We recently updated our systems. If you’re having trouble or something isn’t working quite right, please tell us about it.

20SS-0050: Surgent's Making Rain -- Client Service and Selling to Prospects (Audit Skills Training - Level 7) (Self-Study)

Date Valid for one year from purchase date
Format On-Demand
CPE credits CPE 3.0
of study
Communications and Marketing - Non-Technical (3.0)
Standard Member Fee $54.00
Standard Nonmember Fee $54.00


It costs more money to develop a new client than to simply retain an existing one. While a CPA firm with longevity needs to continuously develop new business to replace departing clients, a proper balance of marketing efforts should be divided between existing clients and prospects. This module provides tips and techniques for ensuring that your firm has the capacity to grow and expand its book of business in a healthy way.

Who should take this program?

Accountants retaining existing clients and developing prospective new clients

Major subjects

  • Continue marketing to existing clients
  • How to better connect with existing and prospective clients
  • Motivating prospective clients to engage with your firm
  • Methods for building value perceptions with existing and prospective clients
  • Differentiating your firm from the competition, including translating features into benefits
  • Handling objections and closing a sale

Learning objective(s)

  • Discuss the importance of continuously marketing to retain existing clients
  • Describe best practices for marketing to prospective clients
  • Explain what differentiates your firm and its services from the competition


Course code Code 20SS-0050
Sponsor Surgent
NASBA ID#: 103212
Level Advanced
Format On-Demand
Prerequisites Prereq. Experience with audit, tax, or other engagements
view cart

Search CPE catalog

Event code

Advanced search
View all CPE programs