Business Development Academy

Code: BDA

Date Wednesday, July 25, 2018
Time 8:30am - 11:40am
Central Time
Location Minnesota Society of CPAs
1650 W 82nd St Ste 600
Bloomington, MN 55431-1458
Map & directions
CPE credits CPE 21.0
of study
Communications and Marketing - Non-Technical (21.0)
Instructor Art Kuesel
Kuesel Consulting, Inc.
Standard member fee $1,495.00
checkmarkStandard nonmember fee $1,795.00

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As a CPA, your clients are your top priority. You deliver on-target strategies and services, ensuring your clients are on the right path. But who’s navigating for your firm? Who’s ensuring those clients stay with your firm, and finding new clients to fill the pipeline? Here’s a hint: this is truly your job. To do it well, you need strong business development skills.

In this program, join your peers on a unique six-workshop journey to strengthen your personal business development acumen. Gain the in-demand skills you need to bring in new clients, generate more revenue, accelerate your career and deliver more value to your firm. Get hands-on practice performing specific tasks that reinforce the learning and build positive business development habits into your everyday routine. Emerge with a personalized business development plan to help you bring in more business for the rest of your career.

Who should take this program?

CPA firm partners, managing partners and sole practitioners; CPA firm managers, high-potential young professionals and those on the path to partner; business leaders, practice leaders and marketing leaders who wish to contribute more to business development; CPA firm marketers who wish to support and reinforce business development skills within the firm

Major subjects

  • Workshop 1 (July 25) -- Building Your Personal Business Development Plan and Client Development:
    Components of a strong personal business development plan, what clients truly want from you, creating client relationship depth and breath, and leveraging the client circle of influence.
  • Workshop 2 (Aug. 28) -- Cross-Serving Existing Clients and Asking for Referrals:
    The who, what, when, where and why of cross-serving clients with additional services; and how to successfully ask for referrals from existing clients.
  • Workshop 3 (Sept. 24) -- Referral Source Mastery:
    Where to find the best referral sources, how to develop and maintain referrals, and how to nurture and increase your referral pipeline.
  • Workshop 4 (Oct. 30) -- Creating a Strong Personal Brand and Networking for Success:
    How to build and maintain a strong personal brand that attracts new business, strategies and tactics to network more effectively, and how to start and maintain conversations with clients and prospects.
  • Workshop 5 (Nov. 30) -- Excelling at the Sales Process:
    The professional services sales process, how to execute effectively on the discovery process, how to create meaningful value propositions, and how to communicate value propositions with prospects.
  • Workshop 6 (Dec. 18) -- Business Developer Panel and Prospecting:
    How to identify ideal prospects, how to create more new business opportunities for yourself, and real-world insights from two CPA firm partners who incorporate personal marketing and business development into their everyday routine.

Learning objective(s)

  • Understand effective strategies and techniques in personal business development
  • Build confidence in your skills through practice and implementation


Course code Code BDA
Sponsor MNCPA
NASBA ID#: 139884
Level Advanced
Format Group Live
Prerequisites Prereq. Five or more years of experience in public practice, or equivalent professional experience, recommended.
Your registration includes all six Business Development Academy workshops. Some workshops require pre-work, such as reading or completing a worksheet.