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Selling Audit Results and Risk Management Approaches that get Results!

The Institute of Internal Auditors (IIA) - Baltimore Chapter

Thursday, October 19, 2017 from 8:00 AM to 5:00 PM (EDT)

Selling Audit Results and Risk Management Approaches...

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Ticket Type Remaining Sales End Price Fee Quantity
Members   more info 56 Tickets Oct 19, 2017 $175.00 $0.00
Non-Members 56 Tickets Oct 19, 2017 $225.00 $0.00

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Event Details





Audit Selling and Negotiation: Up, Down, and Across Generations and Industries 


Today’s auditors need well-developed skills and proven techniques to convey the consequences of unmitigated inherent risks and negotiate audit start dates, and corrective action plans and completion dates, among other things. And they need to be able to do this across generations.

During this interactive program, Ann M. Butera, President of The Whole Person Project, Inc., will describe ways to leverage time-tested sales strategies and negotiation techniques during the entire audit process to secure management’s agreement concerning the inherent risk rating, audit findings, and corrective action plans.

She will explain how to overcome typical obstacles that come up when trying to persuade and negotiate with difficult auditees. And, she will show you how to recognize and overcome negotiation tricks and ploys. She will also explain classic sales tactics if you need to gain buy-in on your audit findings.

Upon completion of this session, you will be able to:

• Be the trusted advisor – the “go-to” person who’s in demand for ideas and advice
• Handle crucial conversations effectively to avoid conflict
• Use the Critical LinkageTM when delivering tough news to senior management in a way that prompts their buy- in and agreement.
• Deliver tough news without engendering bad feelings
• Communicate your suggestions in a way that increases others’ willingness to take corrective action
• Use specific techniques to overcome client pushback and resistance
• Adapt sales techniques to people of different generations and industries
• Use sales techniques to communicate your messages more persuasively --- without resorting to ultimatums --- and increase others’ acceptance of your audit concerns
• Negotiate rationally to reach quality agreements
• Understand why historic negotiation practices no longer work in today's business environment
• Identify four key indicators that enable you to gauge the success of your negotiations
• Use guidelines for making and responding to offers and counteroffers
• Avoid making the four strategic mistakes when negotiating
• Use guerrilla tactics for handling tough negotiators and difficult auditees
• Increase your ability to negotiate audit recommendations and corrective action plans with auditees

Date: Thursday, October 19, 2017

Time: 8:30 – 5:00 (Registration starts at 8:00)

Notes: Continental Breakfast, Lunch and Coffee Breaks included


CPE Credits Available: Attendance at this course will make you eligible for up to 8 Continuous Professional Education hours, depending on the number of sessions you attend. CPE certificates will be distributed at the completion of the Conference. It is imperative you provide an accurate e-mail address when you register.

The Insitutute of Internal Auditors Baltimore Chapter is registered with the National Association of State Boards of Accountancy (NASBA) as a sponsor of continuing professional education on the National Registry of CPE Sponsors. State boards of accountancy have final authority on the acceptance of individual courses for CPE credit. Complaints regarding registered sponsors may be submitted to the National Registry of CPE Sponsors through its web site:

Field of Study: Auditing

Delivery Method: Group Live

Program Level:  Basic. There are no prerequisites or advance preparation needed.          

Refund Policy and Complaint Policy: For more information regarding our administrative policies, such as our refund policy and complaint policy, please visit our website>Policies or contact yan McNamara, VP of Programs at or 410-562-5355.        


Charity Drive: Coming Soon!


Speaker Bio: 

Ann M. Butera, CRP is President of The Whole Person Project, Inc., an organizational development consulting firm. She is a frequent speaker at internal audit conferences and has worked with audit departments of all sizes to provide auditors with the tools and techniques needed to improve risk management practices within their organizations. Ann is regularly cited in Who’s Who and has been honored by Women On The Job with the Business Achievement Award. She is a member of the IIA, the American Society for Training and Development, the Association of Government Accountants, and the National Association of Corporate Directors. She served as Audit Committee Chair for a financial services firm.

Ann Butera received her Masters of Business Administration in Organizational Development from Adelphi University. She holds a CRP (Certified Risk Professional) designation from BAI, and is a Summa Cum Laude graduate of Long Island University/C.W. Post College.


For more information regarding this event or our administrative policies such as complaint and refund, please visit our website -> Policies or contact Ryan McNamara, VP of Programs at or 410-562-5355.

Have questions about Selling Audit Results and Risk Management Approaches that get Results!? Contact The Institute of Internal Auditors (IIA) - Baltimore Chapter

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When & Where

The Conference Center at the Maritime Institute
692 Maritime Boulevard
Bridge Room, Bldg 3
Linthicum Heights, MD 21090

Thursday, October 19, 2017 from 8:00 AM to 5:00 PM (EDT)

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