Business Applications, Communication, and Practice Management

Tips to Avoid Bias and Advocacy

Wednesday, June 20
10:10 a.m.–11:50 a.m.
2 hours CPE (2 Personal Development)
Experts are an integral part of the litigation process. In complex litigation, the credibility of an expert witness can have a significant impact on the outcome of the case. Experts are professionally and ethically bound to be objective and independent. Unfortunately, there are more and more practitioners advocating for their clients. Cases have been won, not on the technical merits of the analysis, but on the persuasiveness of the expert.

This interactive session will include a presentation followed by a break out into small groups to collaborate on strategies to defend against an opposing expert’s opinion. This will be followed by a discussion using real examples and strategies attendees can use in their own practice.

Learning Objectives:

After completing this session, attendees will be able to:

• Differentiate between a skilled opposing expert and an advocate
• Identify opposing expert's strategies used to undermine their testimony
• Recognize actions that make them appear to be an advocate
• Identify key steps they can take to demonstrate their independence
• Analyze an opposing expert's opinion and develop useful tools to clearly communicate disparities in their opinions
• Identify key strategies to manage council and clients' expectations to remain objective and independent

Who Should Attend:

Practitioners, attorneys, and professionals who are expert witnesses or want to extend their services into the litigation support field.

Program Level and Prerequisites:

Intermediate: Learning activity level that builds on a basic program most appropriate for individuals with detailed knowledge in an area.

Advanced Preparation:

None

Cyndi Livermore

Cyndi  Livermore

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Rebekah Smith

Rebekah  Smith

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Selling Yourself—Tips for Marketing Your Skills and Services

Wednesday, June 20
12:50 p.m.–1:40 p.m.
1 hour CPE (1 Business Management & Organization)
Based on decades of creating viable businesses, the presenter has developed a "hands-on" session that provides practical tips for creating and/or expanding one's business. There will be checklists, strategies, and other information that will guide attendees through the requisite steps to develop a viable business.

Learning Objectives:

After completing this session, attendees will be able to:

• Identify the key elements for an effective business plan
• Describe how to prioritize steps for developing and implementing a viable business strategy
• Modify any existing business plan to enhance the probability for expanding a practice
• Design a viable plan, which attracts clients and illustrates how they will benefit

Who Should Attend:

Practitioners, CPAs, experts, attorneys, and business owners.

Program Level and Prerequisites:

Basic: Learning activity level most beneficial to individuals new to a skill or an attribute.

Advanced Preparation:

None

Nancy Neal Yeend

Nancy Neal  Yeend

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Future-proof Your Marketing—Winning in a Changing World

Wednesday, June 20
2:00 p.m.–2:50 p.m.
1 hour CPE (1 Communications and Marketing)
The presenter will address today’s changing marketplace and what firms are doing to survive, thrive, and position themselves for future success. Here are the topic that will be addressed:

• Automation—Automation is driving commoditization. Learn what others are doing to add greater value to their offering.
• Changing buyer behavior—Today’s buyers are more demanding than ever. The fastest growing, most profitable firms are using continuous research and learning to stay ahead of a rapidly moving market.
• Expectations of transparency—Buyers are going online and using social media to go further in the selection process before they contact a firm. Firms need to be transparent and demonstrate value in all channels to avoid getting ruled out before an initial conversation.

Learning Objectives:

After completing this session, attendees will be able to:

• Identify specific threats to the future of the financial and accounting industry
• Explain how the buyer of yesterday differs from the buyer of today and tomorrow
• Recognize the importance of developing and maintaining a robust digital presence

Who Should Attend:

CEOs, CPAs, attorneys, practitioners, consultants.

Program Level and Prerequisites:

Overview: Learning activity level that provides a general review of a subject area from a broad perspective.

