This document provides an overview of marketing an employee benefit plan (EBP) audit niche practice. It discusses the value of EBP audit marketing, how to get started by developing prospect lists and defining success metrics. It also reviews traditional marketing strategies like direct mail, executive telemarketing, and follow up processes. The presentation emphasizes developing a marketing foundation through a dedicated website section and brochure, as well as best practices like creating a compelling message and leveraging market disruptions through consistent follow up efforts.
Digital Success Masterclass presentation at Queensland Multicultural Centre (Brisbane) by Alexei Kouleshov, Kylie Chown and Megan Winter. For more information, visit https://yews.com.au
Tips and Tricks to Speaker Program Management - ScarlinoScarlino01
Understand how to establish an effective speaker program or make the most of the program you already have in place. Learn how to evaluate events, craft speaker proposals that resonate with conference mangers and keep track of deadlines and details.
Powerful Proposal Presentations: How to Influence Executives and Win the ProjectMBO Partners
As independent consultants, you know how important it is to deliver a compelling presentation to executives when competing to win a project.
Presentation expert Dave Underhill will show you how to understand the executive mindset, organize your ideas for maximum impact and break through to executives during proposal presentations.
This webinar will sharpen your communication skills and build your confidence -- increasing the chances that your proposal will be chosen.
Find more resources for independent professionals at www2.mbopartners.com/ic-resources
Jim isn’t a hands-on social media tactician but knows just enough to keep asking questions of his team to ensure brand communications are integrated across all channels with measurable results. Hear how a new team was built, was injected into a formerly tech-phobic DMO, and is developing cohesive destination marketing connections while building credence, buy-in and confidence from the Board, visitor-industry partners and the community. Through Q&A, he’ll speak with SoMeT delegates to find ways they they can demonstrate to leadership and stakeholders the value of presence in all communication channels.
Jim unwittingly began his tourism career during a summer job as a Welcome Center attendant working for Indiana’s Clark-Floyd Counties Convention & Tourism Bureau – having now come full circle, returning home and to a role with that same CVB.
In between, he marketed a mid-west ski area, was marketing manager and then director of Ohio Tourism, and VP Marketing at the Providence Warwick CVB. He returned to his native Southern Indiana first to lead the Harrison County CVB and now back home at what is known as the Sunny Side of Louisville. He and his wife Sandy have two daughters and run a Doc Popcorn franchise in Louisville.
Digital Success Masterclass presentation at Queensland Multicultural Centre (Brisbane) by Alexei Kouleshov, Kylie Chown and Megan Winter. For more information, visit https://yews.com.au
Tips and Tricks to Speaker Program Management - ScarlinoScarlino01
Understand how to establish an effective speaker program or make the most of the program you already have in place. Learn how to evaluate events, craft speaker proposals that resonate with conference mangers and keep track of deadlines and details.
Powerful Proposal Presentations: How to Influence Executives and Win the ProjectMBO Partners
As independent consultants, you know how important it is to deliver a compelling presentation to executives when competing to win a project.
Presentation expert Dave Underhill will show you how to understand the executive mindset, organize your ideas for maximum impact and break through to executives during proposal presentations.
This webinar will sharpen your communication skills and build your confidence -- increasing the chances that your proposal will be chosen.
Find more resources for independent professionals at www2.mbopartners.com/ic-resources
Jim isn’t a hands-on social media tactician but knows just enough to keep asking questions of his team to ensure brand communications are integrated across all channels with measurable results. Hear how a new team was built, was injected into a formerly tech-phobic DMO, and is developing cohesive destination marketing connections while building credence, buy-in and confidence from the Board, visitor-industry partners and the community. Through Q&A, he’ll speak with SoMeT delegates to find ways they they can demonstrate to leadership and stakeholders the value of presence in all communication channels.
Jim unwittingly began his tourism career during a summer job as a Welcome Center attendant working for Indiana’s Clark-Floyd Counties Convention & Tourism Bureau – having now come full circle, returning home and to a role with that same CVB.
In between, he marketed a mid-west ski area, was marketing manager and then director of Ohio Tourism, and VP Marketing at the Providence Warwick CVB. He returned to his native Southern Indiana first to lead the Harrison County CVB and now back home at what is known as the Sunny Side of Louisville. He and his wife Sandy have two daughters and run a Doc Popcorn franchise in Louisville.
