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Academy for Business Development - Frequently Asked Questions (FAQ)
When does the program start and what is the registration deadline?
 The program begins in June of each year with a registration deadline of May 15. The first event for participants is the first Workshop,which also includes an overview of the program and assistance in creating a Personal Business Development Plan. The first event for guides is the Guide Conference Call in July.
How long is the program?
The Academy for Business Development is an 18-month program that starts in June of each year.
What is the best way to learn more about the program?
You can get additional information by visiting our website at or by contacting Upstream Academy at 406-495-1850 or . We will also hold an informational conference call on April 25. Let us know if you would be interested in joining us for the call.
Who runs this program?
With years of experience providing world class training to our profession, Graham Wilson and Sam Allred are widely acknowledged as master instructors, communicators, and industry experts. Their expertise will help participants create, build, and fine-tune the business development skills so crucial to success. 
Graham Wilson
For nearly two decades, Graham has been acknowledged as one of the accounting profession’s leading facilitators for business development training. He has conducted hundreds of training sessions in the US, Canada, and Europe.
Here’s what people have said about Graham:
- “Graham’s passion for change is contagious.” Jay Sattler, Partner, Blum Shapiro
- “Since 2003 I have participated in courses taught by Graham that have helped me make positive changes in the discipline needed to consistently develop quality new work.” Eric Wilson, Partner, BDO Canada
- “Graham consistently holds people accountable for their commitments while maintaining a friendly and professional relationship.” Joe Blice, Partner, Hein & Associates, LLP
Sam Allred 
Sam Allred is a Shareholder with Anderson ZurMuehlen & Co. and Founder and Director of Upstream Academy. He interacts with hundreds of CPA firms around the world each year via professional conferences, partner retreats, conference call presentations and Emerging Leaders Academy.
Sam is widely regarded as one of our profession’s top strategic thinkers and is regularly listed as one of IPA’s most recommended consultants.
How do I register for the program?
You can register online with Visa, MasterCard or check by going to the or by printing the and sending it by mail or fax.
What is the cost of the program and what kind of payment do you accept?
The program is $5,000 for the full 18-month program or $4,000 per year for . We accept Visa, MasterCard and check payments.
Are there any program discounts?
Upstream Academy Network members receive a discounted price of $4,000 for each participant. UAN membership is $3,500 per year. To learn more about Upstream Academy Network membership, go to the or contact Georgia at 406-495-1850 or .
Are there any additional costs not built into the program?
The program enrollment fee includes all materials, webinars and registration at all three ABD Workshops. Cost for travel and lodging for the Workshops is not included.
What do you do with the photos we send?
The participant photos are used to create a directory that is sent to all registrants to encourage networking.
Who is the ideal candidate for the ABD program?
The ideal candidate for the program is a manager, senior manager or new partner who is seen as a future business development leader. This is not beginning marketing, rather the program is designed to take those interested, talented individuals and help them move their business development skills to the next level.
How do you recommend we inform participants of their selection for the program?
We've created a the firm can use to inform candidates of their nomination into the program.
What is the typical makeup of the participant group (partners, senior managers, managers, other)?
Last year's group consisted of 70% partners and 30% senior managers, managers and others. 
Will participants still get value from the program if they are not in tax or audit departments?
The Academy for Business Development program is designed to teach business development skills to accounting firm leaders, regardless of their particular career path.
What percentage of participants are men and women?
We currently have about 70% men and 30% women in the program.
How do participants determine business development goals?
 During each Business Development Workshop, participants develop a Personal Business Development Plan. This plan sets a strategy for the next 6 months and helps them set goals to gain work from:
- Clients
- Prospective Clients
- Referral Sources
Guides work closely with participants, helping them select proper goals and holding them accountable for accomplishing those goals.
What topics are covered during the monthly SkillBuilding Forum calls?
Participants attend a one-hour conference call presentation each month (except March and April ) to develop business development skills consistently over the 18-month period. The following topics are discussed. 
- Recognizing the Best Prospects – And Why It Matters
- Great Service, More Work: Connecting the Dots
- Asking Clients for Additional Business
- Positioning Yourself as a Consultant, Not a Vendor
- Preparing to Meet with a Prospect
- Differentiating Your Firm in the Marketplace
- Developing C-Level Clients into A-Level Clients
- The Art and Science of Effective Sales Negotiation
- Getting the Business (Closing Effectively)
- Making Persuasive Presentations
- Networking: Becoming an Expert
- Overcoming Setbacks and Learning from Failures
- Dealing Strategically with D-level Clients
- Proposals: When to Use Them and When Not to Use Them
- Graduation: Discipline for the Rest of Your Career
What happens if a participant can’t attend a live SkillBuilding Forum due to scheduling constraints?
