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Building a Prospect List

  • Accountant
  • CPA (CA)
  • CMA
  • CPA (US)
  • CA - ICAEW
  • ACCA
  • CA - Ireland
  • CA - Scotland
  • CPA - Ireland
  • CFIRS
  • CWS

Published: November, 2021

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Before starting this self study program, please go through the instructional document.

  • Course Description
  • Course Qualification
  • Presenter
  • FAQ

Course Description

Overview

  • Prospect sales process sales funnel pipeline
    6 mins
  • Who is your ideal client?
    13 mins
  • Understanding your ideal client
    18 mins
  • Circle of influence
    28 mins
  • Business journals & other online searches
    50 mins

Course Description

Business Development is crucial to the health of CPA firms and an important factor in the track to partnership for individuals. 

The first step in the process of gaining new business is understanding prospecting. 

Prospects are one of the greatest keys to increasing revenue but unfortunately, many accounting firms are struggling to grow their prospect lists. Oftentimes, this struggle comes from not knowing how to grow a prospect base in a way that generates results.

This CPE course covers prospecting from start to finish.

While it’s tempting to think that everyone needs your service, in reality, working off this assumption will inevitably lead you down what one call’s the “make no money” path. 

In your attempt to serve everyone, you will end up doing serious damage to the people who need you most. The services you create won’t hit their mark with your clients, and you’ll continually find you’re attracting the wrong people. 

In other words, in your efforts to serve everyone, you’ll end up serving no one!

Before you can look for new prospects, it is important to start from the beginning and determine who your ideal client is. 

Once this has been determined, the speaker of this CPE webinar Ty Hendrickson will discuss how you should review where to find these ideal clients and the importance of building a prospect list by covering the following major topics:

  • How to determine your ideal client?
  • What clients should you avoid?
  • Understanding your ideal client.
  • How to build a prospect list?
  • Understanding the breakdown of the prospect list.
  • Understanding your circle of influence.

Learning Objectives

  • 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.

Recommended For

  • This Online CPE webinar is recommended for CPAs, CMAs, Accounting Firms and Other Individuals interested in learning strategies for business development and revenue growth including those currently in firm leadership or those striving towards a leadership role.

Who Should Attend?

  • Accountant
  • Accounting Firm
  • Accounting Managers
  • Chartered Accountant
  • CPA (Industry)
  • CPA - Mid Size Firm
  • CPA - Small Firm
  • CPA in Business
  • Entrepreneurial CPA
  • Forensic Accountant
  • Senior Accountant
  • Staff of Accounting Firm
  • Young CPA

Course Qualification

Webinar Qualifies For

  • 2 CPD Credit for Chartered Professional Accountant (CPA Canada)
  • 2 CPE Credit of Communications & Marketing for Certified Public Accountants (CPA-US)
  • 2 CPE Credit for Certified Management Accountants (CMA)
  • 2 CE Credit for Certified Fiduciary & Investment Risk Specialist (CFIRS)
  • 2 CE Credit for Certified Wealth Strategist (CWS)
  • 2 General Credit for Accountant/Bookeeper
  • 2 CPD Credit for CA - ICAEW
  • 2 CPD Credit for Chartered Accountants - Ireland (CAI)
  • 2 CPD Credit for Chartered Accountants - Scotland
  • 2 CPD Credit for CPA - Ireland
  • 2 CPD Credit for Chartered Certified Accountants (ACCA)

Additional details

  • Course Level :
    Basic
  • Credits :
    2
  • Instructional Method :
    QAS Self Study
  • Pre-requisites :
    None
  • Advance Preparation :
    None

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MY-CPE LLC (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: www.NASBARegistry.org.

Presenter

About Presenter

Ty Hendrickson, CPA (US)

Consultant, Inovautus Consulting

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.


About Company

Inovautus Consulting

inovautus.com/

Growing a professional services firm today is about more than just great marketing and effective business development. It includes the right people, too. Inovautus Consulting was founded on the belief that effective marketing strategy and execution combined with acquiring and retaining key talent is the foundation of growing a professional services firm. We work with accounting firms, law firms, financial planning firms, and other service-based businesses that operate in a multi-owner environment. I invite you to learn more about what we do and welcome you to check out our blog and resources section for tools that can help you grow.

Faq

FAQs content

  • To receive Continuing Education credit for the event, you must register for the webcast prior to the start of each program.
  • Continuing Education Credit Certificate is available to all eligible participants within 24 hours of each webinar.
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  • Our courses meet the global Continuing Professional Development (CPD-IES7) Standard for Chartered Accountants with International Education Standard 7 (IES 7) set by The International Federation of Accountants (IFAC), the International Accounting Education Standards Board (IAESB) and the Association of Chartered Certified Accountants (ACCA). Based on our accreditation by existing IFAC members and affiliates, we believe learners can count their professionally relevant, verifiable learning activities on myCPE, including taking on demand courses and attending live webinars, toward fulfillment of their verifiable CPD-IES7 requirements. However, if there is any question, we recommend that the individual learner confirm with his/her professional licensing organization before taking myCPE courses for CPD-IES7 credit.
  • You can manage your continuing education certificates and credits through your certificate dashboard which is available when you are logged in to your account (LOGIN)
  • As an accredited provider of Continuing Professional Education in the United States, myCPE online learning platform, courses, and webinars meet the requirements set forth by the Institute of Management Accountants (IMA), an IFAC Member Organization, as well as the National State Boards of Accountancy (NASBA) and the Institute of Internal Auditors (IIA), both IFAC Affiliates. As well as it has been approved by NASBA, Internal Revenue Service (IRS), Certified Financial Planner Board (CFP Board), California Tax Education Council (CTEC), Society of Human Resource Professional (SHRM), Human Resource Certification Institute (HRCI) and many more.Therefore, we believe learners can count their professionally relevant, verifiable learning activities on myCPE, including taking on demand courses and attending live webinars, toward fulfillment of their verifiable continuing education requirement as CPD-IES7 requirements. However, if there is any question, we recommend that the individual learner confirm with his/her professional licensing organization before taking myCPE courses for CPD-IES7 credit.
  • myCPE Courses are taken by : CPA | CMA | CFE | CIA | CPA(Yellow Book)| CFP | CFA | CPA (Govt.) | EA | CRTP | MRTP | ORTP | ABV | CITP | CVA | PFS | CFF and others.

Ratings and Review

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AK

Alvin Katz, CPA (US)

Jun 1st, 2022

A great presentation

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