+44 (0)1234 48 0123 heather@heathertownsend.co.uk

CLUB EVENTS


All the events below are available to members at no extra cost!

Non-members can attend events for a fee of £150 + VAT per event.

If you can see more than 5 events that you think you or your staff would benefit from attending, why not talk to us about joining as a member to get free access to all future events and recordings of past events?

Click here to see the events you’ve already missed

Book a call to discuss if there is a good fit between what you want to do with your firm and the club.

Wednesday June 20th 2018

12:30 – 13:30 London time

only £150 + VAT for non-members

Linda Ebsworth

 

How to be confident having courageous conversations


Attendees: staff members

If you attend this interactive virtual masterclass you will learn:

  • What leads to a need for a courageous conversation
  • How understanding the root cause of challenging conversations can help you
  • Practical tips to prepare for and successfully manage a courageous conversation
  • How to maintain control of a courageous conversation
  • How to use assertive rather than passive or aggressive behaviour when communicating
Book a call to discuss if there is a good fit between what you want to do with your firm and the club.

Wednesday 4th July 2018

11:00 – 12:00 London time

only £150 + VAT for non-members

Sian Kelly

Guy Robinson

Using Apprenticeships


Attendees: Practice owners, senior leadership team members

If you attend this interactive virtual masterclass you will learn:

  • How Inform Accounting & Xebra Accounting have used apprentices to grow their own talent very cost effectively
  • How Inform Accounting have employed top quality school leavers as apprentices in their firm
  • What grants, funding or help is out there to help you use apprentices in your firm
  • What to expect with your apprentices
  • What Inform Accounting & Xebra Accounting learnt from their experiences (& mistakes) with employing and developing apprentices which can help you

Tuesday 10th July 2018

12:30 – 13:30 London time

only £150 + VAT for non-members

Linda Ebsworth

 

How to attract, develop and retain your talent


Attendees: Practice owners, senior leadership team members

If you attend this interactive virtual masterclass you will learn:

  • What people really want from an employer and what makes them take or leave a job
  • How to attract people to your firm without paying large fees to recruitment agencies
  • How to onboard your new joiners so they quickly get up-to-speed
  • How to develop your staff on a shoestring budget
  • How to use performance and development conversations to get the best out of your staff
  • What you need to consider to retain your best, most valued staff

Wednesday 11th July 2018

12:30 – 13:30 London time

only £150 + VAT for non-members

Linda Ebsworth

 

How to use the telephone with confidence


Attendees: staff members

If you attend this interactive virtual masterclass you will learn:

  • How to create a professional impression on the phone
  • How to control a call and get it to a successful outcome
  • How to make sure that you are always understood on the phone
  • How to get the confidence to pick up the phone to call someone who is not expecting your call
  • How to take the emotion out of a difficult call
Book a call to discuss if there is a good fit between what you want to do with your firm and the club.

Thursday 9th August 2018

12:30 – 13:30 London time

only £150 + VAT for non-members

Linda Ebsworth

 

How to build your team to support you to grow a £1m practice


Attendees: Practice owners, senior leadership team members, first line managers and supervisors

If you attend this interactive virtual masterclass you will learn:

  • Four types of “teams” that exist in organisations
  • How to build a team that will help you achieve your business goals
  • How to shift a dysfunctional team to become a performing team
  • What you need to do to keep your team focused, motivated and operating as “one team”
  • How to use “making it happen” rhythm meetings to keep your team members communicating effectively with each other whilst driving results
  • How to effectively integrate new team members and successfully exit team members

Thursday 16th August 2018

11:00 – 12:00 London time

only £150 + VAT for non-members

Heather Townsend

Guy Robinson

How to create a high performing team from scratch


Attendees: Practice owners, senior leadership team members

If you attend this interactive virtual masterclass you will learn:

  • The exact steps you need to take to build your team one-by-one
  • What Guy Robinson learnt as a result of losing all his team and then having to rehire a completely new team
  • How much you have to consider the dynamics of your existing team when hiring new members of staff
  • How Guy has got his newly formed team to quickly work & gel together
  • How to Guy diffused the inevitable conflicts and discord within his team as they went through the “storming” stage