Advanced Preparation:

None

Lee Frederiksen

Lee  Frederiksen

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Identification of Overbilling in Professional Service Firms

Wednesday, June 20
3:10 p.m.–4:50 p.m.
2 hours CPE (1 Auditing, 1 Business Management & Organization)
Hourly billing practices often give rise to fee disputes between the professional and the client. As this common billing approach relies upon staff to self-report their time each day and for their line managers or invoicing partners to scrutinize said hours before invoices are sent out, firms that do not maintain sufficient internal controls and/or that enable an unmonitored or unethical culture run the risk of invoice padding, work churning, or even billing for time spent preparing the bills. In this session, the presenters explore the techniques that forensic accountants can employ to identify these types of billing practices and how an analysis of the billing detail can reveal departures from professional standards.

Learning Objectives:

After completing this session, attendees will be able to:

• Recognize and describe those indicators that overbilling may be taking place
• Explain the role of a firms' culture in how billing is handled
• Identify the professional standards governing the work underlying billing within professional service firms
• Facilitate satisfactory resolution of fee disputes through analysis and understanding of the reasonableness of the fee vis-a-vis the value of the services rendered

Who Should Attend:

Valuation consultants, CPAs, business owners, and anyone looking to gain knowledge about this topic.

Program Level and Prerequisites:

Intermediate: Learning activity level that builds on a basic program most appropriate for individuals with detailed knowledge in an area.

Advanced Preparation:

None

Michael Kaplan

Michael  Kaplan

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Jeff Neumeister

Jeff  Neumeister

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How to Turn the Practice You Have Into the Practice You Want

Thursday, June 21
10:10 a.m.–11:50 a.m.
2 hours CPE (2 Communications and Marketing)
Our marketplace is more competitive, our clients are more empowered, and our value is less obvious. The commoditization of our work has left us competing with do-it-yourself websites that provide cheap valuation solutions, making our audience of prospects, clients, and referral sources think this is all we have to offer.

The solution is creating an action plan that builds your authority…and this session will show you what to do and how to do it. Why? Because authority is your competitive advantage. And within your practice area or industry niche, it stems from possessing specialized knowledge and advancing your unique perspective, being known for that expertise, and getting recognized for it.

Learning Objectives:

After completing this session, attendees will be able to:

• Identify the four (4) symptoms of practice breakdown and success
• Describe how buyers of BVFLS services find experts like us today
• Create a 1-sentence value proposition that distinguishes them from their competition
• Identify the three communication pillars that build authority
• Develop their own authority-building action plan

Who Should Attend:

This session is for newly-credentialed members just getting started OR long-time professionals feeling “stuck” in their current practices … and looking for specific “what, why, and how” strategies to accelerate their practice growth.

Program Level and Prerequisites:

Update: Learning activity level that provides a general review of new developments.

Advanced Preparation:

None

Rod Burkert

Rod  Burkert

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The Best of the Best Engagement Letters

Thursday, June 21
12:50 p.m.–1:40 p.m.
1 hour CPE (1 Communications and Marketing)
This is a one of a kind session that is specifically designed to enhance the attendee's ability to draft a complete and proper engagement letter. This unique session will teach the attendees what to include in their engagement letters to protect them and their firms from potential major problems and disasters that can occur later in the engagement. Learn from the personal experiences of the presenter—both good and bad—that will be shared in this session.

Learning Objectives:

After completing this session, attendees will be able to:

• Identify how to customize their engagement letters to comply with NACVA and AICPA standards
• Describe proper language that is crucial in the engagement letter to ensure their firm is properly protected and to optimize control on the engagement from the start to finish

Who Should Attend:

Any financial professional who wants to learn how to write an amazing engagement letter.

Program Level and Prerequisites:

Basic: Learning activity level most beneficial to individuals new to a skill or an attribute.

Advanced Preparation:

Previous training or experience with the fundamentals of accounting, finance, economics, and business writing.

