Academic journal article Journal of Accountancy

Planning Client Seminars Checklist

Academic journal article Journal of Accountancy

Planning Client Seminars Checklist

Article excerpt

Client seminars are an effective means of practice development, bringing clients, prospects and referral sources together and building closer relationships. Here are tips for planning and running a successful seminar.

DEVELOPMENT TEAM

Form a development team and appoint a coordinator. Assign enough people to ensure sufficient attention to detail. The team's initial responsibilities are to make the following decisions:

* What area will the seminar focus on and what related topics will be discussed? Topics should be timely, directly related to the needs of invited clients and focused on specific problems and solutions.

For example, if you decide to target clients involved in venture capital investments, possible topics could include tax planning for closely held corporations, cash management, financial analysis and planning for small to medium-sized businesses.

* Who will be the discussion leaders? Select leaders from within the firm or outside experts known by the firm's partners and staff who can highlight chosen topics by discussing personal experiences and presenting case studies.

* What size will the seminar be? The number of participants should be limited to a group that can be handled easily the facility and discussion leaders and that will permit easily developed relationships - usually about 20 people.

In selecting participants, include only those interested in the seminar's topic, blending clients, prospects and referral sources.

DETAILED ARRANGEMENTS

Next, detailed arrangements must be made regarding where and when the seminar will take place:

* Arrange for the chosen hotel room or other conference facility. …

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