CPA Firm Best Practices for Business Development with CRM

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1. Live Webinar: We will begin shortly Webinar Audio: You can dial the telephone numbers located on your webinar panel. Or listen in using your microphone or computer…
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  • 1. Live Webinar: We will begin shortly Webinar Audio: You can dial the telephone numbers located on your webinar panel. Or listen in using your microphone or computer speakers. CPA Firm Best Practices for Business Development With CRM
  • 2. CPE Process 4 Keywords will be provided during the session today. 1. Write them down during the session. 2. After the session you will receive a sign up sheet (single or multiple attendee) in the follow up email along with an evaluation form. 3. Write the 4 key words down on the sign up sheet and either fax or email the sign up sheet and evaluation based on the information on the sign up sheet. 4. If submitted by email CPE certificates will be returned to that email address and if faxing form indicate an email for the certificates. CPE Credits are provided under State of Texas License. Please verify that your state will accept Texas CPE Credits.
  • 3. Danny Estrada, MBA – CRM Practice Director  20 Years in CRM  CRM Magazine Columnist  Practical CRM Blog  Contributor for Accounting Today  BloggerforAccounting Web Today’s Presenters
  • 4. Webinar Details • Presentation is roughly 1 hour • All phone lines are muted • Type your questions into your “questions box” located at the bottom of your webinar panel
  • 5. 250+ Business Technology Architects and Consultants ERP/ Accounting CRM & Marketing Automation HRMS/ Employer Solutions BI, Analytics & Reporting Road Mapping & Strategic Planning Business Process Review IT & Managed Services Cloud Services Document Management Nonprofit Solutions Web Development & e-Commerce Sister Company Payment Processing SWYPE Sister Company Ecosystem
  • 6. Today’s Agenda  Competition in the Accounting Profession  Proper CRM Structure  Business Development Culture  Establishing a Business Development Playbook  Nurturing Staff on Business Development  Cross-Sell Optimization  Referral Management  Enhancing Engagement Letter/Proposal Process  Accountability  Q&A
  • 7. The State of Competition in the Accounting Profession
  • 8. Scoring Yourself – The 5 Minute Test
  • 9. The Ideal CRM Structure CRM Email Web Site Documents Practice Management Marketing Automation
  • 10. Why Does the Plumbing Matter?
  • 11. Business Development 101
  • 12. Not Everyone Has Sales Talent
  • 13. What Makes Business Development Hard?
  • 14. How do you develop a Game Plan?
  • 15. If You Build it They Will Come
  • 16. Building Your Net
  • 17. You Depend on It, But Do You Measure It?
  • 18. Engagement Letters & Proposals Should Not Be Manual
  • 19. Carrot or the Stick?
  • 20. Assessing Your Current Situation Organizational Strategy Technology Business Objectives Technology Strategy Existing Capabilities Technology Gaps Implementation Technology Training
  • 21. Thank You For Attending! For additional information, please contact me (or your Net@Work Account Manager) Danny Estrada | Net@Work CRM Practice Director Phone: 800-719-3307 Ext. 1749 destrada@netatwork.com sgarrity@netatwork.com
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