Business Applications, Communication, and Practice Management

Remaining Objective as an Expert Witness—Insights from the Psychology of Judgement and Decision Making

Thursday, June 6
10:10 a.m.–11:50 a.m.
2 hours CPE
The ability to make proper judgment decisions and maintain objectivity is a difficult task even for those who have the necessary desire and expertise. Objectivity is crucial for business valuation and financial litigation experts who serve as expert witnesses. Researchers in a variety of disciplines, including economics and psychology, have applied a scientific approach to studying decision making and objectivity over the past 35 years. From this body of knowledge, experts now understand that we are all “hard-wired” to fall into a set of predictable, systematic judgment and decision traps and biases. Through an awareness of these pitfalls and understanding effective decision processes, however, we can improve our objectivity in applying judgment.

After completing this session, attendees will be able to:

• Describe a practical approach to maintaining and enhancing objectivity and excellent decision making
• List common traps and biases: e.g., decision triggers, rush to solve, anchoring, motivated reasoning, availability, etc., all based in cognitive psychology
• Provide real life examples of biased decision-making where objectivity was lost
• Explain how proactively reframing judgments is a central characteristic of those who are widely respected as good thinkers and decision makers in organizations and why people don’t do it
• State how awareness and a healthy dose of common sense can help them mitigate the effects of cognitive traps and bias, enhancing objectivity in their professional work

Total CPE: 2 hours
Field(s) of Study: Behavioral Ethics—2 hours

Who Should Attend:

Any professional who applies judgment in decision-making, including those serving as any expert witness or providing professional valuation and forensic accounting services.

Program Level and Prerequisites:

Intermediate: Learning activity level that builds on a basic program most appropriate for individuals with detailed knowledge in an area.

Advanced Preparation:

None

Gregory T Reagan

Gregory T  Reagan

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Doug Prawitt

Doug  Prawitt

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Mayhem in the Marketplace—How to Reach Today’s New Buyer

Thursday, June 6
12:50 p.m.–1:40 p.m.
1 hour CPE
It’s no secret that the professional services marketplace is undergoing radical change. From new competitors and business models to automation and the digital revolution, yesterday’s strategies are no longer enough.

Leveraging Hinge’s proprietary ongoing research on buyers and sellers of accounting and financial services, Lee Frederiksen will give an in-depth view at how priorities and approaches to identifying and vetting services providers have shifted. He’ll then discuss how these insights will allow you to generate more referral business, better qualify potential clients, close more business and increase your billing rates.

After completing this session, attendees will be able to:

• Recognize changes in buyer behavior
• Develop strategies on how to better market your services
• Identify methods on how to win more clients
• Describe ways to increase the amount you charge for the services you provide

Total CPE: 1 hour
Field(s) of Study: Communications and Marketing—1 hour

Who Should Attend:

Individual practitioners who are involved in business development activities or are responsible for firm growth.

Program Level and Prerequisites:

Overview: Learning activity level that provides a general review of a subject area from a broad perspective.

Advanced Preparation:

None

Lee Frederiksen

Lee  Frederiksen

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The Advantages and Challenges of Using Advanced Statistical Methods in Litigation and Valuation

Thursday, June 6
2:00 p.m.–3:40 p.m.
2 hours CPE
The presenters will explain the basics of statistical linear modelling as applied to the estimation of damages in litigation. The presenters will analyze the challenges and limitations of this methodology. We will present examples of the application of these techniques in real world cases, including gender pay disparity, antitrust litigation, and real estate litigation. The presenters will also discuss the use of Monte Carlo simulation methods for valuing complex options and other derivatives. The presenters will analyze the reasons to use Monte Carlo simulation over traditional methods.

After completing this session, attendees will be able to:

• Explain the basics of multivariate regression models
• List the requirements for a reliable statistical model
• Identify the challenges and limitations of using complex quantitative methodologies in court
• Describe what type of problems can be analyzed using linear modelling
• Present examples of how statistical modelling can be used in court
• Explain how these methodologies were used in real world cases
• Weigh and explain the uses and advantages of Monte Carlo simulation methods in valuation of complex options

Total CPE: 2 hours
Field(s) of Study: Finance—1 hour; Statistics—1 hour

Who Should Attend:

Attorneys, valuation professionals, expert witnesses, CFOs.

Program Level and Prerequisites:

Intermediate: Learning activity level that builds on a basic program most appropriate for individuals with detailed knowledge in an area.

Advanced Preparation:

Understanding of basic valuation techniques.Understanding of lost profits models.

Helga Zauner

Helga  Zauner

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Thi Tra

Thi  Tra

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Business Valuation—An Operational Perspective

Thursday, June 6
4:00 p.m.–4:50 p.m.
1 hour CPE
Too often business valuations focus solely on the financial and technical application of the Income, Market, and Asset Approaches without considering any operational perspective. This leads to the inability to fully understand and reconcile the values derived under the different approaches. More importantly, it undermines the valuation analyst's ability to properly articulate findings and a conclusion of value that is both credible and drives value for the user and the subject company.