Glenn Block

Glenn  Block

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Making the Break—Transitioning to Full-time Litigation and Valuation

Thursday, June 21
2:00 p.m.–2:50 p.m.
1 hour CPE (1 Personal Development)
Should you? Can you? Are you ready? What needs to happen before you do that? What are you waiting for? What should you be waiting for? Are you"expert" enough? How long will it take to be "successful?" What is the worst that can happen? These questions and more will be answered from the perspective of someone who did it. This will be a very practical discussion that will assist you in making that big decision to commit all your time and resources to a career in valuation and litigation consulting. This will not be a session persuading anyone to go full-time. It will be an examination of the questions and for some will motivate them to make the break, and for others it will affirm that part-time is right for them.

Learning Objectives:

After completing this session, attendees will be able to:

• Identify opportunities and choices regarding the level of commitment to litigation and valuation consulting
• Describe the elements that will affect the success of making the break
• Create an action plan to pursue starting right after the session is done, at the conference, and after the conference
• Identify if the session affirms, for some, that they should not "make the break'

Who Should Attend:

Anyone who is involved in valuation and litigation consulting on a part-time basis.

Program Level and Prerequisites:

Overview: Learning activity level that provides a general review of a subject area from a broad perspective.

Advanced Preparation:

None

Chris Hamilton

Chris  Hamilton

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The Best of the Best Engagement Letters

Thursday, June 21
2:00 p.m.–2:50 p.m.
1 hour CPE (1 Communications and Marketing)
This is a one of a kind session that is specifically designed to enhance the attendee's ability to draft a complete and proper engagement letter. This unique session will teach the attendees what to include in their engagement letters to protect them and their firms from potential major problems and disasters that can occur later in the engagement. Learn from the personal experiences of the presenter—both good and bad—that will be shared in this session.

Learning Objectives:

After completing this session, attendees will be able to:

• Identify how to customize their engagement letters to comply with NACVA and AICPA standards
• Describe proper language that is crucial in the engagement letter to ensure their firm is properly protected and to optimize control on the engagement from the start to finish

Who Should Attend:

Any financial professional who wants to learn how to write an amazing engagement letter.

Program Level and Prerequisites:

Basic: Learning activity level most beneficial to individuals new to a skill or an attribute.

Advanced Preparation:

Previous training or experience with the fundamentals of accounting, finance, economics, and business writing.

Glenn Block

Glenn  Block

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Being a Powerful Expert Witness

Thursday, June 21
3:10 p.m.–4:50 p.m.
2 hours CPE (1 Management Services, 1 Business Law)
You never get a second chance to make a good first impression. Being an effective expert witness requires more than understanding business valuation methods. Being a powerful expert witness requires understanding the litigation process, the art of cross examination, and subtle techniques of persuasion. Daubert challenges can result in the expert not being permitted to present testimony. In over 44% of the Daubert challenges, CPAs and financial experts were denied the opportunity to even present testimony of business value. This session will explain powerful testimony techniques and explain the litigation process with special emphasis on surviving a Daubert challenge. Being a powerful expert witness requires skills of persuasion.

Learning Objectives:

After completing this session, attendees will be able to:

• Identify risks of Daubert challenges and how to successfully avoid being excluded from presenting testimony
• Develop testimony techniques to present an opinion of value in a persuasive manner
• Explain the litigation process and how to answer questions on cross examination
• Present business valuation analyses in cogent and simple terms necessary for a jury's understanding
• Differentiate between effective direct examination testimony and ineffective testimony
• Prepare and handle complex cross examination questions and avoid being discredited by conflicting testimony

Who Should Attend:

Business valuation practitioners who want to be successful in practice likely will be called upon to present an opinion of value in court at some time in their careers. Anyone who wants to develop a litigation support proficiency will greatly benefit from this session. CPAs, business valuation practitioners, attorneys, and teachers of business valuation classes should attend for the information presented on being a powerful expert witness.

Program Level and Prerequisites:

Intermediate: Learning activity level that builds on a basic program most appropriate for individuals with detailed knowledge in an area.

