This webinar discusses best practices for accounting firms to implement CRM systems for business development. It covers establishing a CRM structure, developing a business development culture and playbook, optimizing cross-selling, managing referrals, and enhancing proposals. Attendees will receive CPE credits and need to provide 4 keywords from the presentation to receive their certificate. The presentation is about 1 hour long and questions can be typed into the webinar panel.

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

8. The State of Competition in the Accounting Profession

9. Scoring Yourself – The 5 Minute Test

11. The Ideal CRM Structure
CRM
Email
Web Site
Documents
Practice
Management
Marketing
Automation

12. Why Does the Plumbing Matter?

14. Business Development 101

15. Not Everyone Has Sales Talent

17. What Makes Business Development Hard?

18. How do you develop a Game Plan?

20. If You Build it They Will Come

22. Building Your Net

24. You Depend on It, But Do You Measure It?

26. Engagement Letters & Proposals Should Not Be Manual

28. Carrot or the Stick?

30. Assessing Your Current Situation
Organizational Strategy
Technology
Business
Objectives
Technology Strategy
Existing
Capabilities
Technology
Gaps
Implementation
Technology Training

31. 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