The purpose of this session is to help close valuation gaps and demonstrate how and why analysts should employ greater operational perspective in their valuation engagements. It is designed to provide practical tips and methods for use by the valuation analyst.

After completing this session, attendees will be able to:

• Identify and assess important operational drivers in a business valuation
• Interpret and reconcile the impact of those operational drivers in completing a credible business valuation
• Recognize the importance of an operational perspective applying the 3 approaches to a business valuation
• Explain and present operational data that is relevant to the valuation, client, and business operation
• Increase credibility with clients, prospects, and the triers of fact

Total CPE: 1 hour
Field(s) of Study: Finance—1 hour

Who Should Attend:

Practitioners, Exit Planners, and CEOs

Program Level and Prerequisites:

Intermediate: Learning activity level that builds on a basic program most appropriate for individuals with detailed knowledge in an area.

Advanced Preparation:

None

Jeff Harwell

Jeff  Harwell

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Expanding Services and Client Retention Using CoreValue

Friday, June 7
10:10 a.m.–11:50 a.m.
2 hours CPE
The easiest client to sell is one you already have. Leverage your rolodex and create client-for-life relationships.

If you are a CPA, Business Consultant, or Financial Adviser who is looking for ways to deliver additional services to your existing client base, attend this session to learn how.

After completing this session, attendees will be able to:

• List ways to start or grow a business consulting practice
• Describe how to target new services at quantified client needs
• Identify how to help their clients reach personal and business goals—and cement their role as the trusted adviser
• Describe ways to protect their client base from other firms by delivering a suite of high-value services

Total CPE: 2 hours
Field(s) of Study: Computer Software and Applications—2 hours

Who Should Attend:

CPAs, valuators, any practitioners who are interested in developing and advancing their skills in this topic.

Program Level and Prerequisites:

Overview: Learning activity level that provides a general review of a subject area from a broad perspective.

Advanced Preparation:

None

Edward Wandtke

Edward  Wandtke

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Simplifying the Valuation Report—Assuring the Reader “Gets It”

Friday, June 7
12:50 p.m.–1:40 p.m.
1 hour CPE
This session starts with the premise that our valuation reports have become so lengthy, detailed, and complicated, that the average reader has a hard time understanding anything other than the valuation conclusion. I propose three steps to ensure our reports can be understood by every reader, no matter their knowledge and experience with valuation science.

These three steps, if included in every valuation report, will help increase understanding, reduce confusion, and avoid prolonged controversy.

After completing this session, attendees will be able to:

• Improve the readability of their valuation reports
• Assist their clients in resolving valuation controversies
• Communicate more effectively with clients, client prospects, and potential adversaries

Total CPE: 1 hour
Field(s) of Study: Communications and Marketing—1 hour

Who Should Attend:

Valuators responsible for writing and or reviewing valuation reports, attorneys engaging valuation specialists and other users of technical valuation reports.

Program Level and Prerequisites:

Intermediate: Learning activity level that builds on a basic program most appropriate for individuals with detailed knowledge in an area.

Advanced Preparation:

None

Howard Lewis

Howard  Lewis

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Complex Commercial Litigation Simplified—A Successful Expert Witness Process that Works

Friday, June 7
2:00 p.m.–3:40 p.m.
2 hours CPE
To explain complex damage calculations or to effectively critique a plaintiff expert’s damage calculations to a judge or jury, first, the expert must prepare an expert report which presents clear and convincing evidence. Secondly, the expert must overcome objections to his or her deposition testimony, not only in the deposition, but at times through answering a Daubert Challenge. Finally, to have ultimate success, succinct and convincing trial testimony is necessary. This session will provide successful strategies during each part of this process.

After completing this session, attendees will be able to:

• Navigate the perilous complex commercial litigation process
• Identify the various skill sets required at each step of the process
• Implement and manage effective analysis, documentation, and communication of findings during the complex commercial litigation process

Total CPE: 2 hours
Field(s) of Study: Finance—2 hours

Who Should Attend:

Anyone who has exposure to the complex commercial litigation process, including financial expert witnesses and attorneys.

Program Level and Prerequisites:

Intermediate: Learning activity level that builds on a basic program most appropriate for individuals with detailed knowledge in an area.

Advanced Preparation:

None, but exposure to the complex commercial litigation process is beneficial.

D. Michael Costello

D. Michael  Costello

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How I Survived a Daubert Challenge and Lived to Testify at Trial

Friday, June 7
4:00 p.m.–4:50 p.m.
1 hour CPE
My session covers the various factors necessary to avoid disqualification under FRE 702. I will present and analyze the concepts of relevancy, reliable methodologies and their application to the facts of the case, with an emphasis on gathering sufficient facts and data, especially when historical financial data is unavailable.

