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ETHICAL CLIENT ACQUISITION: Ethical Strategies for attracting and retaining great clients

CLIENT ACQUISITION (Ethical) – 2.5 Hours

Level

Intermediate / Senior

Length

2.5 Hours including 1 hour of Ethics Content

Instructor

Bruce Fern, M.Ed

Who Should Attend?

Professionals in public practice and who engage with clients or customers

Overview

This course is for Accounting Professionals who want to improve their skills in engaging with clients or customers, including how to proactively manage the client acquisition cycle to attract more of the right clients, more quickly. Professionals will learn effective client acquisition techniques and how to apply proven client acquisition practices in a way that is consistent with the International Code of Ethics for Professional Accountants.

You will learn how to build client rapport, build your personal credibility and brand as an Accountant, and create the foundation for deepening your business relationship with the client over time.

For those seeking a more meaningful learning experience, the course includes "Wisdom Points" - challenging statements about your internal level of confidence and emotional intelligence that affect your relationships with clients at every stage of the client acquisition cycle.

Content

LEARNING OUTCOMES: In this course you will learn

  1. Identify and manage the 5 stages of the client acquisition cycle.
  2. Apply the International Code of Ethics for Professional Accountants at every stage of the client acquisition cycle.
  3. Establish trust and credibility with clients before, during and after the initial meeting.
  4. Identify the 4 elements of your personal brand and how to create them.
  5. Recognize and apply the 3 variables that shape the acquisition cycle.
  6. Identify 3 ways to make persuasive recommendations to prospective and current clients.
  7. Ask clients for a commitment to take the next step.
  8. Investigate and understand clients' deeper and unexpressed needs.
  9. Techniques to identify the 4 types of concerns that clients may have and how to address them.
  10. Identify and apply the 4 steps to renew and expand your client relationship.

EXPERT INTERVIEWS:

  • Saskia Muller, CPA, CGA Managing Partner, Galloway Botteselle & Company, Vancouver, BC
  • Josh Zweig CPA, CA, Partner, Co-Founder, LiveCA, Toronto, ON
  • Brian Caswell, CPA Partner of Caswell & Associates, Phoenix, NY

Prerequisite

None.

SAICA members and associates