Hazeltine National Golf Club’s Proven Strategy that resulted in Over 150 New Members
Like many private clubs, Hazeltine felt the impact of the “Great Recession”; declining membership and pressure to increase wedding and event revenue. With the emergence of content marketing, social media and SEO, Hazeltine, together with StoryTeller, became one of the first private clubs in the country to turn its website into a dynamic lead generation tool.
Join Ed Heil and Ruth Glaser, former Director of Sales and Marketing for Hazeltine, for a 45-minute webinar as they uncover the proven strategy that led to a 65% increase in event business, 60% increase in tournament revenue and over 150 new members across all membership categories.
Sales Prospecting 101 - Module 3: How to Hone in on Your Ideal ProspectSalesScripter
Your time is the most valuable asset that you have as a sales person. Your ability to protect it by minimizing the amount of time you spend with prospects that have a low probability to purchase will improve your probability for success.
In order to be able to identify the bad prospects, it can help to have a picture of what a good prospect looks like. In other words, what an "ideal prospect" looks like.
This is the Ideal Prospect module and it focuses on helping you to figure out what the prospects look like that you should be spending your valuable time with.
Are you looking for proven strategies, tools and programs to create an inspired workplace? According to a recent poll by the Greater Cleveland Partnership board of directors, two out of three companies identified recruiting and retaining a qualified workforce as a top business challenge.
This slide deck was used in a presentation that is available in the Training section at Business901.com. Using a structured approach, such as the Lean thinking tool of A3, the mind remains open, enabling one to examine each element of the decision or problem separately or systematically, and sufficiently, ensuring that all alternatives are considered. The outcome is almost always more comprehensive and more effective than the instinctive approach.
Your unique value proposition is one of the most critical components of your entire business. You will win more customers and boost revenues if you craft a UVP that incorporates business value and personal value.
Presented to The Kitchen Table Network 1st April 2014. Presenting to like minded business women. 6 steps to having more time, more money and a team that does what you want
Lots of businesses blog. But very few are blogging in a strategic way that drives leads, sales opportunities, and revenue.
In this interactive workshop on How to Blog Your Way to SMART Goals, we'll review how strategic blogging fits in with the Inbound methodology and goal setting for visitors, leads, revenue, and ROI.
Hazeltine National Golf Club’s Proven Strategy that resulted in Over 150 New Members
Like many private clubs, Hazeltine felt the impact of the “Great Recession”; declining membership and pressure to increase wedding and event revenue. With the emergence of content marketing, social media and SEO, Hazeltine, together with StoryTeller, became one of the first private clubs in the country to turn its website into a dynamic lead generation tool.
Join Ed Heil and Ruth Glaser, former Director of Sales and Marketing for Hazeltine, for a 45-minute webinar as they uncover the proven strategy that led to a 65% increase in event business, 60% increase in tournament revenue and over 150 new members across all membership categories.
Sales Prospecting 101 - Module 3: How to Hone in on Your Ideal ProspectSalesScripter
Your time is the most valuable asset that you have as a sales person. Your ability to protect it by minimizing the amount of time you spend with prospects that have a low probability to purchase will improve your probability for success.
In order to be able to identify the bad prospects, it can help to have a picture of what a good prospect looks like. In other words, what an "ideal prospect" looks like.
This is the Ideal Prospect module and it focuses on helping you to figure out what the prospects look like that you should be spending your valuable time with.
Are you looking for proven strategies, tools and programs to create an inspired workplace? According to a recent poll by the Greater Cleveland Partnership board of directors, two out of three companies identified recruiting and retaining a qualified workforce as a top business challenge.
This slide deck was used in a presentation that is available in the Training section at Business901.com. Using a structured approach, such as the Lean thinking tool of A3, the mind remains open, enabling one to examine each element of the decision or problem separately or systematically, and sufficiently, ensuring that all alternatives are considered. The outcome is almost always more comprehensive and more effective than the instinctive approach.
Your unique value proposition is one of the most critical components of your entire business. You will win more customers and boost revenues if you craft a UVP that incorporates business value and personal value.
Presented to The Kitchen Table Network 1st April 2014. Presenting to like minded business women. 6 steps to having more time, more money and a team that does what you want
Lots of businesses blog. But very few are blogging in a strategic way that drives leads, sales opportunities, and revenue.
In this interactive workshop on How to Blog Your Way to SMART Goals, we'll review how strategic blogging fits in with the Inbound methodology and goal setting for visitors, leads, revenue, and ROI.