After completing this session, attendees will be able to:

• Convince the Daubert Court that they did enough work to satisfy the sufficient facts and data requirement
• Differentiate between Daubert hearing testimony and trial testimony
• Explain differences between facts and data and the importance of the former when the latter are unavailable
• Establish the length of the damages period when it appears to be infinite

Total CPE: 1 hour
Field(s) of Study: Finance—1 hour

Who Should Attend:

Litigation practioners who have been or could be challenged under Daubert and FRE 702.

Program Level and Prerequisites:

Advanced: Learning activity level most useful for individuals with mastery of the particular topic. This level focuses on the development of in-depth knowledge, a variety of skills, or a broader range of applications.

Advanced Preparation:

None

Mark Filler

Mark  Filler

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The Truth, the Whole Truth—Storytelling and Persuasion

Saturday, June 8
8:00 a.m.–8:50 a.m.
1 hour CPE
Powerful Expert Testimony Using Proven Storytelling Techniques

As every trial lawyer knows, the best story wins. Stories are the ultimate tools of persuasion—they are the emotional glue that connects you—the expert witness—to the jury. An expert witness may be the most skilled, the most educated, and the most respected expert in his or her discipline, but in the courtroom, this is not enough. To be persuasive he or she needs to frame his or her direct testimony into a compelling narrative, so that jurors don’t just listen...they care…and they embrace the opinions.

An unfortunate reality is that expert witnesses are often very factual, speak tech talk, and deliver testimony without much flavor. For the expert testimony to be effective, it must be part of a compelling story.

In these sessions, the presenters will take a deep dive into the Eight Fundamentals of Breakthrough Communications in storytelling. They will work with attendees as they embrace these skills and focus upon how to use them persuasively in a professional environment. The presenters will then guide each attendee through the incorporation of these skills into his or her testimony. They will guide attendees in the defining of the expert’s story, the integration of the key components of the expert’s opinions into the story, and strategic approach to telling the story in a manner that is professional and objective, but also compelling and supportive of counsel’s theme.

After completing this session, attendees will be able to:

• Identify how to transform complex financial testimony into a persuasive and compelling story that is understandable by the judge and jury
• Describe how to weave the three universal laws of powerful storytelling—conflict, struggle, resolution—into their communications with the jury
• Integrate “left and right brain strategies” to maximize their connection to the jury and maximize their overall effectiveness in litigation
• Implement the communication approaches and dynamics that facilitate credible expert testimony

Total CPE: 1 hour
Field(s) of Study: Personal Development—1 hour

Who Should Attend:

CPAs, valuators, practitioners, etc.—anyone interested in developing and advancing their skills for this topic.

Program Level and Prerequisites:

Overview: Learning activity level that provides a general review of a subject area from a broad perspective.

Advanced Preparation:

None

Michael Kaplan

Michael  Kaplan

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Jesse Wilson

Jesse  Wilson

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Stephen Erigero

Stephen  Erigero

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Effective Report Writing for Small Company Valuations

Saturday, June 8
9:05 a.m.–10:45 a.m.
2 hours CPE
Report writing. It's where the rubber meets the road and, generally, the only tangible evidence we leave behind that indicates the quality (and sometimes, quantity) of work we performed.

But what about small company valuations where time and dollar budgets are tight? While professional standards must still be complied with, valuation reports for small companies must be prepared with greater efficiency and effectiveness in mind.

This session is structured around typical small company valuation engagements and report writing experiences. As specific issues are addressed, attendees will see real examples showing how to organize valuation reports, present necessary content, and improve fee realization.

After completing this session, attendees will be able to:

• Design the best report layout for the end user, which may not be the client
• List efficient report writing ideas and shortcuts
• Describe the best use of appendices and exhibits
• Create valuation schedules to carry more of the report writing workload

Total CPE: 2 hours
Field(s) of Study: Accounting—1 hour; Finance—1 hour

Who Should Attend:

Appraisers who prepare small company valuation reports who struggle to complete these engagements on time and on budget

Program Level and Prerequisites:

Intermediate: Learning activity level that builds on a basic program most appropriate for individuals with detailed knowledge in an area.

Advanced Preparation:

None

Rod Burkert

Rod  Burkert

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The Truth, the Whole Truth—Storytelling and Persuasion

Saturday, June 8
9:05 a.m.–10:45 a.m.
2 hours CPE
Powerful Expert Testimony Using Proven Storytelling Techniques

As every trial lawyer knows, the best story wins. Stories are the ultimate tools of persuasion—they are the emotional glue that connects you—the expert witness—to the jury. An expert witness may be the most skilled, the most educated, and the most respected expert in his or her discipline, but in the courtroom, this is not enough. To be persuasive he or she needs to frame his or her direct testimony into a compelling narrative, so that jurors don’t just listen...they care…and they embrace the opinions.