Advanced Preparation:

None

Alan Zipp

Alan  Zipp

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Making the Break—Transitioning to Full-time Litigation and Valuation

Friday, June 22
8:00 a.m.–8:50 a.m.
1 hour CPE (1 Personal Development)
Should you? Can you? Are you ready? What needs to happen before you do that? What are you waiting for? What should you be waiting for? Are you"expert" enough? How long will it take to be "successful?" What is the worst that can happen? These questions and more will be answered from the perspective of someone who did it. This will be a very practical discussion that will assist you in making that big decision to commit all your time and resources to a career in valuation and litigation consulting. This will not be a session persuading anyone to go full-time. It will be an examination of the questions and for some will motivate them to make the break, and for others it will affirm that part-time is right for them.

Learning Objectives:

After completing this session, attendees will be able to:

• Identify opportunities and choices regarding the level of commitment to litigation and valuation consulting
• Describe the elements that will affect the success of making the break
• Create an action plan to pursue starting right after the session is done, at the conference, and after the conference
• Identify if the session affirms, for some, that they should not "make the break'

Who Should Attend:

Anyone who is involved in valuation and litigation consulting on a part-time basis.

Program Level and Prerequisites:

Overview: Learning activity level that provides a general review of a subject area from a broad perspective.

Advanced Preparation:

None

Chris Hamilton

Chris  Hamilton

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The Truth, the Whole Truth—Storytelling and Persuasion

Friday, June 22
8:00 a.m.–8:50 a.m.
1 hour CPE (1 Business Law)
As every seasoned litigator knows, the best story wins. Stories are the ultimate tools of persuasion—the emotional glue that connects you to the jury. The facts may be on your side, but they are not enough; you need to frame them in a compelling narrative so that juries do not just listen…they care. This session will enable you to connect your testimony to the emotion of the case. We will integrate theatre skills into the crafting and delivery of your direct testimony. The program will be culminated in a courtroom setting where participants will incorporate theatre skills into their direct testimony. Participants will be presented and cross examined by experienced trial attorneys and be critiqued by our instructors.

Learning Objectives:

After completing this session, attendees will be able to:

• Employ techniques to weave the three universal laws of powerful storytelling—conflict, struggle, resolution—into communication with the jury
• Integrate left and right brain strategies to maximize the connection with the jury and maximize the overall effectiveness of the testimony
• Explain the communication approaches and dynamics that facilitate credible expert testimony
• Formulate testimony to highlight the strengths and insulate the weaknesses of an expert’s opinions

Who Should Attend:

Forensic experts, CPAs, valuation experts, appraisers, attorneys, expert witnesses, trial lawyers

Program Level and Prerequisites:

Overview: Learning activity level that provides a general review of a subject area from a broad perspective.

Advanced Preparation:

None

Michael Kaplan

Michael  Kaplan

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Jesse Wilson

Jesse  Wilson

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Building Your Authority Through Online Marketing

Friday, June 22
9:05 a.m.–10:45 a.m.
2 hours CPE (2 Communications and Marketing)
In this session, attendees will learn how to take their little-known name and infuse it with the kind of credibility and status that drives business decisions within their target market. Attendees will learn how to select a niche territory that will give them the fastest path to becoming the authority. Then the presenter will dive deep into getting social proof that establishes attendees as the expert with actual steps they can go back to their office and apply immediately.

Learning Objectives:

After completing this session, attendees will be able to:

• Identify how to select a ripe target market using insights from the Internet
• Describe using the right social media platform for their audience
• List tricks for generating social proof online
• Articulate how to get their name out in the social circles that can catapult them to the top without networking
• Identify strategies for managing their social media profiles in less than 30 minutes per week

Who Should Attend:

Financial analysts interested in building their business and authority using online marketing

Program Level and Prerequisites:

Overview: Learning activity level that provides a general review of a subject area from a broad perspective.