Research and feedback has indicated that Solution Providers want to become better leaders and managers, especially as they transform into cloud and online services. Managing costs, sales effectiveness, and execution are more critical in a cloud focused practice than the traditional on premise business model. This session was crafted to support accelerated leadership within the Solution Provider community:
• Sales Manager’s guideline to optimize sales meetings
• First time sales management training tips
• How to manage your sales manager!
• Leadership vs management-know the difference
• Utilizing emotional intelligence to help guide your sales team
• What ratio managers are measuring now
• 5 ideas to increase the sales professionalism of your team
http://www.ingrammicrocloud.com
What does CRM mean to you? Attendees heard about current obstacles and best practices. In addition, the Director of Business Banking at ESL Federal Credit Union talked about their CRM journey and what their ideal future state looks like. Learn how NextGen can fit into your CRM plans.
http://www.bocahug.com Learn how to drive more highly-targeted traffic to your website, differentiate by arriving earlier in the sales cycle, protect your pricing power and margins, convert more of the right decision makers into highly-qualified leads, and accelerate the sales cycle with fewer labor-intensive sales touchpoints. The topic is valuable for all marketers, not just HubSpot users.
Everyone has an opinion about their website, but the bottom line is that it’s either performing or it’s not. Many times the problem is far bigger than red versus blue or how you choose stock photos. The problem with an under-performing website is its inability to:
• Clearly start the sales conversation
• Provide a clear path to conversion
• Lead visitors through content that matters to them
This presentation provides direction on important metrics you need to consider before you agree to change anything on your website.
Becoming a Best Place to Work: The Six Strategies That Every Great Employer F...Xenium HR
Looking to attract the top talent of your industry? Great! So does everyone else. It’s never been more important to develop a holistic HR strategy that will attract and retain great employees. Whether you need a total overhaul or you’re just missing a few key elements, this webinar will help you get started. Join us as we discuss the six critical elements of top-notch HR strategy.
CSCMP 2014: Kimberly-Clark: What's in a Name S&OP or IBPAlyssaVallie
Most companies have implemented some form of S&OP but few have really integrated the S&OP process into the business planning/financial process. This session will discuss S&OP as we know it today, the benefits and shortcomings of the traditional supply/demand review and how Integrated Business Planning will help your company gain cross functional alignment to move your business to the next level.
Zero to 100 - Part 7: The Role of the CEODavid Skok
Zero to 100 is a learning program from David Skok. It is a detailed instruction manual for how to take your startup from zero to $100m, with a particular focus on the area of building a go-to-market machine. So many of today’s founders come from a product or technical background, and have never been involved with sales and marketing. Right after starting their venture, they are hit with the huge problem of how to build their go-to-market organization and processes. It breaks the journey down into 9 steps, and explains why it is crucial not to skip steps in this journey in the rush to get ahead. The major emphasis of the course focuses on building a repeatable, scalable and profitable growth machine. Once you have that in place, you are ready to hit the gas and scale like crazy.
To see videos of the presentations, click here: https://www.forentrepreneurs.com/matrix-growth-academy-zero-to-100-videos/
Similar to Marketing Your Plan Audit Practice (20)
Learn about the steps CPA and accounting firms can take to integrate marketing and search engine optimization for optimal results. Focuses on topics such as content development and keyword suggestions.
Learn about the steps that accountants, CPAs and accounting marketers can take to develop their local SEO including free assessment tools to see where to get started.
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Presentation given at the 2011 PICPA Benefit Plan Audit Conference in Lancaster, PA. Practical strategies for marketing your benefit plan audit niche in the digital medium.
Taurus Zodiac Sign_ Personality Traits and Sign Dates.pptxmy Pandit
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"𝑩𝑬𝑮𝑼𝑵 𝑾𝑰𝑻𝑯 𝑻𝑱 𝑰𝑺 𝑯𝑨𝑳𝑭 𝑫𝑶𝑵𝑬"
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www.seribangash.com
A Memorandum of Association (MOA) is a legal document that outlines the fundamental principles and objectives upon which a company operates. It serves as the company's charter or constitution and defines the scope of its activities. Here's a detailed note on the MOA:
Contents of Memorandum of Association:
Name Clause: This clause states the name of the company, which should end with words like "Limited" or "Ltd." for a public limited company and "Private Limited" or "Pvt. Ltd." for a private limited company.
https://seribangash.com/article-of-association-is-legal-doc-of-company/
Registered Office Clause: It specifies the location where the company's registered office is situated. This office is where all official communications and notices are sent.
