Winter Meetings of the Profession

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Business Development [clear filter]
Thursday, January 24

10:05am PST

Business Development Breakaway I - Scoring Points with the Process-Driven (aka "RFP") Buyer
What do you do when you receive an RFP from a prospect that says you cannot meet with anyone from the company and any questions must be submitted via email? All the sales techniques you’ve mastered around building rapport, identifying needs and selling custom solutions are seriously restricted, maybe forbidden. This session will look at the five common objections / challenges in these scenarios including procurement lockdown, pricing with limited info and access, and competing with the incumbent.
Attendees will also hear:
  • Why buyers cage sellers in an RFP process (it’s not always what you think it is)
  • How to get unstuck (includes pre-positioned networks, differentiated proposals, go / no-go: when to walk away) Benchmark lessons from your 2018 RFP results
  • Suggested action items for 2019

Thursday January 24, 2019 10:05am - 11:15am PST
Surf C

11:20am PST

Business Development Breakaway II - Negotiation Strategies & Tactics for BD Success
Everyone negotiates every day. Negotiations can be as simple as where to have dinner, when to take a vacation, what is an appropriate quote for the business, or who is the best person to lead the negotiations process to win the business. In a world where clients and prospects drive harder than ever before for the lowest price, how do business developers and their firms increase the perceived value of their products, services, and technological expertise? This session provides sales professionals with proven negotiations tools and techniques to help position yourself and the firm to ask for, negotiate and receive the highest value for your products and services. This seminar will help client-facing professionals handle pricing pressures and reduce discounting, while shortening sales and negotiation cycles. Different negotiating styles and approaches will be presented and discussed to help attendees recognize when to stand firm, take a softer position, or perhaps even walk away. It also explores how to use the negotiation process to create “stickiness” and enhance customer loyalty, which often helps to maintain better ongoing relations with customers.

Thursday January 24, 2019 11:20am - 12:30pm PST
Surf C

1:30pm PST

Business Development Breakaway III - The Power of Pricing
In this practical, information-packed 2 hours, BDEs, marketing professionals, and CPA-firm partners unpack five big concepts within Michelle's Advanced Pricing MethodologySM. For each, you’ll learn the rationale behind it, and then discover multiple ways to leverage the power of pricing for your practice:
Key Concepts:
1. Certainty in Price
2. Never Price Alone
3. Your Firm’s Role in Clients’ Worth Perception
4. Revenue Models for CPAs & Consultants
5. Critical Price Variables

Attend this session and gain the competitive advantage:
• Explore the psychological and financial benefits when you provide tiered, 3-option pricing in advance.
• Learn how to bring more impactful, truly holistic approaches (can you say effective cross-selling?) to the majority of your new customers (and old) without seeming pushy.
• Discover keys to breaking out of the “just another vendor” role into a true business-advisor role, from day 1 of a client relationship.
• Change from firm-centric to customer-centric in your positioning for a more effective sales approach.
• Take away at least 5 different revenue models that your firm can use right away.
• Learn tips for better defining scope, in writing, to reduce the amount of work you write off, month after month.

Thursday January 24, 2019 1:30pm - 3:30pm PST
Surf C

4:00pm PST

How Well Do You Really Know Your Business Development Professionals?
Psychometric Assessments have been a mainstay in the recruiting arena for decades, but they haven’t always been used to their optimal capacity. In this interactive session, participants will learn the dos, and don’ts, of leveraging assessments to hire the best BD talent available. They will also understand how to best leverage these valuable tools to effectively manage their existing BD professionals to support their goals and growth success. All participants will leave the workshop with tools they can immediately put into practice in their organizations and will have the opportunity to complete a complimentary assessment to reinforce the value they bring to effective leadership!

Thursday January 24, 2019 4:00pm - 5:15pm PST
Surf C
Friday, January 25

8:00am PST

Centers of Influence: The X Factor in Business Development
In today’s world, we’re hyper-connected, just one or two clicks away from virtually any decision maker or center of influence. But what determines our business development success isn’t the quantity of those connections. It’s the quality of the relationships we create. In professional services, relationships with key centers of influence can accelerate your results and help you earn more high-value clients. The core messages of this program include:
  • The key elements of high-value relationships.
  • The centers of influence you need to build to accelerate your BD opportunities.
  • Gaining access to those centers of influence, knowing what value to provide, and earning more traction with them.
  • Specific online and offline strategies that will grow your strategic relationships and influence. 

Friday January 25, 2019 8:00am - 9:15am PST
Surf C

9:30am PST

Building a Thriveable "Sales" Function
Sales are at the core of CPA firm growth. Your past sales have gotten your firm to where it is today, but you are most concerned about what they will look like in the future. This session will look at how to build a successful sales engine, what the players look like, and the best short and long-term processes for this function to thrive at your firm. We will shine a light on topics such as the culture necessary for business developers to succeed, director and senior manager engagement, pipeline management, breaking down silos, sharing successes internally, accountability and much more. Don’t leave sales to chance. Improve the way you manage the process, and you’ll increase your personal and firm-wide win rate.

Friday January 25, 2019 9:30am - 10:45am PST
Surf C
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