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Pre-Conference Concurrent Session II

January 18, 2017, 2:20pm–3:20pm

WiE Winter League Track Hosted by Winding River Consulting

We Win When our People Grow: Rethinking Learning and Development and Building and Growing Winning Teams: new Practices for Team Building

Presented by Evan Ishida

This session will cover two condensed topics: We Win When Our People Grow: Rethinking Learning and Development We know it is important to establish a learning environment in our firms where various methods of learning and development are recognized, supported, and measured. However, most firms still emphasize training and coursework that meet continuing education requirements. Firms that win have highly engaged teams with which they can learn faster and work smarter to create value for clients. Research shows that a key ingredient of employee engagement, retention, talent attraction, and innovation is the ability for employees to learn and develop. Specifically, the best firms create environments where employees are continuously connected and learning together in ways that allow them to deliver results in their current role and grow into new roles. In this brief, interactive session, we will preview the learning infrastructure and mindset needed to support learning and development in a fast changing landscape. You will practice a learning exercise that they can use throughout the Winning is Everything conference. We’ll also illustrate our more in-depth session that will be delivered as part of the new Managing Partner Bootcamp. Building and Growing Winning Teams: New Practices for Team Building The health and strength of a team is the most important differentiator for a winning business.The best teams will create the best solutions for clients and the best work environments for employees. What makes a great team? How do you build a great team? This short, experiential, session will serve as a preview for the new Managing Partner Boot Camp by providing an overall framework for team building. You will learn the business value of establishing, growing, and supporting healthy teams. Research shows that the best teams communicate equally, demonstrate empathy, and learn about each other’s strengths by sharing stories. You will identify a new habit that you can take back to your firm to help you strengthen your own teams.

AAM Marketing Track

Building Your Marketing Technology Stack

Presented by Mishel Justesen, Caitlin Lacher, & Catherine Seitz

You firm has invested significantly into technologies to manage the firm and service clients. How do you build upon these to implement a technology stack that will allow you to build client relationships and develop new leads? And how can you leverage data from these technologies that may not communicate with one another to align strategies? In this presentation, three firms will present what marketing technologies they use, how they integrate and the value derived from each. You will then be able to ask them questions that may help you build your own technology stack.

AAM Business Development Track

Good Questions Sell Better than Great Answers

Presented by Jon Reesman

Learn what prospects and clients want from today’s professional service providers. This interactive session gives seasoned sales veterans and CPAs the top five to 10 key questions to use for a disciplined approach to selling. The facilitator will provide guidance on when to use them to make you and your firm more successful closing deals. Key nuggets of wisdom will be delivered for immediate use back in the office. Using interactive exercises and role plays with the aid of music and videos, attendees will learn how to win more deals. Partners in Charge of Growth, BDEs and Marketing Executives will benefit from Jon’s years of experience from sales coaching at CPA firms.