Thursday 16th August 2018

12:30 – 13:30 London time

only £150 + VAT for non-members

Linda Ebsworth

 

How to deliver client service excellence


Attendees: staff members

If you attend this interactive virtual masterclass you will learn:

  • What do we mean by client service excellence and why is this so important to deliver for your firm
  • What is the 5 essential ingredients to deliver client service excellence?
  • What are touchpoints? And how to make sure the last touchpoint a client has with the firm is positive
  • How to say no to a client gracefully
Book a call to discuss if there is a good fit between what you want to do with your firm and the club.

Thursday 6th Sept 2018

12:30 – 13:30 London time

only £150 + VAT for non-members

Linda Ebsworth

 

How to create the right level of capacity for your firm’s every changing workload


Attendees: Practice owners, senior leadership team members

If you attend this interactive virtual masterclass you will learn:

  • What typically causes over-trading or capacity issues in practices and how you can stop this happening for your practice
  • How to spot and remedy the red flags in your practice which signal your practice is running at over capacity or about to over-trade
  • Alternative and scalable resourcing models to help you match your capacity to the peaks and troughs in your demand
  • How to alleviate the peaks and troughs in demand for your services from clients
  • What forward planning should you do monthly and quarterly to identify the resource your need

Thursday 13th Sept 2018

12:30 – 13:30 London time

only £150 + VAT for non-members

Linda Ebsworth

 

How to spot opportunities to cross-sell/upsell


Attendees: staff members

If you attend this interactive virtual masterclass you will learn:

  • What buying signals will be present to suggest your client is happy to take more services from you
  • The importance of being curious about your clients’ businesses in order to identify upsell opportunities
  • How to ask for the upsell and what to say if they say “no”
  • How to get your client to open up and tell you more about the current requirements they have for their business

Tuesday 25th September 2018

11:00 – 12:00 London time

only £150 + VAT for non-members

Heather Townsend

Guy Robinson

How to win £5,000 + clients (or clients who want more than just standard compliance services)


Attendees: Practice owners, senior leadership team members

If you attend this interactive virtual masterclass you will learn:

  • What marketing Guy Robinson does and how he does it in order to have a client base on a min annual fee of £5k
  • What mindset shifts you need to make in order to attract in the high value clients
  • What is Guy’s sales process in order to get his clients to spend a minimum of £5k per year with him.
  • How Guy qualifies out leads who are not a good fit for his practice & so doesn’t waste time on clients who are never going to pay his min £5k annual fee level
  • What services Guy’s clients take from him in order to justify the min £5k annual fee level
Book a call to discuss if there is a good fit between what you want to do with your firm and the club.

Wednesday 3rd October 2018

12:30 – 13:30 London time

only £150 + VAT for non-members

Heather Townsend

Linda Ebsworth

 

How to generate enough leads to the right type of clients


Attendees: Practice owners, senior leadership team members

If you attend this interactive virtual masterclass you will learn:

  • The importance of clearly defining a narrow target market & why failing to do this will severely restrict your number of good quality leads
  • The shortcuts a client portfolio analysis can give you to winning the right type of clients
  • How to use a tactical marketing plan to generate the right number of leads
  • How to involve your team in lead generation so you don’t need to do it all
  • How to maximise the number of leads you get from clients and introducers

Thursday 4th October 2018

11:00 – 12:00 London time

only £150 + VAT for non-members

Heather Townsend

Sharon Pocock

How to get client on boarding right


Attendees: Practice owners, senior leadership team members

If you attend this interactive virtual masterclass you will learn:

  • How Kinder Pocock cut their new client onboarding time by over 50% by automating their on boarding process
  • What are the key elements in the Kinder Pocock’s on boarding process which allows them to quickly upsell more services to new clients
  • How Kinder Pocock allocate the responsibilities for on boarding new clients and manage this without anything slipping through the cracks
  • The exact technology that Kinder Pocock use to automate their new client onboarding process

Thursday 11th October 2018

12:30 – 13:30 London time

only £150 + VAT for non-members

Linda Ebsworth

 

