Unlocking Profitable And Sustainable Revenue Growth

Date: Thursday, May 24, 2007
Time: 10:00 AM ET / 09:00 AM CT / 08:00 AM MT / 07:00 AM PT [Prevailing Time]
Presenter(s): Brad Dawson, Managing Director with LTV Dynamics
Objective(s):
Will teach you to: Calculate your firm’s potential revenue value;
Identify the characteristics that comprise your firm’s ideal customer;
Identify the timing and specific needs for each of the five phases in a customer cycle;
Understand and apply the three components of the AIM Model; and,
Rely on only one performance metric to increase revenues and profits.
Field of Study: Business Management and Organization
Program Level: Intermediate
CPE Credit: 1 Credit Hour
Delivery Method: Group Internet-based

No advanced preparation or prerequisites are required for this course.
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Course Description

Phenomenal growth comes from fully leveraging organizational assets that do not appear on a balance sheet or income statement - customers and service offerings. And, not by using typical "up selling" techniques but, instead, by focusing on providing value throughout the duration of a customer cycle - a period for most businesses that is approximately five (5) years.

Using the AIM Model, firms are able to create offerings for each stage of the customer's business cycle and ensure a long-term relationship that evolves through each business cycle change. The result is phenomenal growth - usually allowing firms to double in size in 12-24 months!

No doubt your firm has already tried to increase revenues and profits by increasing chargeability; recruiting employees with a "partner" mentality; investing heavily in business development schemes, and constantly seeking diversity in your service offerings. The result: an incremental increase in revenue that is neither wildly profitable nor sustainable. The problem? These traditional approaches focus on working harder, not smarter.

Presenter and Moderator Bios
Brad Dawson is the Managing Director of LTV Dynamics and has over 25 years of management consulting experience with an active customer base in the US, Russia, China, Mongolia and Latvia.

Prior to starting LTV Dynamics in 1997, he was a senior-level sales director and management consultant for Electronic Data Systems, a national practice manager for Coopers & Lybrand (now, International Business Machines Corporation) and a senior consultant for KPMG Consulting (now BearingPoint, Inc.)

A former adjunct professor with Moscow State University (Moscow, Russia), he is a frequent lecturer to international entrepreneurial businesses and has been a guest speaker at several notable institutions. Mr. Dawson also serves as a contributing writer to Strategies Magazine, Electrical Construction & Maintenance, Consulting-Specifying Engineer, American Executive and Association Executive.

Cost
$25.00 for CPAFMA Members / $40.00 for Non-Members / Free for PAFMs

Delivery System

• All programs are delivered using the Zoom platform.
• Confirmations will include log-in instructions.
• Participants are able to participate using any device with an Internet connect (if the device does not have speakers, the participant can also dial-in) or they can participate with audio only by dialing in.
• All registrants will receive a link to the MAPCast’s recording by email within 48 business hours of event’s conclusion.
• There will be assistance available to help with technical and connectivity issues up to 10 minutes prior to the start of the presentation.

Registration

All registration is done on-line with the names and email addresses of each individual guest. Log-in details will be emailed to all registrants approximately 1-2 days prior to each session.

Refund Policy

CPAFMA will not issue refunds for MAPCasts. If a registrant is unable to participate in the MAPCast and sends written notice to info@cpafma.org 48 hours prior to the session, a credit will be provided for a future MAPCast. Alert the CPAFMA staff member monitoring the MAPCast if technical difficulties are encountered and technical support will be provided to eliminate problems with future MAPCasts.

Additional Information

Live participation is required for CPE credit and polling questions must be answered to show active participation. All registrants will receive an email following the session with links to the slides and/or handouts, and a link to the MAPCast recording (unless otherwise stated). If you are unable to participate in the live session, you can still watch the recorded session, but you will not be eligible for CPE credits.

For more information regarding CPAFMA MAPCasts or administrative policies such as complaint and refund, contact the CPAFMA Headquarters at 937-222-0030, or info@cpafma.org.