Objective Clause: This clause delineates the main objectives for which the company is formed. It's important to define these objectives clearly, as the company cannot undertake activities beyond those mentioned in this clause.
www.seribangash.com
Liability Clause: It outlines the extent of liability of the company's members. In the case of companies limited by shares, the liability of members is limited to the amount unpaid on their shares. For companies limited by guarantee, members' liability is limited to the amount they undertake to contribute if the company is wound up.
https://seribangash.com/promotors-is-person-conceived-formation-company/
Capital Clause: This clause specifies the authorized capital of the company, i.e., the maximum amount of share capital the company is authorized to issue. It also mentions the division of this capital into shares and their respective nominal value.
Association Clause: It simply states that the subscribers wish to form a company and agree to become members of it, in accordance with the terms of the MOA.
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Protection of Members: It protects the interests of the company's members by clearly defining the objectives and limiting their liability.
External Communication: It provides clarity to external parties, such as investors, creditors, and regulatory authorities, regarding the company's objectives and powers.
https://seribangash.com/difference-public-and-private-company-law/
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2. Speaker Introduction
Brian D. Swanson
• MBA in Finance & Accounting
• 16 Years in Accounting Marketing
• Experience at Big 4 & Regional CPA Firms
• 11 Years Marketing Experience - EBP Audits
• SEMPO Certified in Search Engine Marketing
3. Agenda
• Benefit Plan Audit Marketing
• Value of Benefit Plan Audit Marketing
• Getting Started
• Developing Your Plan
• Traditional Marketing Strategies
• Putting It Together
5. Value of EBP Marketing
• New Avenue of Entry for Approaching a
Prospect
• Creates a Pipeline of Immediate, Short and Long
Term Opportunities.
• Most will Consider Firms that Have a Niche
Practice.
• Opens the Door to Other Opportunities
9. Traditional Marketing
• Allows For Engagement with Prospect in
“Sanitized” (Peaceful) Environment
• Specific Prospect Segmentation & Targeting
• Direct Call to Action
• Easier to Measure Impact/Engagement
• Effective When Combined With Digital Marketing
11. Marketing Foundation
• Is There a Section on the Website Dedicated to
the EBP Audit Niche?
• Does the Information Address Prospect
Concerns?
• Is There an Explanation of the Value Your Firm
Offers?
• Discussion on Why Prospects Should Switch?
18. Telemarketing Process
• Create/Segment Prospect List
• Identify the Proper Target Contact
• Develop/Enhance Direct Mail Program
• Conduct Executive Telemarketing
• Ongoing Professional Follow Up
19. Create/Segment Prospect List
• Total Plan Participants
• Total Plan Assets
• Plan Year End
• Physical Location
• Current Plan Auditor
Target Plans That You Have References to Support!
20. Identify the Proper Contact
• CEO
• CFO
• President
• Director of Human Resources
• Controller
• Director of Benefits
Any of These May Be the Decision Maker!
21. Develop the Message
• Expertise – EBPAQC, AICPA, PCPAOB
• Service
• Partner Contact
• Well Trained Staff
• Reasonable Fee Structure
High Quality Audits are Assumed!
22. Conduct Executive Telemarketing
• What’s the Process?
• Who Should Make the Calls?
• Develop a Flex Script
• How Often Should Calls Be Made?
• Follow Up – It’s VERY Important
• They’re Interested – Now What?
Ask for the Opportunity to do Business!
23. Executive Telemarketing Outcomes
• Not Interested
• Mildly Interested - Request Information
• Interested but Not Right Now - Request Follow
Up (At a Later Date)
• Immediately Interested - Interested in
Speaking with a Partner
24. Professional Follow Up
• Be Sincere and Professional
• One Follow Up Call is Not Enough
• Lack of Response Does Not Mean Lack of
Interest
• Prospects are Busy Just Like You
• “Being There” At the Right Time is Critical
25. Putting It Together
• Market the EBP Niche Specialty
• Develop an Integrated Marketing Plan
• Combine Digital Programs with Traditional
• Have An Established Foundation
• Conduct Regular Marketing Activities
• Keep It Simple to Start
26. Best Practices
• Create A Compelling Message
• Research the Prospect List
• Have A Polished Print & Digital Collateral
• Target Companies Using Large Firms
• Leverage Disruptions in the Marketplace
• Be Consistent & Professional In Follow Up
Every Firm Conducts Effective Audits – Not a Differentiator
The purpose of this presentation is to benefit all of you. As a result, I encourage you to ask thoughtful questions or comment during the presentation. However, there will be some limited time at the end of the presentation for questions.
