Developing

Organizational and

Leadership Excellence

C o n f e r e n c e

Conference Highlights:w Adding New Revenue Streams

w Succession Planning

w Current and Emerging Technologiesfor the CPA

w Recruiting and Retention Strategiesfor Smaller Firms

w Mancuso’s 20 Commandments for aCEO: Running Businesses Below $100Million in Annual Sales

w The Problems of Suing for Fees andPossible Alternatives

Tuesday, June 27, 2006FAE Conference Center

19th Floor

3 Park Avenue, at 34th Street

New York, NY 10016

8:30 a.m.–5:00 p.m.

2 0 0 6

Practice Management

FAEf o u n d a t i o n f o r a c c o u n t i n g

e d u c a t i o n

Keynote Address:Burying the Billable Hour: Ronald J.

Baker, CPA, Founder,VeraSage Institute

C o n f e r e n c e

Practice Management2 0 0 6

8:00–8:30 a.m.Check-in and Registration

8:30–8:35 a.m.Welcome and IntroductionConference CochairsG. William Hatfield, CPA, Shareholder and President, G. William Hatfield CPA, P.C.Samuel D. Katz, CPA, Own Account

8:35–9:25 a.m.Keynote Address: Burying the Billable Hour Ronald J. Baker, CPA, Founder,VeraSage Institute

This presentation will give you the alternatives of pric-ing your services based on client-perceived value ratherthan hours spent, taught by the leader of the Value Pric-ing Revolution in the profession. By learning to avoidthe deleterious consequences of hourly billing, you willcommunicate better with clients, be able to discovertheir expectations up front, remove surprises fromtheir invoices, involve them in establishing the scopeand value of your services, speed up accounts receivablecollection, enhance loyalty and retention, and increaseyour profitability.

9:25–10:15 a.m.Current and Emerging Technologies for the CPA:What’s Hot and What’s Not Peter H. Frank, CPA, CITP, Partner, Cornick, Garberand Sandler, LLP, and Managing Director of its Information Technology consulting division,CGSolutions, Inc.

Tuesday, June 27, 2006

FAE Conference Center

19th Floor

3 Park Avenue, at 34th Street

New York, NY 10016

8:30 a.m.–5:00 p.m.

Time: 8:30 a.m.–5:00 p.m.(Check-in begins at 8:00 a.m.)

Conference Cochairs: G. William Hatfield,CPA, Shareholder and President, G. WilliamHatfield, CPA, P.C.; Samuel D. Katz, CPA,Own Account

Sponsoring Committee: Small Firms PracticeManagement Committee, NYSSCPA

Sponsoring Committee Chair: Samuel D.Katz, CPA, Own Account

Course Level: Intermediate/Advanced

Prerequisite: Experience in CPA firm management

Method of Presentation: Lecture, and question-and-answer session

Field of Study: Advisory Services

Recommended CPA Credit Hours: 8

Developer: Foundation for Accounting Education

Course Code: 25201711

Member Fee: $275

Nonmember Fee: $375

Designed for: Managing partners and senior-level partners at small to medium-sized CPAfirms.

Objective: To enable the participants to gainknowledge on practice management andgrowth and succession planning.

Program Details Conference Program

Learn about the latest technology and softwaretools for accountants that can help you and yourfirms/companies/clients get the most out of usingcomputers and the Internet. We’ll examine a vari-ety of new technologies, what firms and companiesare doing to go paperless and wireless, useful web-sites, and other productivity tools. Come equippedwith questions as well as tips and tricks to share.

10:15–10:30 a.m.Break

10:30–11:20 a.m.Succession PlanningJoseph A. Tarasco, CPA, Founder and Director,Accountants Advisory Group LLC, and its practice management and wealth managementprogramsLeonard H. Hoffman, CPA, MBA, President,Apractice.com, Inc.

