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Presented to: Association of Certified Fraud Examiners
Annual Conference
Presented By: Tiffany R. Couch, CPA/CFF, CFE
Acuity Group PLLC
Introduction & background
Essential communication strategies & typical client conundrums in all phases
• Initial phone call
• Sealing the deal
• Working the case
• Delivering work product
• Case closed
Wrap up/Q&A
Copyright 2012, Acuity Group PLLC
AGENDA
It’s More Than Money
• Human Element
• Demographics of perpetrators
Explain What you can do…and What you Can’t
• Credentials/Expertise
• No Overpromises
Copyright 2012, Acuity Group PLLC
INITIAL PHONE CALL
Provide Initial Direction to
Client • Counsel?
• Insurance?
• Preservation of Evidence
Offer to Meet • Understand client’s urgency to
start engagement
Common Conundrums • Timeline
• Expertise
• Unanswered Questions
Copyright 2012, Acuity Group PLLC
INITIAL PHONE CALL
Prove You Can Handle It
• Cut through the chaos
• Have a plan
Discuss a Phased Approach
• Limited Scope
• Discuss Fees
• Discuss Resources
Copyright 2012, Acuity Group PLLC
SEALING THE DEAL
Engagement Letter
Basics
• Who to engage with
• Scope of Work
• Record Retention
• Fees
• Indemnity
• Signers
Retainers
Copyright 2012, Acuity Group PLLC
SEALING THE DEAL
Set Realistic
Expectations
• Complicating factors?
• Estimated time to complete engagement
• Prosecution timeline
Provide Initial Direction to Client
Common Conundrums
Copyright 2012, Acuity Group PLLC
SEALING THE DEAL
Provide Initial Direction to
Client
• Documents to review
• Evidence Preservation
• Employee Notification
Common Conundrums
• No money
• Nervous about engagement letter
• Testimony “requirements”
Copyright 2012, Acuity Group PLLC
SEALING THE DEAL
Discuss the End Game
• Insurance claim?
• Criminal prosecution?
• Civil complaint?
Discuss Deliverables
• Full report?
• Schedules only?
• Verbal only?
Copyright 2012, Acuity Group PLLC
WORKING THE CASE
Discuss Communication
Preferences
• Critical to success
• Frequency
• Know your point of contact for questions
• Know your point of contact for documents
Know What Is Important to Your Client
Copyright 2012, Acuity Group PLLC
WORKING THE CASE
Provide Ongoing Direction
to Client
• Progress
• Difficulties
• Access to personnel and/or documents
Common Conundrums
• Case is more complicated!
• No fraud?!
• The budget is blown!
Copyright 2012, Acuity Group PLLC
WORKING THE CASE
To Draft or Not to Draft
• Is it ever appropriate to issue a draft?
• Keeping copies of drafts
Keep It Simple • Do not use complicated
terminology
• Remember your audience!
Copyright 2012, Acuity Group PLLC
DELIVERING WORK PRODUCT
Provide Ongoing
Direction for Client • Preparing for testimony
takes time • Communicate what you
can testify to and…what you can’t
Common Conundrums • Non payment • Client wants report
changed • I’ve never testified before!
Copyright 2012, Acuity Group PLLC
DELIVERING WORK PRODUCT
Retaining Documents
Follow Up Work
Referrals and/or Testimonials
Common Conundrums
Copyright 2012, Acuity Group PLLC
CASE CLOSED
“Whenever you see a successful business, someone once made a courageous decision”
~ Peter Drucker
Copyright 2012, Acuity Group PLLC
WRAP UP/Q&A
CONTACT INFORMATION Tiffany R. Couch, CPA/CFF, CFE
Acuity Group PLLC 360-573-5158
[email protected] www.acuityforensics.com
“Association of Certified Fraud Examiners,”
“Certified Fraud Examiner,” “CFE,” “ACFE,” and
the ACFE Logo are trademarks owned by the
Association of Certified Fraud Examiners, Inc.
The contents of this paper may not be
transmitted, re-published, modified, reproduced,
distributed, copied, or sold without the prior
consent of the author.