An unfortunate reality is that expert witnesses are often very factual, speak tech talk, and deliver testimony without much flavor. For the expert testimony to be effective, it must be part of a compelling story.

In these sessions, the presenters will take a deep dive into the Eight Fundamentals of Breakthrough Communications in storytelling. They will work with attendees as they embrace these skills and focus upon how to use them persuasively in a professional environment. The presenters will then guide each attendee through the incorporation of these skills into his or her testimony. They will guide attendees in the defining of the expert’s story, the integration of the key components of the expert’s opinions into the story, and strategic approach to telling the story in a manner that is professional and objective, but also compelling and supportive of counsel’s theme.

After completing this session, attendees will be able to:

• Identify how to transform complex financial testimony into a persuasive and compelling story that is understandable by the judge and jury
• Describe how to weave the three universal laws of powerful storytelling—conflict, struggle, resolution—into their communications with the jury
• Integrate “left and right brain strategies” to maximize their connection to the jury and maximize their overall effectiveness in litigation
• Implement the communication approaches and dynamics that facilitate credible expert testimony

Total CPE: 2 hours
Field(s) of Study: Personal Development—2 hours

Who Should Attend:

CPAs, valuators, practitioners, etc.—anyone interested in developing and advancing their skills for this topic.

Program Level and Prerequisites:

Overview: Learning activity level that provides a general review of a subject area from a broad perspective.

Advanced Preparation:

None

Michael Kaplan

Michael  Kaplan

Read Biography

Jesse Wilson

Jesse  Wilson

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Stephen Erigero

Stephen  Erigero

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Fill Your Marketing Pipeline with Clients using Online Marketing

Saturday, June 8
11:00 a.m.–12:45 p.m.
2 hours CPE
Learn how to get an unlimited amount of new leads using online marketing.

After completing this session, attendees will be able to:

• Take actionable items with their website to increase leads
• Find an unlimited source of new leads to fill their marketing pipeline
• Automate the entire marketing process

Total CPE: 2 hours
Field(s) of Study: Communications and Marketing—2 hours

Who Should Attend:

CEOs, CPAs, CVAs, Consultants

Program Level and Prerequisites:

Intermediate: Learning activity level that builds on a basic program most appropriate for individuals with detailed knowledge in an area.

Advanced Preparation:

None

Colin Brown

Colin  Brown

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The Truth, the Whole Truth—Storytelling and Persuasion

Saturday, June 8
11:00 a.m.–12:45 p.m.
2 hours CPE
Powerful Expert Testimony Using Proven Storytelling Techniques

As every trial lawyer knows, the best story wins. Stories are the ultimate tools of persuasion—they are the emotional glue that connects you—the expert witness—to the jury. An expert witness may be the most skilled, the most educated, and the most respected expert in his or her discipline, but in the courtroom, this is not enough. To be persuasive he or she needs to frame his or her direct testimony into a compelling narrative, so that jurors don’t just listen...they care…and they embrace the opinions.

An unfortunate reality is that expert witnesses are often very factual, speak tech talk, and deliver testimony without much flavor. For the expert testimony to be effective, it must be part of a compelling story.

In these sessions, the presenters will take a deep dive into the Eight Fundamentals of Breakthrough Communications in storytelling. They will work with attendees as they embrace these skills and focus upon how to use them persuasively in a professional environment. The presenters will then guide each attendee through the incorporation of these skills into his or her testimony. They will guide attendees in the defining of the expert’s story, the integration of the key components of the expert’s opinions into the story, and strategic approach to telling the story in a manner that is professional and objective, but also compelling and supportive of counsel’s theme.

After completing this session, attendees will be able to:

• Identify how to transform complex financial testimony into a persuasive and compelling story that is understandable by the judge and jury
• Describe how to weave the three universal laws of powerful storytelling—conflict, struggle, resolution—into their communications with the jury
• Integrate “left and right brain strategies” to maximize their connection to the jury and maximize their overall effectiveness in litigation
• Implement the communication approaches and dynamics that facilitate credible expert testimony

Total CPE: 2 hours
Field(s) of Study: Personal Development—2 hours

Who Should Attend:

CPAs, valuators, practitioners, etc.—anyone interested in developing and advancing their skills for this topic.

Program Level and Prerequisites:

Overview: Learning activity level that provides a general review of a subject area from a broad perspective.

Advanced Preparation:

None

Michael Kaplan

Michael  Kaplan

Read Biography

Jesse Wilson

Jesse  Wilson

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Stephen Erigero

Stephen  Erigero

Read Biography