Individual Courses → 3 - Advanced

Building a Prospect List - 2 CPE (BD002)

Business Development is crucial to the health of CPA firms and an important factor in the track to partnership for individuals. The first step in the process of gaining new business is understanding prospecting. This course covers prospecting from start to finish. Before you can look for new prospects, it is important to start from the beginning and determine who is your ideal client. Once this has been determined, we review where to find these ideal clients and the importance of building a prospect list.

Participants will learn:
• Define basic terms of sales and business development
• Define traits of your ideal client
• Differentiate between upselling and new business
• Determine how many prospects you need based on your goal
• Identify 5 places to find prospects

To register, visit and select “On-line Events” or contact for firm-specific options.
In order to receive CPE credit, participants must log into the training session and answer all applicable questions during the presentation.

Participants will receive 2.0 CPE Credits
Field of Study: Communications & Marketing

Additional Information:
Prerequisites: This course requires at least 3 years of work experience or the attendee should be in a manager role or higher. Attendees should have a basic understanding of business development principles.
Who Should Attend: Anyone interested in business development and revenue growth including those currently in firm leadership or those striving towards a leadership role. Attendees should be in a manager role or higher.
Advance Preparation: None
Program Level: Advanced
Delivery Method: QAS Self Study

Refunds & Cancellations: Cancellations or modifications to registrations must be made within one week of purchasing the training course. Full refunds are available during this time if the customer has not logged into the training platform ( Please email to request a refund. For more information regarding administrative policies such as complaint and refund, please contact our offices at 859-594-7844.

The Sales Seed is registered with the National Association of 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 individual courses for CPE credit. Complaints regarding registered sponsors may be submitted to the National Registry of CPE Sponsors through its
  • course documentation
  • Buiding a Prospect List Workbook.pdf
  • Course Instructions
  • Video 1 - Introduction & Objectives
  • Review Question 1
  • Understanding Your Ideal Client & Setting Goals
  • Video 2 - Ideal Client
  • Review Question 2
  • Video 3 - Types of Prospects
  • Video 4 - Calculating Goals
  • Review Question 3
  • Finding Prospects & Building Your List
  • Video 5 - Warm Prospects
  • Video 6 - Cold Prospects
  • Video 7 - Cold Prospects Continued
  • Review Question 4
  • Review Question 5
  • Video 8 - Circle of Influence
  • Review Question 6
  • Final Exam & CPE
  • Exam Instructions
  • Final Exam
  • Complete Survey To Receive CPE Certificate
Completion rules
  • You must complete the units "Final Exam"
  • Leads to a certificate with a duration: Forever