Date September 27 ,2019
  • Published Date September 27 ,2019
  • Who should attend? Enrolled Agent Accountant Others CPA - Small Firm CPA - Mid Size Firm Tax Pros CPA (Industry) Tax Firm Young CPA CPA in Business Entrepreneurial CPA
  • Handout Material Download
  • Key Terms Download