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Certification Course in Business Development for Accounting Firms

Be the expert in Business Development from any level to the best of availability of resources from the domain expert

Certified Course Overview

  • Introduction to Business Development.
  • Key steps in building an Advisory Practice
  • Leveraging LinkedIn for Prospecting.
  • Perfecting the pitch meeting.
  • Delivering exceptional client service.
  • Why your accounting firm needs a CRM.

Why this certification course

A business’ growth and value is heavily dependent on essential understanding of business development. Business development is a role that is dynamic in nature that evolves with the stage the business is in based on its maturity, priority, and size. This Online Certification course will help you explore the vital understanding of business development and modern-day avenues of achieving that effectively. With years of experience in the accounting industry, the speaker Ty Hendrickson has identified how business development acts as the thread that keeps the functions and departments in unison and assists business in expansion through improving its product offerings, customer service, brand awareness, sales, and revenue. 

A solid business development strategy can be integral to a business’ growth and success. Such plans serve as a road map for bringing new clients and keeping the clients you already have. This Online Certificate course will assist attendees in exploring business development as a core concept, lead nurture strategies, and building sales pipeline. The marketing strategies for small business success delves deep into the ideas small businesses can easily implement to achieve growth prospects. Building firm loyalty and advisory practices will drive future business prospects and management solutions. Handling client objections lets you in the right direction with confidence towards building a great business. Overall these approaches are the ones that drive accounting business success and improving exceptional client service delivery. 

Recommended For:

  • CPAs, CMA, ACCA and Other Professionals who desire to improve effectiveness of their business development.
  • CPAs in Canada who wish to support their business with strong business growth.
  • Accounting practice owners who desire to achieve the overall business understanding and path to business success.
  • Any Accounting Professional interested in upgrading their Business development skills.
  • All the professionals interested in understanding aspects of building a great accounting business.


Course Title Educational Credits
  • To define the 5 stages in the sales process.
  • To list 5 ways to find your ideal client.
  • To design your perfect elevator pitch.
  • To design a tailored elevator pitch.
  • To list the 7 most common objections.
  • To compose a Front of Mind strategy.
  • To list 3 ways to provide value in a Front of Mind strategy.
  • To define each stage of know-like-trust.
  • To list the 6 establish credibility with your prospects.
  • To establish communication best practices.
  • To define 4 characteristics of your ideal client to search on LinkedIn.
  • To discuss how to craft an enticing headline to attract your ideal client.
  • To apply 3 advanced search filters for greater results.
  • To compose a connection strategy for ideal clients.
  • To establish credibility using groups.
  • To define basic terms of sales and business development.
  • To define the traits of your ideal client.
  • To differentiate between upselling and new business.
  • To determine how many prospects you need based on your goal.
  • To identify 5 places to find prospects.
  • To list the 6 areas of service differentiation.
  • To analyze how to write your positioning statement using differentiation.
  • To list 5 ways to land meetings with your prospects.
  • To define warm prospects and specific outreach strategies.
  • To define cold prospects and specific outreach strategies.
  • To establish the number of prospects for your prospect list.
  • To integrate the 3 types of prospects into a prospect list.
  • To construct your CRM to manage your sales pipeline.
  • To define the 5 sections most used in a CRM.
  • To define how to use metrics from your CRM.
  • To list the 4 steps that make a great presentation.
  • To list the 3 areas of knowledge to research before a pitch.
  • To list 3 types of questions to use in each pitch meeting.
  • To list the 6 areas for differentiation that help you tailor your pitch.
  • To identify the 3 parts to a successful presentation.
  • To define what makes you different and recognize why this is important.
  • To describe to others what makes you different.
  • To formulate your perfect elevator pitch.
  • To construct an engaging and memorable elevator pitch.
  • To identify the 3 areas of negotiation.
  • To list the 4 pieces of knowledge necessary to negotiate.
  • To differentiate between 3 reasons for objections.
  • To identify the 7 most common objections.
  • To define your WAP.
  • To define the 4 things to know about the decision-making process.
  • To list the 4 main players you could deal with in a new business opportunity.
  • To list the 7 personas that you could deal with in a new business opportunity.
  • To discuss the best personas to help in your sales process.
  • To discuss the worst personas involved an opportunity.
  • To define a CRM system.
  • To describe the history of CRMs.
  • To list 3 reasons why an accounting firm should use a CRM.
  • To list 5 ways to use a CRM in an accounting firm.
  • To define 5 considerations when choosing a CRM.
  • To define value in small firms and individuals.
  • To analyze your ideal client.
  • To evaluating your services with the needs of your ideal client.
  • To list 3 foundations of client service.
  • To list 3 ways you can promote good client service.
  • To define organizational culture.
  • To describe the impact of leadership on culture.
  • To list the 8 attributes of culture in an organization.
  • To recall the 3 fundamentals for creating culture.
  • To list 5 ways to gain buy-in for a culture change.
  • To define what a mentor is and does.
  • To describe the benefits to mentees, mentors, and organizations.
  • To list the 5 types of mentor programs.
  • To list the 5 steps to include in a mentor program.
  • To establish problems to avoid in a mentor program.
  • To relate the impact of client service.
  • To list the 5 fundamentals of client service.
  • To relate the 5 fundamentals to the current role.
  • To list the 6 ways to execute exceptional client service.
  • To relate the client service execution to fundamentals.
  • To define the role loyalty plays in a growth strategy.
  • To label the three sections of the loyalty wheel.
  • To list 4 ways to improve client service.
  • To list 4 ways to improve the investment in employees.
  • To list 4 ways to improve firm culture.
  • To define advisory services.
  • To state the #1 reason advisory services fail.
  • To list the 3 key building blocks of an advisory practice.
  • To demonstrate the importance of client relationships.
  • To list the 3 key considerations for shifting to advisory services.
  • To re-define what an objection means in a sales process.
  • To list the 4 reasons for skepticism in negotiations.
  • To apply the 3 steps to deal with a misunderstanding.
  • To list the 5 reasons your prospect may stall.
  • To establish the LAER method to deal with objections.

