Keynote: Inside the Buyer's Brain

Tuesday, December 8, 2020 9:40 a.m. - 10:30 a.m. ET

Although buyers of accounting and financial services have been shifting how they find and vet providers for years, 2020’s pandemic has ignited a process of change so drastic that it renders last year’s buyer journey map obsolete.

In this interactive session, Lee Frederiksen will walk through the latest findings of Hinge Research Institute’s ongoing study, “Inside the Buyer’s Brain,” and discuss their implications for today’s firms.

After completing this session attendees will be able to:

  • Describe what buyers’ new business challenges are
  • Identify how clients feel about their providers
  • Recognize how buyers search for providers and evaluate them
  • Describe how buyers evaluate providers
  • Recognize how to engage target audiences still struggling to find their footing

Total CPE: 1
Fields of Study: Business Management and Organization: 1
Program Level: Overview - Learning activity level that provides a general review of a subject area from a broad perspective.

Who Should Attend:

CEOs, CPAs, managing directors, attorneys, practitioners, marketing and business development teams, and firm administrators/managers.


None required. These overview programs may be appropriate for professionals at all organizational levels.

Advanced Preparation:

Read the research report's executive summary:

Lee Frederiksen

Lee  Frederiksen


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Keynote: The Year that was COVID-19

Wednesday, December 9, 2020 9:40 a.m. - 10:30 a.m. ET

In this session the presenter will review the impact COVID-19 has had on valuations—which companies and industries have been impacted long-term and their likely recovery.

After completing this session, attendees will be able to: 

  • Recognize and analyze the impact of COVID-19 on expectations impacting valuations

Total CPE: 1
Fields of Study: Accounting: 1
Program Level: Update - Learning activity level that provides a general review of new developments.

Who Should Attend:

CEOs, CPAs, attorneys, and practitioners.


Participants need a background in the subject area and desire to keep current.

Advanced Preparation:


Roger Grabowski

Roger  Grabowski


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Keynote: What Can Valuation Analysts Learn from Behavioral Economists?

Thursday, December 10, 2020 9:40 a.m. - 10:30 a.m. ET

In our quest for technical proficiency, valuation analysts risk forgetting that valuation is ultimately a social science. In this session, we will review some of the key findings from the field of behavioral economics and how they apply to the valuation task.

After completing this session, attendees will be able to:

  • Describe the key findings of behavioral economics
  • Illustrate how those findings apply to valuation practice
  • Propose ways that valuation analysts can integrate behavioral economics principles into valuation practice

Total CPE: 1
Fields of Study: Economics: 1
Program Level: Intermediate - Learning activity level that builds on a basic program most appropriate for individuals with detailed knowledge in an area.

Who Should Attend:



Previous training or research on subject matter being taught. Such persons are often at a mid-level within the organization, with operational and/or supervisory responsibilities.

Advanced Preparation: