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May 2016

Tuesday May 17, 2016
12 Steps to Build a Referral Pipeline
1 Hr CPE - Other

Fred Kaplan - Weiser Mazars

Topic - "12 Steps to Build a Referral Pipeline" - How to develop and implement a professional networking strategy.

Growing your business requires networking and relationship building, but have you ever had the opportunity to learn how to do that? No more cold calls – once you learn how to:

  - optimize networking events

  - conduct relationship-building 1:1 meetings with potential referral sources

  - convert these potential sources into active referral partners.


In 1995, Fred Kaplan transitioned from a corporate CFO position to become Manager of the consulting practice for a local CPA firm, and he realized that he would have to devote a certain amount of time each week to new business development.  Fred will present the 12 step methodology he developed for building a referral pipeline to deliver a consistent flow of new business opportunities.  This methodology is also relevant for someone in a job search and for company employees seeking to build a group of trusted advisors within their company.

Fred Kaplan is Director of Business Development for WeiserMazars LLP, an international Accounting, Tax and Advisory firm. As a Controller, Chief Financial Officer and Management Consultant, Fred has worked with numerous businesses in the region. He received his certification as a Certified Business Manager from the Association of Professionals in Business Management. 

His career began as a management accountant, then as a manager of accountants for large corporations, such as CIGNA, General Electric Capital Corp and State Street Bank. He later found affection for the profession of consulting while serving as Controller and Consultant for Omicron Consulting, leading him to start Strategic Business Consulting in 1995 with the partners of Schmeltzer Master Group (SMG), a regional CPA firm. When SMG merged with the firm of Goldenberg Rosenthal in 1998, the affiliated consulting practice was folded into Goldenberg Rosenthal. 

Fred’s consulting has focused on profit improvement and financial management, ranging from providing independent services to managing the consulting departments for Goldenberg Rosenthal (now EisnerAmper LLP) and Relevante, Inc. From 2010-2013, he led Kaplan Financial Consulting Group, advising businesses on their appropriate financing structure and obtaining financing for them from a network of conventional lenders and alternative finance companies. He served twice as President of the Philadelphia Chapter of the Institute of Management Consultants USA (IMCUSA) in 1998-2001 & 2008-2010, and is a Past President of the North Penn Chapter of the Institute of Management Accountants (IMA). He is the current Chair of the Financial Executives Subgroup of the Greater Philadelphia Senior Executive Group (GPSEG), and an alumni member of the Financial Executive Networking Group (FENG). 

Fred is active in several professional and civic associations, recently completing a two-year term (2010-2012) as President of Golden Slipper Camp, a non-profit summer overnight camp in the Poconos. He has been a youth coach for the Upper Dublin soccer club, the Upper Dublin Junior Athletic Association, and Ambler Junior Baseball. 

A former varsity soccer player for Cornell, he remains connected as an alumni interviewer for Cornell admission applicants and membership in the Cornell Club of Greater Philadelphia. In 2006, Fred represented the USA in Sydney as a member of the Masters Soccer team in the Maccabi Australia International Games, an international competition for Jewish athletes. He is a licensed referee for the US Soccer Federation, officiating in travel league and tournament competitions. 

Fred received a B.A. in Economics from Cornell University and an M.B.A. in Finance from Drexel University. He has taught as adjunct undergraduate faculty at Penn State-Abington (Introduction to Finance) and graduate faculty at the Keller School of Management of DeVry University (Financial Accounting). He frequently addresses business and professional groups on the topics such as Alternative Finance Solutions, Building a Consistent Referral Pipeline, and Preventing Lapses in Ethical Behavior. He and his family reside in Maple Glen, PA.