Continuing Education Credits

This Certificate Course Qualifies for following Credits

  • 20 CPE credit for all Certified Management Accountants (CMA)
  • 20 CPE credit for all Certified Public Accountants (CPA-US)
  • 20 CPD credit for all Chartered Professional Accountant (CPA Canada)

Our Certificate

Business Development for Accounting Firms is a course covering a comprehensive approach for the business development of accounting industry firms and professional practices such as CPA, Canadian-CPAs, CMAs, and ACCA. This 19.5 CPE Certificate Course takes the ideas of business development and its development from its very basis such as communication, communication methods for awareness, sales, and understanding the customer’s approach. With the expertise in Tax, Sales & business development, management, and leadership the speaker Ty Hendrickson pushes to the modern day necessary skill development that are essential for modern day accounting professionals. This Certificate Course ensures practical example-driven understanding that provides the practical approach of the learning process through vast coverage and years of experience as a practitioner from the author.


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Frequently Asked Questions

Know more about our processes and how we work, with the helo of the following FAQs.

This online CPE Certificate Course covers important aspects like the basics of business development, building prospect list, building and managing sales pipeline, negotiating terms, marketing strategies for the success of small firms, building firm loyalty, and important steps to improve the accounting business.

With about two-decade of rich experience from speaker Ty Hendrickson, this certificate course will enable you to master the business development skills. You will be able to apply these skills to achieve better credibility for yourself, your business, and with exceptional client services.

Certificate course is created by a qualified and experienced instructor(s). myCPE Certificate Courses includes Self-study Courses. Most of the courses are in the form of On-demand Videos. The Self-study Video courses in Certificate courses may be Live recorded presentations converted into Self Study (On-Demand Videos).
You can take your time and attend the course at your own pace. You can take exam unlimited time. So, don’t worry, if you are not able to pass an exam. You will be getting a chance to attend the exam again.
After completion of each course of this certificate course, you will be able to download a certificate with the course title and number of hours. Certificates, as well as your study records, are stored for life and you can access them anytime. Certificates are valid proof for your continuing education credits and you can also add it as an additional designation.
Once you register you will have complete access to all the courses of this certificate course. The self-study format allows you to access the material online 24x7 and study at your own pace.
As per NASBA guidelines, you have one year from date of purchase of your certificate to complete each program. After completion of each course, you can attend final exam 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% in the final exam and you can take multiple attempts of the said exam.
Our video player tracks & stores the watch time and will show you in the progress bar. But you make sure that you don’t fast forward or manually try to move the progress bar. If you have fast forwarded the video or tried to manually move the progress bar of the video. System wouldn’t capture your watch time. So please, let the video go on its own. However, being on-demand video you can pause and play and whenever you want and you can watch it in pieces. It will pick up from where you left off. So, for a self study courses you will have to
1. Complete the entire video 100%.
2. Answer all the review questions correctly. The review questions are at the bottom of the same page where you are viewing the course video.
3. Once you have watched the whole video and answered all the review questions, the Final Quiz will open up. You need to score more than 70% in the Final Quiz to avail your CPE credit. Multiple attempts are allowed for submitting Review and Final Quiz questions.
4. Once you have completed the Review and Final quiz questions, you shall be able to download the credit certificate from the ‘My Certificates’ section. Kindly ensure you have allowed Multiple File download from your web browser to download all certificates.
5. You can download individual certificate from your "Account" as well as from this page once you complete a particular courses. Also, you can download "Consolidated Certificate" from the package page or from your account.
A Self-study course is a recorded video (If it’s a recording of a live course you may see polling questions appearing on the screen. You do not need to answer the polling questions and just let the video play). Do not fast forward. If you fast forward, we may not be able to capture your watch time and you may be required to watch it multiple times. In order to avail your credits for the self-study course, you need to answer the review questions correctly and complete the entire video. Once you have done that, the Final Quiz will open up in which you need to score a minimum 70% to qualify for the credit. You can attempt multiple times for answering the review questions and Final quiz questions. Once you have completed the Review and Final quiz questions, you shall be able to download the credit certificate from ‘My Certificates’ section.
If neither of the above cases works, please drop an email to or contact our support team through live chat support.
The evaluation form will be sent to attendees in the next 24 hours after passing the final quiz with at least 70% marks. Kindly note that the evaluation form will only be available to attendees who remained logged in till the end of the course and answered all the polling questions.
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"For some, Continuous Education is a compliance that helps them to renew their licenses. For some, it’s a worthwhile learning experience that keeps them and their firm up-to-date by taking valuable insights from continuing education courses / courses. At myCPE, we believe in providing quality continuing education beyond CPE credits. myCPE, the first ever web & mobile CPE/CE platform has launched a path-breaking social initiative “1 Credit = 1 Meal” under which we donate one meal to an underprivileged for each credit earned by a professional on our Platform. Check out our “1 Credit = 1 Meal” Timeline."