LEADERSHIP AND MARKETING WORKSHOP FOR SENIOR MANAGERS AND NEW PARTNERS "The great object of education should be commensurate with the object of life." Ralph Waldo Emerson (1803 - 1882) INTRODUCTION The Leadership and Marketing Workshop for Senior Managers and New Partners was designed to prepare executives for taking on new and greater responsibilities in staff and client development and in managing an accounting practice. Modules in the workshop include managing profitability in a firm, practice development, time management, and strategic and career planning. Mr. Robert J. Gallagher, CPA, began R.J. Gallagher and Associates, Inc., a management and educational consulting organization to CPAs, after practicing accounting for twenty-five years. The company now performs work for 22 state societies and several associations of CPA firms. His knowledge of the profession is invaluable. During the last ten years Bob has presented over 60 Executive/New Partner Workshops and lectured to more than 1000 managers and new partners, all of whom have received a tremendous amount of benefit from the program. The average overall course rating has been 4.8 on a 5.0 scale. This workshop has proved to be an excellent preparation for senior managers and newly appointed partners in assuming their partnership duties. COURSE DESCRIPTION OBJECTIVE: To prepare executives (partners and senior managers) for their responsibilities in managing an accounting practice promoting client development and developing professional staff to meet the changing needs of today's competitive business environment. The profession is changing dramatically and partners must be aware of the sense of urgency regarding performance. MAJOR SUBJECTS: 1 . Responsibilities of an executive; review of 10 responsibilities including developing management for the future; understanding leadership by performance in today's CPA environment; Watchwords for the nineties. 2. Managing and motivating people. Personnel matters, including career planning and counseling, and understanding people's needs in today's services environment; review five key areas that can help executives to become better managers of people. 3. Managing profitability in a CPA firm; review of CPA firm's operation and related issues; Billing and collection issues including the psychology of billing professional services. 4. The strategic business plan for a CPA firm; overview of the ingredients of a firm's business plan; a case study. 5. Selling skills; responsibility to develop client base and assist other professionals to obtain clients. Practice Development Clock System SM is reviewed; Building a consultative-type practice is stressed. Individualized plans will be developed. 6. Executive development program; review of self development program for each participant. 7. Professional productivity plan for each participant. Time management; update on new techniques; productivity enhancements. 8. Advanced business reading and personal goal setting; program including marketing and performance goals. PREREQUISITE: Partners or senior managers LEVEL OF KNOWLEDGE: Advanced RECOMMENDED CPE CREDIT: 24 hours PRESENTATION: Three days. Lecture, group discussions, and case studies SOME COMMENTS REGARDING PAST EXECUTIVE DEVELOPMENT WORKSHOPS "Outstanding discussion leader, encouraged participant interaction which added greatly to the presentation." "The discussion leader has great strength in personality and presentation skills." "Superb instructor keeps interest of participant. Relates relevant experience to topical materials and involves all participants in discussion." "Excellent! We covered a broad range of topics in a three day period. I was able to come away with a number of ideas I can immediately implement in my practice." "Discussion leader was well prepared, very knowledgeable, very good presenter and very warm and cordial." "That was the most successful seminar I have ever attended. Your insights into the management of an accounting practice will be most helpful in the future." "I truly enjoyed the seminar. Over the past several months, I have implemented several of your suggestions and they have proven to be quite productive in my day-to-day work. Additionally, the information you provided at the seminar was quite useful in the formation of our partnership and the management of our firm's continued growth." "I have been a partner for a year and it is a growing experience. In preparation for our annual management retreat, I reviewed your course material and was pleased that our firm has implemented many of your management philosophies within the past two years. Your seminar was very rewarding both to me personally and to [the firm.]" "It was a pleasure attending the three day seminar you presented on "New Partner Workshop." I came away with many practical and informative ways on being an effective partner." "The New Partner Workshop was excellent in every respect. I thought I had already formulated some good goals, but after the workshop, I must admit they have been modified a bit." "I thought Mr. Gallagher was excellent and most enthusiastic. I'm leaving the course feeling extremely motivated, and have already set some goals for myself." "- Mr. Gallagher could thoroughly identify with the local, medium-sized firms. He also gave us the motivation to go back and really achieve." "Just a note to follow up on the New Partner Workshop you led in Dallas - I felt the areas you covered will be extremely useful to me and my firm in the future. I find myself constantly looking for opportunities to apply some of the concepts you 'preached.'" BIOGRAPHY Robert Joseph Gallagher, CPA, Discussion Leader Currently the President of R. J. Gallagher and Associates, Inc., a Management and Educational Consulting Organization for Professional Firms, Robert J. Gallagher, CPA, has spent over twenty-five years in the public accounting profession. He is a 1963 Graduate of Kings College with a B.S. in Accounting and attended the University of Scranton's Graduate School from 1963 to1965. He was formerly a Partner in the Pittsburgh office of Deloitte Touche, having served there as Marketing Coordinator and a Practice Development Partner. From1973 to1983, he was the Managing Partner of Gallagher, Datemasch & Co., a medium size CPA firm. Mr. Gallagher has addressed State Societies, Annual Conventions and CPA associations and Managing Partner Conferences on Managing Profitability, Developing a Marketing Strategy, and several other subjects. His insight into the current problems and opportunities facing local and medium-sized firms is invaluable. He is the author of nineteen professional development, practice management and marketing CPE programs for CPAs, as well as a book entitled Merging Your CPA Firm - A Guide to Successful Acquisition or Sale of an Accounting Practice which was published by McGraw Hill in 1988. His articles have also appeared in The Practicing CPA and The Practical Accountant. Return to previous page R.J. GALLAGHER & ASSOCIATES, INC. Management, Marketing & Educational Consultants Chatham Tower, Suite 1-L   112 Washington Place Pittsburgh, PA 15219-3504 412/281-8559 - 412/281-2115 FAX Click for Email