Choose what direction to take for your firm’s succes-sion plan. Examine and compare internal and exter-nal succession planning models.Your focus beginswith designing a timeline or a business plan to gener-ate the results you want for the future of you andyour firm. Start now to take control of your future.Focus on your options for transitioning to life afterpublic accounting.Whether you are working onyour succession plan or still have not created one,there is a plan here for you.

11:20 a.m.–12:10 p.m.Recruiting and Retention Strategies for SmallerFirmsAlbert J. Frazia, SPHR, Chief Human Resources Officer, Holtz Rubenstein Reminick LLP

Understand the nuances associated with the recruit-ing conundrum, including where to find employees,upcoming demographic shifts and how to have themwork for you, and staff retention.

12:10–1:20 p.m.Lunch

1:20–2:10 p.m.“The Client Wants to Stiff Me”: The Problems ofSuing for Fees, and Possible AlternativesRicardo R. Rosario, CPA, CFE,Vice President, RiskManagement Services, CAMICO Mutual InsuranceCompany

Learn about the probability of a countersuit whensuing for fees, alternatives to suing for fees, andavoiding the problem in the first place.

2:10–3:00 p.m.Mancuso’s 20 Commandments for a CEO: Run-ning Businesses Below $100 Million in Annual Sales Joseph C.Mancuso,MBA,EdD,President andFounder, Chief Executive Officers Club (CEO Club)

Get the core competencies for a CEO running abusiness below $100 million in annual sales, every-thing from planning, to picking good people, to thedeathbed concept. An absolute guide to the path ofwisdom.

3:00–3:20 p.m.Break

3:20–4:10 p.m.Adding Additional Revenue Streams Joseph Lopresti, Senior Agency Sales Director,Barnum Financial Group, an Office of MetLife

How to bring additional value to your clients in ad-dition to opening another revenue stream for yourpractice. Find out about strategic alliance programsthat are valuable to accountants to help them assisttheir clients.

4:10–5:00 p.m.Best Practices: CPA Firm ManagementEdwin J. Kliegman, CPA, Founding Partner,Marcum & Kliegman, CPAsHerbert Schoenfeld, CPA, Partner, SchoenfeldMendelsohn Goldfarb LLP

Experienced practitioners will provide tips andtechniques that you can easily bring back to youroffice and put into practice immediately.

About the Committee Chair and the Conference Cochairs

G. William Hatfield, CPA, is shareholder and president ofG. William Hatfield, CPA, P.C., servicing predominantlysmall businesses and preparing approximately 300 indi-vidual fiduciary partnership and corporate tax returnseach year.

Samuel D. Katz, CPA, own account, founded his firm witha mission to provide the highest level of personalizedclient service. He brings this exemplary service to hisclients by helping them handle and achieve their tax, in-vestment, insurance, and retirement goals. He is the cur-rent chairman of the NYSSCPA’s Small Firms PracticeCommittee and a member of its Personal Financial Plan-ning, Membership, and Development of the ProfessionOversight committees.

About the Conference Planning Committee

Robert Fligel, CPA, is Founder and President of RF Re-sources LLC, a firm specializing in CPA firm mergers andpartner search. His career began with six years of providingaudit and tax services at a long-established New York Cityfirm. He became an Audit Manager at a Fortune 500 firmand an associate at a national search and recruiting firm. Hehas served as Director of Human Resources for one of theNew York offices of Ernst & Young for five years. He wasalso cofounder and Senior Partner of what would becomeone of New York’s largest and most successful executivesearch firms.

About the Speakers

Ronald J. Baker, CPA, started his accounting career in1984 with KPMG Peat Marwick’s Private Business Adviso-ry Services in San Francisco. Today, he is the founder of

VeraSage Institute, a think tank dedicated to teaching valuepricing to professionals around the world. He has been an in-structor with the California CPA Education Foundationsince 1995 and has authored several courses for them. He isthe author of the best-selling marketing book ever writtenspecifically for the CPA profession, the 2001 Professional’sGuide to Value Pricing, Third Edition, published by AspenLaw & Business, a division of Aspen Publishers, Inc. He hasbeen appointed to the AICPA’s Group One Hundred, a thinktank of leaders to address the future of the profession, andnamed on Accounting Today’s 2001 and 2002 Top 100 MostInfluential People in the profession.

