Wednesday, November 28, 2018 – Friday, November 30, 2018 | 1:50pm – 5:45pm

New England Practice Management Conference

The start date for this course has passed. Registration is no longer available.

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Phone- toll free number 1-866-708-1340 and use group code CPA18 


Wednesday, November 28, 2018


1:30 p.m.



1:50 p.m.

Opening Remarks

Richard O’Connor, CPA, MST, Johnson O’Connor


2:00 – 3:15 p.m. 

Technology Driven Transformation: Expansion of Advisory Services

Samantha Mansfield,

As a profession we are seeing further transformation of our services enabled through employing technology to augment, not replace, the value of accounting professionals.  The demand is growing for the advice, insights and strategy that accountants are best equipped to provide, yet scores of professionals continue to give away this valuable service – their knowledge. The traditional practice model has emphasized a tangible product, rather than the wisdom shared through an intimate, consultative engagement with clients. 

Recent data from a survey of the profession is speaking to the growing significance of building advisory services throughout accounting firms across the nation.  Don’t let your practice see marginal, or no growth; ensure you are capitalizing on the digital age and give clients what no technology can offer.In this session, you will:

  • Hear how accounting services are seeing a shift to advisory from transactional
  • Hear ways to leverage tax reform to pivot your tax services to advisory
  • Explore alternatives to positioning and selling compliance services to advisory services


3:15 – 4:30 p.m.

Break and Check in
(Check in at 4:00 p.m.)


4:30 – 5:45 p.m.

Becoming a Cherished Advisor: Utilizing AI and Machine Learning to Create Human Connections

Amy Vetter, CPA, CGMA

Artificial intelligence, cloud technology and machine learning have changed the way our clients manage their business and personal lives. In the financial industry, we strive to improve our client’s lives with the numbers we provide them. Yet, many of us still spend most of our time processing data in the traditional sense, rather than helping our clients understand how the numbers impact their business or life at a holistic level. With artificial intelligence, cloud technology and machine learning, much of the tasks of the past that we are used to doing will be reduced. Join this session to review how the human side of the experience can never be replaced by technology, only enhanced.

6:00 – 7:30 p.m.

Cocktail Reception at Sol Toro

Sponsored by: MS Consultants

Thursday, November 29, 2018


7:30 – 8:30 a.m.


Sponsored by:Tax Point Advisors


8:15 – 8:30 a.m.

Opening Remarks

Amy Pitter, Massachusetts Society of CPAs

Laura Gannon, CPA, Gannon CPA, LLC


8:30 – 10:00 a.m.

Where Did My Clients Go? Get More Clients. Keep More Clients.

Shari Harley, Candid Culture

Customers provide us with clear feedback, particularly with the decisions they make. They hire us, or they don’t. They return calls, or they don’t. They refer others, or they don’t. Ninety-nine percent of client turnover is predictable and preventable and the signs are everywhere, we just don’t know what they are, because for the most part, clients don’t tell us. Often clients leave and we never know why. Get to the heart of what your customers need and why they hire and fire you. After leaving this session, you will know how to:

  • Increase client satisfaction, loyalty, referrals and commitment;
  • Get more clients, keep more clients and make more money; and
  • Take control of your business.


10:00 – 10:30 a.m.

Networking Break and Visit Exhibitors



10:30 – 11:45 a.m.

Concurrent Sessions (choose one)


A.) Just Say it!

Shari Harley, Candid Culture

 Giving feedback is challenging for everyone. No one wants to hear that she isn’t doing a good job. And thus no one wants to tell her. Telling your boss you’re frustrated or aren’t hitting your targets can be even more difficult, and thus many of us say nothing. Worse is that most feedback, positive or negative, is useless because it’s vague. Get a simple formula to make even the most difficult conversations easier. Conversations will be short, specific and to the point. They won’t be personal. They will be actionable. You’ll be able to say what you want to say, when you want to say it, in a way that people can hear you and take action.


 B.) Employee Communication to Improve Engagement and Accountability

Laurie LaBrie, SPHR, SHRM-SCP, Integrated Human Resources, Inc.

