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Using value pricing: Your guide to getting the optimal price for
your accounting services
by Mark Wichersham, FCA
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Schedule

Every month focuses on a specific time and aspect of your business

Speaker: Dianna Thorne

Where are all the good staff? Where are all the bookkeepers, accountants and even admin staff? Stats show we are at a 40 year low for unemployment, so the applicant pool is small. Learn some methods that can result in new hires coming to you or you approaching them instead of you hoping someone will just apply.   What will make your job offer irresistible? 

Sep 24

1PM EST

1 hour

Register

Speaker: Dianna Thorne

No physical office or room left at the office? Find out how to hire staff that can work for you virtually. Find out how to:

  • Find, interview and hire – getting the best person no matter where they live and you work
  • Interact and collaborate with them in new ways
  • Track their work
Can it work for you? Find out. The reduced overhead cost may mean you can hire more experience!

Sep 27

1PM EST

1 hour

Register

Speaker: Andrew Wall

For many accountants and bookkeepers, sales and marketing are the most difficult part of their job. However, if you want to own and run your own practice you must learn to market and sell your services. Over the last 20 years, I have attended conferences, hired sales trainers, read countless books and worked hard to continually perfect our sales process. Today our practice employs a variety of tactics to attract and retain over 100 corporate tax clients each and every year. While I don’t pretend to have all the answers I would like to share with you the strategies that we have developed over the last few decades.

The specific tools and technologies that we use to attract and retain clients have changed greatly over time, however, the core principles we have used to grow our practice have not. Growing your practice, no matter what strategies and tools you implement must focus on these core principles.

  • Identify and attract your audience
  • Nurture or retain your audience
  • Close and wow your customers
During this webinar I will share with you the specific strategies that we use today for each of these core components.

Oct 11

1PM EST

1 hour

Register

Speaker: Kellie Parks

Make it easy so it gets done!

Cloud accounting is marvelous for creating real time data to provide your customers with agile information they can use use to grow and prosper. But this ideal environment can only exist if they have effective communication and sharing processes with you. This is a collaborative relationship and you can only “do for them what they have provided for you”. And the easier you make for them the more likely they are to accomplish their tasks.

Setting yourself up for success is about managing expectations and having clear processes more than it is about the apps you choose.

In this session we will talk about the importance of templating and automating your communications, providing clear directions for document sharing and setting expectations around how & when communications and work will be conducted.

Oct 17

1PM EST

1 hour

Register

Speaker: Jennifer Bauldic

You only get one chance to make a first impression. In business, it is that first interaction where the customer often makes a snap decision on who you are and what it will always be like to work with you. In this webinar, you will learn some easy to implement strategies to re-engage your existing customers which will spill over and become your habit with all new customers. We will talk about how to:

  • Inject energy into a stale client relationship by improving communication
  • Uncover new opportunities with existing customers
  • Learn how to actively listen and ask engaging questions to better understand and deliver on your client’s needs

Oct 30

1PM EST

1 hour

Register

Speaker: Susan Watkin

Working with your business clients throughout the year is not just for compliance purposes. Planning throughout the year and into the future, especially as you approach their fiscal year-end, helps you prepare your clients for income tax time. Incorporations and sole-proprietors are different types of businesses and have different planning needs. How will their business earnings affect the business owner? Should they be an employee or plan for dividend? As you work on the books throughout the year, keep an eye on what is coming and what decisions they can make for their business that could impact their bottom and their tax burden.

Nov 6

1PM EST

1 hour

Register

Speaker: Mike Di Lauro

If there’s one lament almost every accounting professional makes, it’s about not having any sales skills. Yet we practitioners, where our key focus isn’t on sales, still have something that most sales and marketing professionals don’t have. And that’s a strong relationship with our client base. In this one-hour webinar we’ll discuss:

  • How to leverage that strong relationship
  • Why you should do so
  • The win-win that benefits you and your clients.

Nov 8

1PM EST

1 hour

Register

Speaker: Tammatha Denyes

There is a life cycle to every business. Birth, growth, stabilization, and the retirement or death of the business. At the end of the life cycle, our general expectation is not to walk away, but to recoup the lifeblood that we have invested and earn a profit too. Cloud based tax planning and advisory service business owners have the same expectations as their non-cloud based counterparts and have one or two advantages that position their businesses as ideal purchases for buyers. Join us and learn how you can successfully position and prepare to sell your cloud based, forward thinking business when you are ready to retire.

Nov 15

1PM EST

1 hour

Register

Speaker: Brad Clemainis

A common complaint heard when talking to prospective clients is that their existing accountant and/or bookkeeper is just there for the money. Outside of the periodic work for the client, they’re not there to help grow the business. Clients want more than a bill at the end of the month or year, they want advice on how to leverage their financial information to help their business in a number of ways beyond simple accounting. Advisory services are not only profitable for the firm, but it is a great way to strengthen the relationship with your clients.

Dec 10

1PM EST

1 hour

Register

Speaker: Tammatha Denyes

Value pricing. You have heard these two words bantered about. But how can you implement value pricing in your practice? How do you introduce and sell your already existing customers to the merits of this change? Let’s take the time to learn how to value price a customer using true to life examples and tips on how to convert your existing customers to your new way of thinking. As a bonus for all attendees, we will close with additional “value adds” that will not only allow you to increase your price on a yearly basis, but up-sell and increase the value of each contract with each customer.

Dec 11

1PM EST

1 hour

Register

Speaker: Andrew Wall

The Accounting and bookkeeping world is in an era of change. There are a number of macro trends that will have a huge impact on our industry. You can chose to sit back and watch these changes take place or you can opt to transform your business to leverage this changes. In this session we will cover the top ten industry trends and how they will impact your business.

Dec 13

1PM EST

1 hour

Register

Speaker: Tanya Hilts

Getting past client objections can be a stumbling block for our industry working in the cloud. Especially when it comes to talking to clients about gaining access to their banking information through the applications we use, including QuickBooks Online bank feeds. Concerns about security, password and what information will be visible are all objections. Join Tanya Hilts for this hour long webinar to gain insight and guidance on the most common client objections and how to turn them around. Learn how to predict the objections so you can address them before the client even has a chance to present them to you.

Jan 24

1PM EST

1 hour

Register

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