Peter H. Frank, CPA, CITP, is a partner with the firm of Cor-nick, Garber & Sandler, LLP, and managing director of its In-formation Technology consulting division, CGSolutions,Inc. He is a member of the AICPA, the National Conferenceof CPA Practitioners, the NYSSCPA, and the Accountants’Club of America. He is a past member of the NYSSCPA’sBoard of Directors and its Executive Committee. He is Presi-dent of its Manhattan/Bronx Chapter, serves on the Board ofGovernors of the Accountants’ Club of America, and was re-cently elected to AICPA Council for a three-year term.

Albert J. Frazia, SPHR, is Chief Human Resources Officerwith Holtz Rubenstein Reminick LLP. Reporting to thefirm’s Managing Partner, he provides comprehensive leader-ship for the firm’s human resources (HR) operations, initia-tives, and strategic planning. With over 20 years of experi-ence as a human resources executive, he has a broad industrybackground that includes financial and professional services,real estate, recruitment, and business process outsourcing.He has written articles for professional journals and publica-tions on an array of topical areas, including recruitment, em-ployee relations, health insurance issues, and identity theft inthe workplace. He also contributed to the best-selling careerguide 101 Tips for a Dynamite Resume, by noted authorRichard Fein.

Leonard H. Hoffman, CPA, MBA, is President ofApractice.com, Inc., a consulting and brokerage firm special-izing in the sale of CPA firms and related businesses. He op-erated his New York City CPA practice focusing on tax mat-ters for high-net-worth individuals. Prior to founding hispractice, he worked with two regional CPA firms.

Edwin J. Kliegman, CPA, is the founding partner of Mar-cum & Kliegman, CPAs. Throughout his career, he haschampioned the cause of the small and medium-sized ac-counting practitioners, including sole practitioners. He hasbeen in the forefront of events and changes in the profes-sion and has written, lectured, and conducted seminars toencourage others to practice public accounting in a mannerthat would bring honor and integrity to the profession. Hehas been an active member of the AICPA and the NYSSC-PA. Locally, he organized and founded the Nassau/SuffolkChapter of the National Conference of CPA Practitioners(NCCPAP) in 1979, was elected its first president, and de-veloped a membership of over 500 CPA firms. In 1987 hewas elected president of the national organization. He is aprolific writer on the state of the accounting profession. Hehas been published in Accounting Today, The Journal of Ac-countancy, The CPA Journal, Practical Accountant, andother newspapers and magazines. He maintains active in-volvement in the current condition of the professionthrough participation in the activities of NCCPAP and asan active member of the NYSSCPA.

Joseph Lopresti, Senior Agency Sales Director at Barnum Fi-nancial Group, an Office of MetLife, started his career withMetLife 14 years ago as a Financial Services Representative,and offers extensive knowledge and experience assisting in-dividuals, families, and business owners making smartchoices regarding their money. As Senior Agency Sales Direc-tor, he leads a team of 57 highly productive financial plan-ners. In 2004 and 2005, he has been recognized as the num-ber-one MetLife Agency Sales Director in the country. He isalso responsible for leading the Recruiting, Training, Case

Design, and Strategic Alliance programs at Barnum Finan-cial Group. He is committed to providing the tools and re-sources needed to assist these highly productive, entrepre-neurial financial planners to build a successful practicewithin the Barnum Financial Group.

Joseph C. Mancuso, MBA, EdD, is President and Founder ofthe not-for-profit Chief Executive Officers Club (CEOClub). As the entrepreneur’s entrepreneur, he has for severaldecades published the Chief Executive Officers Newsletter,meeting with the membership of the CEO Club chapterseight times annually in programs held in private clubs. Themailing list of customers totals about 40,000, reflecting peo-ple who purchased something from the CEO Club since itbegan its operations in Worcester, Mass., in 1978. As a speak-er, he has addressed groups from a dozen to 2,000 people inover 300 American cities and 40 foreign countries. In addi-tion, he has authored numerous magazine articles and book-lets, in such diverse magazines as Playboy, Penthouse, Success,Harvard Business Review, The Journal of Marketing, and TheJournal of Small Business.