How to handle a new client enquiry


Attendees: staff members

If you attend this interactive virtual masterclass you will learn:

  • The importance of qualifying new client enquiries and how to qualify new client enquiries effectively
  • How to structure a sales conversation with a new client enquiry
  • The importance of being curious rather than acting as an order taker
  • Why being good at handling new client enquiries is NOT about being able to close the deal

Thursday 18th October 2018

12:30 – 13:30 London time

only £150 + VAT for non-members

Linda Ebsworth

 

How to drive your own career


Attendees: staff members

If you attend this interactive virtual masterclass you will learn:

  • What does taking responsibility for your own career actually mean
  • Why it’s up to you to drive your own career (not your firm’s responsibility)
  • How to have a conversation with your manager to tell them that you want to progress your career
  • What are the most effective ways to develop yourself
  • What skills will you need to develop as you progress your career in practice
  • How to make the time to develop yourself and your career
Book a call to discuss if there is a good fit between what you want to do with your firm and the club.

Thursday 8th November 2018

12:30 – 13:30 London time

only £150 + VAT for non-members

Heather Townsend

Linda Ebsworth

 

How to upsell advisory services


Attendees: Practice owners, senior leadership team members

If you attend this interactive virtual masterclass you will learn:

  • Why accountants find it difficult to upsell advisory services
  • What information you need to know about a client before you can effectively upsell them advisory services
  • How to make your advisory services absolutely irresistible to your clients
  • What signals to listen out for to see if your client is interested in buying advisory services from you and your firm
  • How to structure a conversation with a client to upsell them advisory services

Thursday 15th November 2018

12:30 – 13:30 London time

only £150 + VAT for non-members

Linda Ebsworth

 

How to build your own network


Attendees: staff members

If you attend this interactive virtual masterclass you will learn:

  • What we mean by effective business networking
  • How to start to build up your own network in order to achieve your personal and business goals
  • The importance of having A-listers in your network
  • The 5-level relationship model – and how to use this to form deep and strong business relationships
  • How to handle your first meeting with a potential introducer
  • How to get the most out of a membership of a ‘BNI’ type networking group or general networking event

Tuesday 27th November 2018

11:00 – 12:00 London time

only £150 + VAT for non-members

Heather Townsend

Paul Miller

How to sell business coaching


Attendees: Practice owners, senior leadership team members

If you attend this interactive virtual masterclass you will learn:

  • What prompted Paul Miller to start to sell business coaching to his clients
  • How does Paul Miller generate coaching leads from his existing clients
  • How Paul Miller charges out his time for business coaching (& makes a significantly higher yield than if he was selling out time for accountancy)
  • What you can learn from Paul’s mistakes and learning curve as a business coach to introduce business coaching in your practice
  • How to identify which clients will be interested in a business coaching service (and then upsell coaching to them)
Book a call to discuss if there is a good fit between what you want to do with your firm and the club.

Wednesday 5th December 2018

12:30 – 13:30 London time

only £150 + VAT for non-members

Linda Ebsworth

 

How to choose what advisory services to offer to your clients


Attendees: Practice owners, senior leadership team members

If you attend this interactive virtual masterclass you will learn:

  • What do we mean by advisory services
  • What 2 things your clients are buying from you when they buy advisory services
  • Why it is much harder to sell advisory services and what selling behaviours you need to change in order to be able to sell advisory services
  • Why it’s important to keep it simple when you first introduce advisory services
  • How to make your new advisory services irresistible to your clients

Wednesday 12th December 2018

11:00 – 12:00 London time

only £150 + VAT for non-members

Heather Townsend

Sian Kelly

How to systemise and automate your practice


Attendees: Practice owners, senior leadership team members

If you attend this interactive virtual masterclass you will learn:

  • Exactly which parts of her workflow Sian has automated at Inform Accounting
  • How Sian and her team identify processes to automate and what they then do to make this happen
  • What is in Inform Accounting’s technology stack in order to automate so much of their practice?
  • How Sian and her team monitor the automated processes to make sure that nothing slips through the cracks.