Managing some employees can be tough. If you find that employees are not following through, meeting deadlines, or engaged in the company, there are things you as a manager can do to improve the situation. This seminar will cover the following:

  • Identifying your management style and their communication style to make sure that your communication is on target;
  • Review the pitfalls in manager/employee communication so that you can avoid them;
  • List steps necessary to be heard; and
  • Review the process to help increase accountability.


C.) “LEAN” Optimized Tax Production

Roman H. Kepczyk, CPA.CITP, CGMA, LSS BB

Tax production continues to evolve towards more digitally driven processes, going well beyond the “paperless” tools touted in the previous decade. Roman H. Kepczyk, CPA.CITP, CGMA, LSS BB will begin by explaining Lean Six Sigma principals and why firms should incorporate them into their strategic thinking. He will then share best practices from his Lean Tax Optimization consulting to help attendees understand how to take advantage of the latest generation of workflow applications and production hardware. This session will share proven production practices in every aspect of tax processing from creating the organizer to delivering the final product digitally, including recommendations for workstations, scanners, and tools for improved collaboration benefitting the entire firm.


D.)How to Grow a Successful Practice by Specializing Within a Niche

Andrew Schwartz, CPA, Schwartz & Schwartz PC

The business world becomes more complicated every year. Yet most CPAs and other professionals continue to operate as a generalist and serve a handful of clients in a wide range of industries.? Andrew Schwartz, CPA has built a niche CPA practice that has grown organically by more than 13% per year since 1994 and has not seen revenue dip during that 23-year period. His specialty firm continues to grow exponentially due to its strong and recognized brand for providing tax and accounting services to healthcare professionals and their practices. In this session, Schwartz will share his insights and tips on how to organically build a niche practice. He’ll answer the following questions:

  • Why would a prospect go to a generalist when they can work with a specialist for a similar value?;
  • Why would a professional choose to operate as a generalist when there are enough potential clients in their area of interest to be a specialist?; and
  • Why wouldn't you build a much deeper knowledge base within a niche to be able to work more effectively and give your clients better information and advice?

E.)  Demo Room: 5 Key Tax and Revenue Generating Ideas from TCJA

 MS Consultants

The Tax Cut and Jobs Act (TCJA) impacts almost every individual and business in ways not seen since the Tax Reform Act of 1986. The TCJA has brought about many changes and with that many opportunities and some peril. With year-end in sight, learn the top 5 ways you can increase your revenue while saving your clients tax dollars.  This provides for a win/win situation. The breakout session will discuss in detail 5 ways you can maximize the TCJA to your advantage. Topics to be covered will include strategizing the Qualified Business Income deduction for related parties and multiple entities, maximizing the tax impact of fixed asset expenditures over the next 5 to 10 years, analyzing the 30% interest expense limitation, & more. The session will provide practical ideas on how and what to bill clients for these important changes in their business.

11:45 a.m. - 12:30 p.m.


Sponsored by:GTM Payroll Services


12:30 - 2:00 p.m.

Leadership, Conversations and Results

Chalmers Brothers

In this entertaining and eye-opening address, Chalmers Brothers will provide leaders at all levels with a new and powerful way of understanding the “actual actions” needed to produce the most important quantitative and qualitative results required for sustainable success. Beginning with self-awareness, the foundation for all purposeful change, Chalmers suggests that leadership and management are primarily "conversational competencies" – that is, the actions taken by leaders and managers are actions taken in language. Topics include:

  • The importance of self-awareness and self-responsibility for leaders (and all of us!)
  • The three “foundations for success;”
  • A new understanding of language and conversations and their connection to effective leadership and management;
  • The five fundamental types of results that leaders must be able to create: relationships, alignment, culture, execution and strategy;
  • How to purposefully create powerful and empowering context – especially for difficult, challenging conversations; and
  • More!

2:15 – 3:30 p.m.

Concurrent Sessions (choose one)


F.) The “Nuts and Bolts” of Execution

Chalmers Brothers

In this follow-up session, Chalmers Brothers will provide new distinctions and specific new tools for dramatically improving teamwork, collaboration and workplace execution. Building on the content provided in the keynote, this session goes deeper and provides participants with hands-on practice using real-world situations – all focused on improving clarity, productivity and accountability. These new tools – coupled with a powerful new framework for understanding how organizations achieve results – will enable participants to much more readily identify the sources of both poor performance and improved effectiveness. Participants will work in small groups and pairs, and will have opportunities to learn with, from and through each other.

