Targeted Prospecting – Success in Attracting New Clients to the Firm | CPA Leadership

Targeted Prospecting – Success in Attracting New Clients to the Firm
November 13, 2025 @ 1-1:50pm ET

After 25 years of helping CPA firms market for new client relationships it is really clear to us that firms that focus all of their prospecting efforts on a specific target market are more successful than firms that don't. Mid-sized CPA firms have to work with relatively small marketing and sales budgets which puts a lot of pressure on spending the dollars the right way in order to gain high quality new clients. Focus is a tough concept for the industry. It is tough to convince firm leadership to cast a small net in the middle of a school of ideal prospects vs. casting that huge net in the lake that had a few good catches but a lot of stuff you don't really want to work with. This webinar will address best practices in effective targeted prospecting.

Who Should Attend

Managing Partners
Niche market leaders
All partners that have growth responsibility
Partners in training

Learning Objectives

Define prospecting in the context of the overall sales cycle
Understand the different types of prospecting activities and how to identify the things that will work most effectively to accomplish your growth goals for new clients
Learn the strategies for working with a fixed and small dollar marketing budget to get the best ROI
Understand the business need for focus.

Presenter: Larry Bildstein, CEO of The Whetstone Group

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ADDTIONAL INFORMATION
Instructional Delivery Method: Group Live Internet-Based.
The instructional method is lecture with active group participation and visual aids.
CPE Credit: 1
Field of Study: Business Management & Organization
Prerequisite: None
Program Level: Basic
Advanced Preparation: None
Cancel at any time for a full refund.

CPA Leadership Institute, Inc. is registered with the National Association of the State Boards of Accountancy (NASBA) as a sponsor of continuing professional education on the National Registry of CPE Sponsors. State boards of accountancy have final authority on the acceptance of the individual courses for CPE credit. Complaints regarding registered sponsors may be addressed to the National Registry of CPE Sponsors, 150 Fourth Avenue North, Suite 700, Nashville, TN, 37219-2417. Web site: www.nasba.org.

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WEBINAR: NOVEMBER 13, 2025

WEBINAR: NOVEMBER 13, 2025

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