What is EBP Marketing? -Benefit Plan Audit Marketing is An Approach that ONLY Promotes and Educates Clients, Prospects and Referral Partners About the Firm’s Plan Audit Practice
Discuss how EBP Marketing opens the doors to other opportunities. Give an example of how it is a very valuable tool when marketing to companies you want to do work with. It provides a service experience and let’s you get to know each other. The off year end opportunities gives you a chance to audit plans that do not have a 12/31 year end. In these rare cases the firm can locate opportunities which may present billable work during traditionally slow audit times.
It is important to understand that if your firm is ONLY marketing the firm on the digital medium them you are missing the boat. Most firm’s are now focusing on digital marketing and paying less attention to traditional marketing. This is an opportunity to seize a less crowded traditional marketing channel. While other firms focus mainly on digital take the chance to combine them both.
To be successful you can not view niche marketing as digital or traditional. They are essentially both playing different positions on the same team. To win each needs to be doing their job properly.
The three traditional marketing methods we will discuss today include building your marketing foundation, direct mail and then executive telemarketing. The first two are programs that have to be executed firm wide, but they are effective so I think it’s important to discuss them in some detail. Networking is an individual “sport” so it’s something that you can leave here today and start doing on your own. In all cases, these activities will have a positive impact on your plan audit niche marketing efforts.
It’s important to remember that change can be a difficult thing for most of us. Now consider you are a CFO who is thinking he/she may need to make a change…how do your foundational marketing items speak to what their concerns/fears/pain points, etc? Change is not easy!!!
This is taken from the Eisner Amper website. There is a dedicated page that discusses only their plan audit practice. If someone visiting their website comes looking for information on the plan audit practice it is clear from this set up and level of detail that the firm is quite familiar with benefit plan audit marketing.
Direct mail is a common form of direct marketing, and may be employed by for-profit businesses, charities and other non-profits, political campaigns, and other organizations. Advertisers often refine direct mail practices into targeted mailing, in which mail is sent following database analysis to select recipients considered most likely to respond positively
Focused Targeting – Unlike several digital methods that involve the sending of messages out to a mass (often times unqualified audience), direct mail allows you to send a focused and targeted message to prospects that you know have a need for the service you are offering. Through advanced list segmentation the previous statement becomes even more accurate. Audience Access – Although more and more executives are going online and even searching for services online, direct mail ensures that you will be able to reach that % of your prospect audience that does not actively use the Internet for professional purchases. Generally speaking, the older the executive the less likely they are to be searching online for a service provider. Minimal Investment –Physical Connection – Consider the example of getting paid by check vs. direct deposit. Easy ROI Measurement Options – Unlike digital marketing where there are only a few options, in direct mail there are several types of items you can send through the mailer. Consider the items we discussed on the last slide as a starting point.
Here are some examples of benefit plan audit mailers (postcards) that Flashpoint has designed for clients and sent out to their prospect list. These are used in the Fall and Winter time to solicit new business. While not all direct mailers should be designed to directly solicit new business they should be professionally designed, ask the prospect to think about their situation, and have a call to action. Other examples of direct mail pieces include an ERISA KEN doll and an ERISA calendar. Just other examples to
Executive Telemarketing is not business to consumer telemarketing typified by calling someone at their home in the middle of dinner. Rather it is business to business telemarketing, designed to connect with key decision makers to educate them about your plan audit service. Most executives have a neutral to positive attitude about receiving professional cold calls.
These are the five pieces of information you should use when developing a new prospect list or database. It is important to look at:
You will have better luck in larger companies speaking with a controller or director – typically the higher up the corporate ladder, the more difficult it will be to connect with someone personally – often reaching a dead end with their receptionist or general inquiry voicemail!
There are four possible outcomes from executive telemarketing:Not InterestedRequest Information *Request Follow Up At A Later DateInterested In Speaking With a PartnerConnect the prospect with partner/audit manager as quickly as possible.
Examples of integrating digital and traditional marketing campaigns – blog and direct mailTwitter billboards and direct mail
Every firm says they give good customer service, they have high quality audits and they are professional – those are all a GIVEN… in your firm’s message you should try to stand out – what makes you REALLY stand out against your competition?