Advanced Preparation:

None

Colin Brown

Colin  Brown

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The Truth, the Whole Truth—Storytelling and Persuasion (continued)

Friday, June 22
9:05 a.m.–10:45 a.m.
2 hours CPE (2 Business Law)
As every seasoned litigator knows, the best story wins. Stories are the ultimate tools of persuasion—the emotional glue that connects you to the jury. The facts may be on your side, but they are not enough; you need to frame them in a compelling narrative so that juries do not just listen…they care. This session will enable you to connect your testimony to the emotion of the case. We will integrate theatre skills into the crafting and delivery of your direct testimony. The program will be culminated in a courtroom setting where participants will incorporate theatre skills into their direct testimony. Participants will be presented and cross examined by experienced trial attorneys and be critiqued by our instructors.

Learning Objectives:

After completing this session, attendees will be able to:

• Employ techniques to weave the three universal laws of powerful storytelling—conflict, struggle, resolution—into communication with the jury
• Integrate left and right brain strategies to maximize the connection with the jury and maximize the overall effectiveness of the testimony
• Explain the communication approaches and dynamics that facilitate credible expert testimony
• Formulate testimony to highlight the strengths and insulate the weaknesses of an expert’s opinions

Who Should Attend:

Forensic experts, CPAs, valuation experts, appraisers, attorneys, expert witnesses, trial lawyers

Program Level and Prerequisites:

Overview: Learning activity level that provides a general review of a subject area from a broad perspective.

Advanced Preparation:

None

Michael Kaplan

Michael  Kaplan

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Jesse Wilson

Jesse  Wilson

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Strategies to Expand Your Brand

Friday, June 22
11:00 a.m.–12:45 p.m.
2 hours CPE (1 Business Management & Organization, 1 Communications and Marketing)
This session gives reasons why being published is an effective way to build a business brand, highlights practical ways in which this can be done, and spends time developing ideas that the participant can use to actively pitch an article to a publication. The session will also cover various opportunities to get involved with NACVA as a subject matter expert to deliver educational programs but also within the governance of the organization through boards, committees, and/or task force teams.

Learning Objectives:

After completing this session, attendees will be able to:

• Identify publication outlets that will best help them build their brand and name recognition.
• Create an "editorial calendar" that can be updated quarterly to help them keep track of the publication outlets they have contacted
• Define which outlets work best for them
• Identify opportunities to build your brand through involvement in the Association

Who Should Attend:

CPAs, attorneys, practitioners, academics

Program Level and Prerequisites:

Overview: Learning activity level that provides a general review of a subject area from a broad perspective.

Advanced Preparation:

None

Nancy McCarthy

Nancy  McCarthy

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John DeRemigis

John  DeRemigis

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Brien Jones

Brien  Jones

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The Truth, the Whole Truth—Storytelling and Persuasion (continued)

Friday, June 22
11:00 a.m.–12:45 p.m.
2 hours CPE (2 Business Law)
As every seasoned litigator knows, the best story wins. Stories are the ultimate tools of persuasion—the emotional glue that connects you to the jury. The facts may be on your side, but they are not enough; you need to frame them in a compelling narrative so that juries do not just listen…they care. This session will enable you to connect your testimony to the emotion of the case. We will integrate theatre skills into the crafting and delivery of your direct testimony. The program will be culminated in a courtroom setting where participants will incorporate theatre skills into their direct testimony. Participants will be presented and cross examined by experienced trial attorneys and be critiqued by our instructors.

Learning Objectives:

After completing this session, attendees will be able to:

• Employ techniques to weave the three universal laws of powerful storytelling—conflict, struggle, resolution—into communication with the jury
• Integrate left and right brain strategies to maximize the connection with the jury and maximize the overall effectiveness of the testimony
• Explain the communication approaches and dynamics that facilitate credible expert testimony
• Formulate testimony to highlight the strengths and insulate the weaknesses of an expert’s opinions

Who Should Attend:

Forensic experts, CPAs, valuation experts, appraisers, attorneys, expert witnesses, trial lawyers

Program Level and Prerequisites:

Overview: Learning activity level that provides a general review of a subject area from a broad perspective.

Advanced Preparation:

None

Michael Kaplan

Michael  Kaplan

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Jesse Wilson

Jesse  Wilson

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