G.) “LEAN” Optimized AAA (Audit, Accounting and Administration)

Roman H. Kepczyk, CPA.CITP, CGMA, LSS BB

Internal CPA firm production is comprised of hundreds of unique workflows, which is where applying Lean Six Sigma principals can drastically improve efficiency – when you know where to look. Roman H. Kepczyk, CPA.CITP, CGMA, LSS BB will provide an overview of “lean” principals and then how to apply them to improve the firm’s assurance, accounting and administrative production, including recommendations for CPA-specific applications and equipment. He will provide digital best practices in each of these departments backed by the latest accounting firm benchmarks as well as a preview of applications on the horizon.


H.) Rising Stars: Your Future Firm’s Most Important Customers

Alison Simons, Simons Marketing, LLC

For most CPA firms, it’s some set of younger people on the partner track who will “buy you out” and keep the firm running. The long-standing narrative is that rising stars would be lucky to be future partners. However, we also must remember that the partners need these rising stars to want to buy their firm (one partner’s share at time). What if you start thinking of your rising stars as customers of your future firm?

In this presentation we’ll discuss:

  • Trends in firm succession and rising stars' attitudes toward partnership;
  • Actionable guidance for today’s firm leadership on how to engage rising stars; and
  •   Meaningful cross-disciplinary responsibilities to give rising stars so they’re interested in and ready to buy your future firm when the time comes.


I.) Performance Management from Job Description through Performance Appraisal

Laurie LaBrie, SPHR, SHRM-SCP, Integrated Human Resources, Inc.

Managing and documenting employee performance can be daunting throughout the year. Even though employees and managers don’t always like the process, employees appreciate the feedback. This seminar will look at the multiple ways we document employee performance in a way that will be heard by the employee. In this seminar, we will:

  • List the types of performance communication and compare the pros and cons of each;
  • Use examples and class participation to work through communication; and
  • Outline important components to employee communication that will help protect the company.

 J.) Demo room:R&D Credit - Practical Considerations After Tax Reform

Tax Point Advisors

A comprehensive review of the significant impacts on the Federal R&D tax credit as a result of the Trump tax law.

3:30 – 4:00 p.m.

Networking Break and Visit Exhibitors



4:00 – 5:15 p.m.

Concurrent Sessions (choose one)

K.) Idea exchanges

Firms will be divided by size

  •  General Session Room -  Less than $1 million gross revenue

  • General Session Room - $1-3 million gross revenue

  • Exhibit Hall -  $3-5 million gross revenue

  • Room 2 -  $5+ million gross revenue

L.) Quantum of Gadgets

Roman H. Kepczyk, CPA.CITP, CGMA, LSS BB

Discover the practical and recommended tools utilized by firms to optimize tax, audit and accounting production processes today as well as technologies on the “bleeding edge” and beyond. Roman H. Kepczyk, CPA.CITP, CGMA, LSS BB will discuss a wide array of consumer and business products that are changing the way we live and work. This entertaining program is primarily designed to provide practical guidance but is interspersed with themed gadgets and today’s leading CPA trends.

M.) Equal Pay and Family Leave

Laurie LaBrie, SPHR, SHRM-SCP, Integrated Human Resources, Inc.

From July 2018 through January 2019 these three laws will change the landscape of wages and employer liability in Massachusetts.  This presentation will highlight the Equal Pay Act and how to administer the requirements within your firm. We will also review the highlights of The Grand Bargain and the Non-Compete Law. These laws will change the employment landscape and make some employee relations issues harder to manage.

  • The major components of the Equal Pay Act and what steps need to be taken to protect your Firm and correct issues
  • Analyze employee rights under the Equal Pay Act to identify areas where managers may increase firm liability
  • Review of the Non-Compete law newly in effect and its impact to the security of the Firm as an asset.
  • Overview of the Grand Bargain and the segments of employer requirements and employee rights

N.) Demo Room: Unlock Your Financial Upside - Increase Firm Revenue and Expand Your Services

Harbor Strategies Group/ Integrated Financial Partners

 The benefits of a multidisciplinary practice and offering financial services within your CPA firm. The presentation will cover the following but will not be limited to:

  • Different Methods of Integration
  • Diversify Potential Revenue Streams
  • Upsides and downsides of Offering Financial Services
  • Liability Exposure to the Practice
  • Optionality at Time of Firm Merger or Sale
  • How to Market Financial Services to CPA Clients

This will be hosted by Dierdre Collins and John Pastore of Integrated Partners, along with Bob Alkon and Jeff Levine of the CPA Firm, Alkon and Levine.