Ricardo R. Rosario, CPA, CFE, is vice president of risk man-agement services with CAMICO Mutual Insurance Compa-ny. A Certified Fraud Examiner with experience in public ac-counting and private industry, he advises CAMICO’smember-owners and other CPAs on loss-prevention princi-ples and techniques. His duties at CAMICO also include ex-ecutive oversight of underwriting and claims operations for6,000 policyholders. His public accounting background is inthe audit division of the regional firm of John F. Forbes & Co.He later joined a start-up real estate venture as controller andcompleted his tenure there as chief financial officer. He is apart-time lecturer on accounting at Notre Dame de NamurUniversity in Belmont, Cal. He coauthored the HarcourtBrace–published books CPA’s Guide to Loss Prevention Prac-tices and CPA’s Guide to Effective Engagement Letters. He isalso a member of the NYSSCPA and active with many of itsand AICPA’s committees.

Herbert Schoenfeld, CPA, is a partner in the firm Schoen-feld Mendelsohn Goldfarb LLP, a CPA firm in Woodbury,N.Y. Accounting Today has voted him “one of the hundredmost influential accountants in the United States” for threeconsecutive years. He has been frequently quoted in suchpublications as The New York Times, Newsday, The Long Is-land Business News, and CBS MarketWatch, and has appearedon local radio and TV programs. He lectures on practicemanagement of an accounting practice, as well as issues fac-ing the profession. He appeared on a panel with the pastchairman of the SEC, Arthur Levitt, regarding the indepen-dence issue.

Joseph A. Tarasco, CPA, is founder and director of Accoun-tants Advisory Group LLC and its practice management andwealth management programs, assisting leaders of today’spublic accounting firms in structuring and managing theirpractices to increase profitability, maximize value, andachieve long-term success. He began his career in the ac-counting industry in 1975, and his experience includes 15years as the managing partner and executive committeemember of a 100-person CPA firm based in New York City.He provides leadership training and coaching for CPA firmpartners to help them leverage and capitalize on their mar-ketplace and human capital resources. He is experienced andinsightful in all areas of firm practice management, includ-ing succession planning, firm governance, mergers and ac-quisitions, partner compensation structure, and selection ofnew partners. The Journal of Accountancy has published sev-eral articles he has coauthored regarding the management ofaccounting practices, and he is frequently quoted in numer-ous business publications, including Crain’s New York Busi-ness and Practical Accountant.

registration formaImportant! Please use one registration form per person. This form

may be photocopied. ;;a To register, fill in the registration information in the space provided.

Be sure to include your certificate number and your full payment.Mail your payment and registration form to:

;a Foundation for Accounting EducationP.O. Box 34782Newark, NJ 07189–4782 ;;;Or Register online at www.nysscpa.org.Or fax it to: 212-719-3365.Or phone 212-719-8383 or 800-537-3635.

a Credit card information must accompany all fax, phone, and online reg-istrations. Please be sure to type or print clearly when faxing.

2006 Practice Management ConferenceTuesday, June 27, 2006FAE’s Conference Center19th Floor3 Park Avenue, at 34th StreetNew York, NY 10016Course Code: 25201711

Today’s Date_____________________________________________________________________________________________________________________________________

Are you a CPA? q Yes q No Member NYSSCPA? q Yes q No

Membership ID No._______________________________________________________________________________________________________________________

Member AICPA? q Yes q No Member ID No. _________________________________________________________

Name (Print)___________________________________________________________________________________________________________________________________

Title (Print) ______________________________________________________________________________________________________________________________________

Firm ___________________________________________________________________________________________________________________________________________________

Firm Address___________________________________________________________________________________________________________________________________

City ______________________________________________________________________State_____________________________Zip______________________________

Telephone __________________________________________________________Fax ______________________________________________________________________

E-mail________________________________________________________________________________________________________________________________________________

I am a FAE POP Pass holder. (Please present photo ID on the day of the event.)

q Individual POP Pass holder ( q Member q Nonmember )

q Firm POP Pass holder

[ ] POP Pass number(s) _____________________________________________________________________________________________________________________________________________________

· POP Pass Holders who are “no-shows” at an event will be billed $50.

