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Concurrent Session I

December 14, 2017, 1:45pm–3:00pm

Talent Track

The Mindset Changes to Becoming a Destination Employer

Presented by Sandra Wiley

The key to retention, attraction and ultimately winning the war for the best talent is to build a culture that will make you a Destination Employer. When your culture is on track, talent will be pulled to you like a magnet. In this session we will: - Learn best practices from the top firms in the profession - Provide a checklist of what you should be doing now. - Identify your challenges, and specific steps to change your culture

Technology & Innovation Track

The Business Transformation Playbook

Presented by Jim Boomer, & Arianna Campbell

This session will focus on how firms can transform from compliance to advisory services including the technology platform for transactional, compliance and advisory services. Learn about the required mindsets, skillsets and toolsets.

Growth Track

Acquirers' Side Perspectives on M&A

Presented by Allan Koltin, David Stende, Jeffrey Weiner, & Richard Kopelman

Are you looking to expand your firm's geographic reach? Maybe you'd like more market visibility. Perhaps you've been considering a merger or acquisition. But, how do you identify a good candidate? What attributes define a good match? How do you ensure a successful integration? What other variables are there to consider? This session features firm leaders that have been active in the area of CPA firm mergers and acquisitions. Sharing with you their insight into the complex process of merging or acquiring, our panelists represent firms of different sizes, geographies and service areas. Join them as they share the pitfalls they've encountered, the trials they've overcome and the successes they've celebrated.

Executive Level Marketing Track

Designing Your Client Experience

Presented by Ryan Suydam

Every firm has strategic clients—those clients who keep the lights on and staff busy. Sure, our best clients deserve special attention, but are we really delivering on that promise? Client Empathy Mapping helps your service teams anticipate the questions, needs, thoughts and feelings of your strategic clients. Armed with these insights, you will discover how to design a client experience that delights and assures your best clients stay put for life. During this highly-interactive session, we will create a Client Empathy Map together, giving you first-hand practice on the critical must-haves for the process. You will quickly recognize opportunities to differentiate with a uniquely tailored service and to spot the exact concerns that need to be addressed in delivery. We’ll also discuss ways to extend your empathy map into a more robust “journey map,” marketing’s role as the “journey facilitator” and how “instant empathy” can help you gain buy-in to the process with other leaders in your firm. Come learn how a client experience plan enables you firm to deliver a more satisfying result to the client every time; driving retention while also increasing new revenue.

Business Development Track

Cross Selling Strategies to Drive Growth & Satisfaction

Presented by Allan Tetley

How do we stop leaving money on the table at our hard won clients? We win a big engagement, yet we still leave other potential opportunities for our competitors to swoop in and land work we could provide. This session will delve into new ideas and approaches to better cross sell our services. This lively, interactive session is full of immediate take a-ways you will be excited to start implementing at your own firm. Cross selling ideas discussed include: · Friday Morning Calls - A simple in concept that takes a consistent execution in order to win. · Whitespace Reports – How do we take data we have and apply it to fill in this report? How do we leverage our teammates as Whitespace Guru’s. · CRM Data - How can we use it more effectively to create data-driven client service needs? · Value Report – How to use it to both drive new growth, but also greatly enhance our client’s satisfaction. It can be a huge differentiator is a field of similarities!