Developing an International Business Practice Presented by Tom Bondi, Principal Berger Lewis Accountancy Corporation - California AGN World Congress - New Orleans October 23, 2012

Developing an International Business Practice “When we are kept up at night realizing that if we are NOT applying marketing to the needs of our international business practices (IBP), and developing the business and technical expertise - both internally and with outside colleagues - we run the risks of not only losing some of our most valued clients but also our valued referral sources.” Tom Bondi (This should be a great motivator!) 2

Developing an International Business Practice Of course we must define what we mean by an “International Business Practice” (IBP) Recognition of our Firm’s business strengths and limitations includes general business services; and with respect to compliance - we mean within our own country’s compliance and laws (outside our borders we may be connectors with our expanded team). We are intent on participating as a member of the greater community that can be called upon to assist companies from around the globe, and our domestic clients on international business expansion. We turn to our referral sources and AGN members when we aren’t familiar with localized country issues (adding value to our relationships with our clients and the community). 3

Developing an International Business Practice The variation of our IBP may depend on where geographically we are located. Building a team–it takes a global village and an internal team Champion(s). Requires awareness training of team at all levels. Getting out the word that our IBP exists - International business is a part of our vocabulary. “We don’t stop marketing because we are busy.” 4

Developing an International Business Practice When do issues arise involving International Business? Inquiry of clients about their businesses & goals. Meetings with referral sources (every chance). Reminding (firm) team members to ask questions of clients and business contacts. During presentation opportunities in the community. 5

Developing an International Business Practice

Developing an International Business Practice Some considerations to identify we are succeeding: Our internal team is energized AND challenged! Our clients and referral sources call upon us for help and guidance! The dialogue of services offered by our team is routine in our vocabulary! We constantly recognize areas where we are strong and areas where we need to focus for improvement! Revenues from the International Business Practice area are growing, and expanding across other parts of the firm! 7

Developing an International Business Practice

Developing an International Business Practice Questions & Comments? 9

Developing an International Business Practice Thank you for your time! 10