6:00 – 7:30 p.m.

Cocktail Reception, sponsored by TD Bank
VISTA Lounge at Wombi Rock


Friday, November 30, 2018


7:30 – 8:25 a.m.



8:25 – 8:30 a.m.

Opening Remarks

Laura Gannon, CPA, Gannon CPA, LLC


8:30 – 10:00 a.m.

 The Impact of Blockchain and Other Emerging Technologies on the Accounting Industry

Todd Knapp, Envision Technology Advisors

The business landscape is changing in undeniable ways. Whether you are talking about cyber threats, IT platforms, human resources, communications, culture, or business opportunity, the realities of a rapidly changing world are ever-present. In this engaging and informative session, Envision Technology Advisors’ CEO, Todd Knapp, will explore a number of emerging technologies and the impact that they are having on your clients and their businesses, as well as the changes that they could usher in tomorrow.

Included in this discussion will be a look at Blockchain and Distributed Ledger, Artificial Intelligence and Machine Learning, Data Analytics, Generational Gaps in Communications, and more. The session will wrap with strategies for fostering innovation, encouraging adoption and change, and leveraging technology to pivot and meet market demands.




10:00 – 10:15 a.m.

Networking Break and Visit Exhibitors



10:15 – 11:30 a.m.

Concurrent Sessions (choose one)


O.) Idea Exchanges by Topic –

  • General Session Room - Topic 1

  • General Session Room - Topic 2

  • Exhibit Hall - Topic 3

  • Room 2 - Topic 4

P.) No More Excuses: Building a Culture of Accountability

Jennifer Elder, CPA, CMA, CIA, CFF, CGMA

Do people in your firm say they are accountable but somehow don’t seem to deliver on their promises?  Do your partners and staff have different definitions of what it means to be accountable?  Are you tired of hearing, “yes but…”? Well it’s time for NO MORE EXCUSES!  Improve your communication and increase your productivity with six simple steps to create a culture of accountability.

Q.) Having It All: Managing a High-Performance, Flexible Work Environment

Renee Moelders, ConvergenceCoaching, LLC

Successfully managing a team of Anytime, Anywhere Work™ team members requires a new mindset and set of strategies to keep your team on track. Learning how to better manage your flexible team, members will also improve your ability to manage the whole team. In this session, we’ll explore:

  • Shifting your mindset and identifying old norms and “gotchas” that will inhibit flexibility;
  • Managing expectations – yours, theirs, and the clients’;
  • Setting clear performance measures to minimize disappointments and upset; and
  • Communication and accountability techniques to ensure success.

R.) Demo Room : Tax Planning with the TCJA - Simple and Creative Ideas to Ease Tax Burdens for Clients

CWM Retirement

This session will discuss easy to implement ideas that will add immediate value to your practice.  In showing clients simple ways that they can achieve added tax benefits by working with you, you are able to give them significant hard dollar savings that you can justify charging additional fees.  We will address these topics as they relate to the TCJA, where clients can get a significant bang for the buck.  During this session we will talk about the following:

  • Section 199A & Entity Planning Ideas/Issues
  • Business Exit Strategies- Multiple Entity Planning, Using Retirement Plan Design to Your Advantage
  • Generating large tax deductions through retirement plan design to help grant access to the QBI deduction
  • Charitable Planning/Non-Qualified Planning
  • Anti-Abuse Rules of the QBI Deduction
  • Introduction to Captive Management-Opportunity to retain control and to manage expenses on property and casualty insurance -What you can and can’t do


S.) Speed Coaching with Laurie


11:40 a.m. – 12:55 p.m.

Concurrent Sessions (choose one)


T.) Retention is the New Recruitment

Jennifer Elder, CPA, CMA, CIA, CFF, CGMA

Recruiting is getting harder and harder.  The best approach to the challenge is to keep the good people you already have.  As Johnnie Taylor sings, “It’s cheaper to keep her!”  In this session, we will discuss the top five reasons employees leave (and no, money is not one of them!)  Then we will cover the top retention strategies to hang on to your high performers.


U.)  Adding Value Through Outsourcing

Jen Sieczkowski, ALL CPAs

Kathy Parker, CPA, MST, Rodman CPAs

David Harris, EA, XCM Solutions

 In this session you will learn how outsourcing can add value to your firm, your clients, and to your staff.  Outsourcing has become a viable business strategy for accounting firms.   Utilizing outsourced services From XCM/Xpitax firms are able to transfer low-impact, repeatable processes from existing staff to our outsourced team. Leveraging the skills and expertise from Xpitax can dramatically increase your firm’s ability to add value by freeing up staff time to focus more on client-facing activities.

V.) Effectively Transitioning Responsibility from One Generation to Another

Renee Moelders, ConvergenceCoaching, LLC

Organizations across the country are preparing for (or are already facilitating) the retirement of thousands of talented Baby Boomer CPAs. Many elements of succession need attention, but one of the most critical areas to address is effective transition of responsibility. Transition affects far more than the retiree  because their transition creates a ripple effect that affects all others in the organization. Transition will be an ongoing process for you as you develop as a leader and move your responsibilities to others, so you can take on new ones. Attend this session to discuss answers to the most common transition questions those engaged in transition ask:

  • When should we start transitioning?;
  • What mindset do I need to have to either let go or step up?;
  • How should we approach transition?;
  • How do we choose the people that we transition to?; and
  • When and how do we tell staff, clients and/or other external stakeholders?


W.) To Merge or Not to Merge: The Important Questions We Must Ask

Ron Loberfeld, CPA, Managing Partner,  ALL CPAs

As CPA firm partners retire in unprecedented numbers with diminishing pools of talent ready to replace them at the helm, merger and acquisition (M&A) activity in the industry is reaching frenzied proportions. Done right – M&A can give CPA firms distinct advantages in the growth and succession arena. Done wrong – it can be a nightmare, risking longevity and the bottom line. This session is designed to coach CPA firm partners to develop a successful, workable strategy for succession through M&A. Participants of this session will walk away with the knowledge of:

  • How to make their firm merger ready;
  • Clears steps to get the merger process started;
  • How to select and determine a successful merger partner; and
  • How to work through roadblocks and common pitfalls to avoid.


X.) Demo Room:10 Secrets Your Employees Aren’t Telling You…And How You Can Improve Morale and Retention

Robert Half

Psst…Managers, did you know your employees may have concerns they’re not sharing with you? Even at small, tight-knit firms, secrets could exist. Some workers may be dissatisfied and looking to leave the firm, for instance. Others may privately wish they could advance into more significant roles. This presentation will help you uncover secrets your employees may be harboring and learn how to better gauge the pulse of the office environment. Knowing which issues are of greatest concern to your team will allow you to address them, leading to improved morale, motivation and retention rates.


Y.) Speed Coaching with Laurie


1:00 – 1:45 p.m.


Sponsored by: Canopy


1:45 – 3:00 p.m.

The Great Teams Understand “The Why”

Don Yaeger

In this session, you’ll learn how to constantly remind your players and employees of who they are in service of while being acutely aware of downstream beneficiaries. The more a company creates “mission moments” for employees and team members to understand that greater purpose, the better off the team will be when it comes to enduring any challenges along the way to achieving its goal. In this captivating session, Don Yaeger shares his findings from interviews with Olympic Gold Medal winners like USA Basketball Head Coach Mike Krzyzewski (Coach K), 2014 NBA Most Valuable Player Kevin Durant and USA Basketball CEO Jerry Colangelo, as well as four-Time Super Bowl champion quarterback Tom Brady, brilliant thought-leader Simon Synek and longtime Medtronic CEO Bill George. 


This seminar qualifies for the Workforce Training Express Fund program. The course code for this program is 1117212  Click here for more details:





Conference Credits

This course is 17.00 credits

Conference Fees

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The start date for this course has passed. Registration is no longer available.