Leveraging Advisory Service to Drive Service and Revenue
This intensive seminar is for firms wanting to position and monetize advisory services for better client service and a healthier bottom line. Get the basic tools to begin selling advisory services as part of your business relationship new and prospective clients.
For almost 20 years, Miller has been building his firm with a focus on meeting client needs beyond compliance work, and with a business consultancy mindset. When he became self-employed in 1993, Paul found resources for tax planning, business structure/entity optimization and overall business coaching difficult to find. After founding Business By Design in Edina, Minn., his goal was to help other entrepreneurs and small businesses be more tax-efficient and make smarter business decisions, in addition to providing traditional accounting firm services.
Today, Miller has developed a firm that provides high-margin business coaching, tax planning and asset protection services for small businesses, employing many of the same tax planning strategies that larger firms offer. This creates a trusted advisor relationship with his clients, builds multiple income streams for his firm and establishes the firm’s unique value proposition. Whether it’s tax savings, business transition guidance or equity building strategies, clients see the value Business by Design delivers — thereby virtually eliminating the client fee pressure situations many accounting firm find themselves in today.
The firm employs a unique “team” approach that pairs his own entrepreneurial expertise with a highly trained and diverse staff that includes accountants, CPAs, enrolled agents, paralegal and administrative staff to provide high-level, results-oriented services to their clients. Miller’s focus on progressive use of technology to drive firm efficiency and better serve clients, coupled with his consultative approach to helping business clients, has positioned Business by Design as a firm of the future.
Will Hill, Product manager, Thomson Reuters
Serving as a Product Manager in the Tax Professionals segment of the Thomson Reuters, Will has been with Thomson Reuters since 2001. Presently, he focuses on helping firms make the transition to being advisory focused through the development and growth of Practice Forward. He is also responsible for the development of the AuditWatch and TaxWatch services.
His varied background with firms of all sizes and specialties provide a solid foundation for business process‐oriented training and consulting. In 2006, Hill was recognized as the CSM Implementation Specialist of the Year. He was named to the CPA Practice Advisor 40 under 40 list in 2015 and 20 under 40 in 2018.
In his time at Thomson Reuters, Hill has developed many different educational classes and consulting offerings. Included in this is the Practice Forward service offering. He is also a periodic blog contributor on the CS. ThomsonReuters.com website. He holds an MBA with a concentration in Leadership Studies from Baker College and a BA, majoring in both Business Administration and Economics, from Alma College.
CPE hours: 6
8:30 - 8:40 a.m. - Kickoff with Speaker and Topic Introduction
8:40 - 10 a.m. - Monetizing Services
- Beyond Doing Advisory Work – Creating Your Advisory Service Offerings
- Offering Compliance Services in the Context of an Advisory Relationship
10 - 10:15 a.m. - Morning Break
10:15 - 11:45 a.m. - Communicating Value
- Prospects/New Clients – Starting Well
- Existing Clients – Re-shaping Relationships
11:45 - 12:15 p.m. - Lunch Break
12:15 - 1:15 p.m. - Developing Best Practices
- Their Role in Value Delivery
- Their Role Internally to Knowledge Transfer
1:15 - 1:25 p.m. - Afternoon Break
1:25 - 2:35 p.m. - Growing Services Across the Client Lifecycle
- Changing with the Customer
- Sharing the Client Story Internally
- Anticipatory Client Service
2:35 - 2:45 p.m. - Closing Remarks