· All registrations accepted are subject to the POP Administrative Guidelines

covering the POP Program.

Total Amount Enclosed

[ ] attendee(s) at Member Fee: $275 Total Amount: $__________________________________________

[ ] attendee(s) at Nonmember Fee: $375 Total Amount: $__________________________________________

Method of Payment

q Check payable to FAE q American Express q MasterCard q Visa

Credit Card No._________________________________________________Exp. Date___________________________________________________________

Cardholder’s Name _______________________________________________________________________________________________________________________

Cardholder’s Signature ________________________________________________________________________________________________________________

Registration Information

How to Register: Simply complete the attached reg-istration form in full and return it with full paymentby mail or fax. Or phone or register online atwww.nysscpa.org. Registration forms may be photo-copied, but please use a separate form for each reg-istrant. Payment may be made by check or may becharged to American Express, MasterCard, or Visa.All registrations must be received 10 days prior tothe event in order to guarantee a seat and coursematerials. Allow approximately 10 days for your re-turn confirmation. Registrants who do not receive aconfirmation card before the conference must callFAE Registration to confirm registration status. In-dividuals who have not registered before the 10-daycutoff must call to determine space availability. Ad-vance paid registrants will be seated first. For spaceavailability and registration information, call FAERegistration at 212-719-8383 or 800-537-3635 from8:30 a.m. to 5:30 p.m., Monday through Friday. Par-ticipants with special requirements should notifyFAE staff at least 10 days in advance of the event.

Refunds: No refund will be given for cancellationsreceived less than two weeks prior to the programdate. A $25 processing fee will be deducted from re-funds for cancellations received more than twoweeks prior to the program date.

POP Pass: Take advantage of the savings. If youare a POP Pass holder, simply return the complet-ed registration form with a POP Pass number, callFAE Registration at 800-537-3635, or register on-line at www.nysscpa.org. Each registrant requiresa POP Pass number. Registrations must be re-ceived by FAE seven business days prior to anyCPE conference or seminar. POP participants willnot be admitted as walk-ins. Some restrictionsapply. For more information on the POP (Pay-One-Price) Program, call FAE Registration at 800-537-3635 or visit our website at www.nysscpa.org.

Transfers: FAE allows a registrant to transfer to an-other program or substitute another person with-out a penalty more than two weeks prior to the pro-gram date. Transfers and substitutions requestedless than two weeks prior will be charged a $25 pro-cessing fee.

Walk-ins: All individuals who register on the date ofthe program will be charged an additional $25 fee.

Program Hours: Check-in begins at 8:00 a.m.Program begins at 8:30 a.m. and ends at 5:00 p.m.

Mandatory Continuing Education Requirement:This program complies with the standards set forthby the New York State Education Department formandatory continuing education for CPAs. FAE’sNew York State CPE sponsor number is 000372.

© 2006 Foundation for Accounting Education

06-0410 Priority Code: B 5 4 3 2 1 0

Tuesd

ay,Jun

e 27,2006

FAE

Con

ference C

enter

19th Floor

3 Park Aven

ue,at 34th

Street

New

York,NY

10016

FAE

fo

un

da

ti

on

fo

r a

cc

ou

nt

in

g

ed

uc

at

io

n

3 p

ar

k a

ve

nu

e, a

t 3

4t

h s

tr

ee

t, n

ew

yo

rk

, ny

10

01

6-

59

91

ww

w.n

ys

sc

pa

.or

g1

-8

00

-N

YS

SC

PA

Co

nf

er

en

ce

20

06

Practice M

anagement