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 to 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.

Course Key Concepts: Elevator pitch, Networking, Business development, Sales, Client acquisition.

Learning Objectives
  • Discover and define what makes you different and recognize why this is important.
  • Explore and describe to others what makes you different.
  • Recognize and formulate your perfect elevator pitch.
  • Identify and construct an engaging and memorable elevator pitch.
Last updated/reviewed: March 8, 2024
9 Reviews (32 ratings)


Anonymous Author
This short course included a ton of beneficial information. Ty also has a way of making the session both more engaging and memorable. Thanks!

Anonymous Author
Very informative course on the importance of communicating your value. The example of a tree falling in the backyard and the tree removal company not justifying his price which was double what others were offering for the same service drove the understanding home. If you describe the value add and things like insurance, can justify price differences.

Member's Profile
Good content and presentation. I would love a few more relevant examples vs tree removal. I learn from seeing the compare and contrast of good vs bad elevator pitches.

Anonymous Author
I really like the practical examples she used, both in her own differentiation, and in teaching us how to articulate our own differentiators.

Anonymous Author
Excellent course. As a CPA and business owners I definitely needed to watch this class. The instructor is very knowledgeable and positive

Anonymous Author
I've never really had to use an elevator speech, so this was a great course for some pointers on how to implement one in my networking.

Member's Profile
This course provided great examples of how to implement the concepts. I thought the elevator pitch formula was particularly helpful.

Anonymous Author
Again for sales stuff for us accountants... this is good stuff and we need more of it.. dont you think?

Anonymous Author
Solid summary of the importance and key ingredients in a good elevator pitch.

Course Complexity: Foundational

No advanced preparation or prerequisites are required for this course.

Education Provider Information
Company: Illumeo, Inc., 75 East Santa Clara St., Suite 1215, San Jose, CA 95113
Contact: For more information regarding this course, including complaint and cancellation policies, please contact our offices at (408) 400- 3993 or send an e-mail to .
Instructor for this course
Course Syllabus
  Introduction to Perfect Your Elevator Pitch3:24
  Communication 7:38
  Formulate and Elevate your Perfect Pitch10:12
  Final Thoughts 0:14
  Perfect Your Elevator Pitch29:55
  Slides: Perfect Your Elevator PitchPDF
  Perfect Your Elevator Pitch Glossary/ IndexPDF
  Workbook: Perfect Your Elevator PitchPDF