 Participants are required to listen to all SkillBuilding Forums. The Forums are recorded and participants automatically receive a CD recording of each forum.
If they are unable to attend the live call, they can view the PowerPoint presentation with audio, or listen to the MP3 of the call (available on the CD and on the participant page on-line).
Are participants given networking opportunities?
Participants attend three face-to-face Workshops. Participants also receive a directory of ABD participants, including contact information, photo and personal bio to help them connect with peers in the program.
How much travel is involved?
 To reduce travel costs and ensure that learning is continuously given in easily digestible doses throughout the year, most training is done remotely. Participants attend three face-to-face Workshops. These events begin at 2pm on the first day and end at 12noon on the second day to allow participants ease of travel.
How is participant progress tracked?
Participants are required to keep their Personal Business Development Plans up-to-date and report on progress during their Accountability Check-In calls. Additionally, because each participant has a guide from the firm, progress (or lack of progress) is more easily recognized and corrected. Periodically, Upstream checks with participants and their firm leaders regarding the program's impact.
What do past participants and firm leaders say about Graham's teaching?
“The program provides excellent ideas on how to build good practice development habits. The accountability component of the program ensures the ideas presented are put into practice, which is different from other programs I have participated in."
Bill Hughes, Partner at Anderson ZurMuehlen & Co. |
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“I have participated in several of Graham’s seminars and courses since 2003. I have found him to be a highly effective communicator and change agent. His teaching style is collaborative and he is most effective at ensuring lasting change occurs. My business has seen significant growth as a result."
Eric Wilson, BDO Canada LLP |
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“Working with Graham helped me fine-tune effective communication, develop accountability in networking, and become a leader that stands out from the crowd. He’s a dynamic facilitator, gets to the point, and his passion is contagious.”
Jay Sattler, Partner at Blum, Shapiro & Co. |
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“Graham consistently holds people accountable for their commitments while maintaining a friendly and professional relationship.”
Joe Blice, Partner, Hein & Associates, LLP |
What is the time commitment for program participants?
We ask participants to commit to approximately 70-130 hours for the 18-month program, consisting of the following:
 Fifteen one-hour SkillBuilding Forums with optional ½ hour post call discussion (15-22.5 hours)- Once a month check-ins with their guides (9-18 hours)
- Three Business Development Workshops (24 hours plus travel time)
- Accountability Check-Ins (6 hours)
- Completion of the Personal Business Development Plan (15-60 hours)
Participants are eligible for 39 hours of CPE if they attend all live SkillBuilding Forums and attend each Business Development Workshop.
What is the time commitment for a guide?
Guides are asked to commit to approximately 12-21 hours for the 18-month program, consisting of the following:
- Three one-hour Guide Training Calls (3 hours)
- Once a month check-ins with the participant (9-18 hours)
 Guides may spend an additional 23-46 hours with optional activities:
- Attendance at any of the three Business Development Workshops (additional fee required) (8-24 hours plus travel time)
- Fifteen one-hour SkillBuilding Forums with optional ½ hour firm discussion (15-22.5 hours)
What are the requirements to be a guide?
To assist firms in assigning guides, we have developed an document, which lists guides' responsibilities and characteristics.
Is each participant required to have a guide?
Yes, each participant should choose or be assigned a guide from within the firm.
How many participants can one person guide?
The guide position requires a minimum time commitment of 12-21 hours per participant. We believe that most firm leaders can only effective guide 1-3 participants.
Can guides attend the Business Development Workshops?
Guides are welcome to attend the Business Development Workshops for an additional charge.
How do you help the guides?
Upstream holds three one-hour conference calls specifically for guides. Additionally, they are invited to contact Upstream any time they need additional assistance with their guide duties.
What if I enroll in the program, but don’t like it or feel that it’s not what I anticipated?
As with everything Upstream Academy does, your satisfaction with the Academy for Business Development is guaranteed. If you are not completely satisfied with the value you receive, we will, at your option, either refund your money or accept that portion of the fees that reflects your level of satisfaction.
What if a participant is unable to finish the program due to an unexpected event?
Participants will be refunded their registration fee in full if Upstream Academy is notified of their withdrawal in writing by June 30, 2011. After this date, participants will be eligible for a prorated refund of their registration fee.
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