Current Trends
Finding New Clients in Today's Economy
Monday, June 21, 2021 10:45 a.m. - 12:25 p.m. ETThe rules are changing with today's professional services buying culture. The buyers are different. How they go about buying is different. On top of it all, the economy you are selling in is different.
Join Greg Chambers as he discusses the latest research into how buyers are navigating the "black box of ambiguity" between problem recognition and making a buying decision. Learn how today's sellers are moving from needing to be information authorities into becoming decision process specialists. Greg will take you through examples of clients in his practice who are successfully navigating this new environment.
Greg is the author of The Human Being's Guide to Business Growth.
After completing this session, attendees will be able to:
- Identify your prospect's decision process and gently guide them through optimizing a complex decision processes
- Use technology to identify and influence prospects in the earliest stages of their decision processes
- Explain how to shorten your prospect's time in the "black box of ambiguity" and help them take action, faster
- Utilize new, cost-effective, marketing strategies that work
Total CPE: 2
Fields of Study: Business Management and Organization: 1, Communications and Marketing: 1
Program Level: Intermediate - Learning activity level that builds on a basic program most appropriate for individuals with detailed knowledge in an area.
Who Should Attend:
Managers, business development professionals, marketing professionals, and anyone responsible for finding new clients for their firm post-COVID-19.Prerequisites:
Previous training or research on subject matter being taught. Such persons are often at a mid-level within the organization, with operational and/or supervisory responsibilities.Advanced Preparation:
NoneGreg Chambers
Read Biography
Valuing Closely-Held Farms and Ranches with Economic Reality
Monday, June 21, 2021 12:40 p.m. - 2:20 p.m. ETValuing a minority interest in an entity with farm/ranch ownership and/or operations can be tricky. As analysts, we are bound to valuation theory, but economic reality must play a role as well. As valuation professionals know, an owner of a minority interest cannot force liquidation of assets, so that precludes us from strictly employing the asset approach. However, cash flows from farms/ranches are very low in relation to the underlying ground; as such, the value determined by employing the income approach is significantly lower than what a hypothetical buyer of such minority interest would likely pay. Therefore, we have a conundrum. The answer to such conundrum is the weighted approach! Join Ericka for this must-attend presentation!
After completing this session, attendees will be able to:
- Formulate the unique circumstances of owning a minority interest in an entity that owns and operates a farm/ranch
- Identify how components of entity’s partnership/operating agreement can affect how to weight the approaches, or if it is even appropriate
- Specify how to weight valuation approaches to determine a value of a minority interest using both valuation theory and economic realities
- Explain applicable court cases and how they support such approach
- Illustrate the rate of return study of publicly-held real estate limited partnerships and REITs to appropriately calculate the capitalization rate in farm/ranch valuations
- Express knowledge of discounts for lack of control and marketability as they pertain to farm/ranch entities
- Define the weighted approach and the appropriate weighting
Total CPE: 2
Fields of Study: Accounting (Governmental): 2
Program Level: Overview - Learning activity level that provides a general review of a subject area from a broad perspective.
Who Should Attend:
CPA, attorneys, and analysts wanting to further his/her understanding of how and why to value a minority interest in a closely-held entity owning and/or operating a farm or ranch using the weighted approach.Prerequisites:
None required. These overview programs may be appropriate for professionals at all organizational levels.Advanced Preparation:
NoneChanging the Market Data and Modeling Landscape
Monday, June 21, 2021 3:00 p.m. - 4:40 p.m. ETSmart Data is presenting survey results detailing public data usage trends and barriers. After discussing the survey, Smart Data will provide an overview and tutorial of a new market data product targeting small valuation and accounting firms. This affordable and flexible product will provide organized, pre-processed data and time-saving data modeling tools to segments of the valuation market previously under-served. Presenters will explain the mission of this new product and walk through its usage. A free three-month trial membership code will be provided to all viewers.
After completing this session, attendees will be able to:
- Identify trends and barriers to market data usage in business valuation
- Recognize detail Smart Data's differentiating features that overcome identified barriers to data usage
- Explain how to use the Smart Data product and information regarding a free trial membership
Total CPE: 2
Fields of Study: Information Technology: 2
Program Level: Overview - Learning activity level that provides a general review of a subject area from a broad perspective.
Who Should Attend:
CPAs and practitioners.Prerequisites:
None required. These overview programs may be appropriate for professionals at all organizational levels.Advanced Preparation:
NoneForensic Analysis of IRS Enforcement of Corporate Offshore Profit Shifting
Monday, June 21, 2021 4:55 p.m. - 6:35 p.m. ETThis session is based on several academic and technical papers (including two in 2020) and describes new forensic tax data analytics models and forensic investigative techniques that can be used to detect and investigate corporate tax evasion in transfer pricing. U.S. based multinational corporations evade as much as $140 billion in federal and state taxes per year by mispricing intercompany transactions, and current IRS enforcement efforts are ineffective. The session proposes new forensic approaches and technology to reformulate and upgrade IRS capabilities.
After completing this session, attendees will be able to:
- Recognize how forensic accounting and data analytics can be used in a corporate tax enforcement context
- Describe transfer pricing and its role in corporate offshore tax evasion
- Explain the role of intercompany asset valuations as a tool for tax evasion
- Describe new potential approaches to tax enforcement based on emerging developments in forensic accounting and investigation
- Interpret an understanding of the use of financial valuation in a tax compliance and planning context
- List current issues in corporate tax enforcement
Total CPE: 2
Fields of Study: Accounting: 1, Auditing: 1
Program Level: Intermediate - Learning activity level that builds on a basic program most appropriate for individuals with detailed knowledge in an area.
