Go to Firm Gaining New Accounts Risk Management Differentiate Interviewing Like & Trust. Targeting 100% Firms Fees

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Dominick Burns
6 years ago
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1 Power of the Pyramid

2 Industry Leader Go to Firm Gaining New Accounts Risk Management Differentiate Interviewing Like & Trust Pipeline Targeting 100% Firms Fees Gain Access Prospecting Proposals-Oral/Written Qualifying Accept Rejection Interest Development Reject Acceptance Communications Compelling Teamwork Client Meetings Newsletters Seminars Receptions Mission and Values Improve Client Improve Community Unique Services Collaboration Niche Development Price Optimization Maximum Loyalty Pro Active Ideas Additional Services Loyalty Listening Extensions Five Star Service Client Service Communication Maximum Profits Niche Services Training Questions Surveys Communication Responsive Delivery Technical Recovery Newsletters Client Needs On Time Competence Process Meetings Client Wants One Budget Specialization Error Plan Answers

3 Foundation Stones Delivery On time, On Budget Technical Competence, Specialization, Answers Responsiveness Client needs and wants Communication Newsletters, meetings Recovery Error Plan, Process for Recovery

4 Communication Newsletters Meetings Responsive Client Needs Client Wants Delivery On Time One Budget Technical Competence Specialization Answers Recovery Process Error Plan

5 Delivery #1 Client Expectation #1 Client Complaint How do we manage our staff to meet client expectations in a complex environment with multiple l professionals serving multiple clients?

6 Technical Competence with Accounting and Tax Competence with Consulting Specialization, Niches, Understanding the client beyond tax and accounting Quick and accurate answers

7 Responsive Client Needs Client Wants P li i d l f Policies and examples of responsive service

8 Recovery Recovery Process Error Plan Does your firm have a plan to handle the minor and major disasters?

9 Communication The Accounting Industry is changing from a profession of number s crunchers to a profession of number s communicators Newsletter Meetings Communication s skills development

10 Building on the Foundation Pro-Active Ideas, Services, Niche, Questions Loyalty Listening, Service Extensions Five Star Service Building Relationship, Communicating, Training, Surveys Price Optimization Max Loyalty and Profits

11 Training and Development Must be ingrained at every level

12 Price Optimization Maximum Loyalty Pro Active Ideas Additional Services Loyalty Listening Extensions Five Star Service Client Service Communication Maximum Profits Niche Questions Services Training Surveys Communication Newsletters Meetings Responsive Client Needs Client Wants Delivery On Time One Budget Technical Competence Specialization Answers Recovery Process Error Plan

13 Pro-Active Ideas Additional Services Niche Questions

14 Loyalty Listening Service Extensions Satisfied clients are open to talking with another CPA firm. Loyal clients will tell your competitors to Go Away.

15 Five Star Service Connecting Taking the Order Delivering i Ascertaining Loyalty Offering Dessert Collecting the Check Recovery

16 Training and Development Must be ingrained at every level

17 Price Optimization Price Quantity

18 Training and Development Must be ingrained at every level

19 Building Lasting Growth Compelling Mission Making a Difference Compelling Values Stand for The Good Teamwork with ithother Professionals Referral Communications

20 Communications Compelling Teamwork Client Meetings Newsletters Mission and Values Unique Services Seminars Improve Client Collaboration Receptions Improve Community Niche Development Price Optimization Maximum Loyalty Maximum Profits Pro Active Ideas Additional Services Niche Questions Loyalty Listening Extensions Services Five Star Service Client Service Communication Training Surveys Communication Newsletters Meetings Responsive Client Needs Client Wants Delivery On Time One Budget Technical Competence Specialization Answers Recovery Process Error Plan

21 Compelling Mission and Values Expresses the Core Purpose of the Firm Defines our Rules and Standards The difference that you make in the lives of your clients is a noble and compelling mission. At the core, your mission is discovered, not written.

22 Teamwork with Oh Other Professionals Client Meetings Unique Services Collaboration Niche Development

23 Communications with Other Professionals Newsletters or Communiqués Seminars Receptions Lunches, dinners and other events

24 Moving Toward the Pinnacle Pipeline Development Targeting Gaining i New Accounts

25 Pipeline 100% Firms Fees Targeting Gain Access Prospecting Qualifying Interest Development Proposals-Oral/Written Accept Rejection Reject Acceptance Communications Compelling Teamwork Client Meetings Newsletters Mission and Values Unique Services Seminars Improve Client Collaboration Receptions Improve Community Niche Development Price Optimization Pro Active Ideas Loyalty Listening Five Star Service Client Service Maximum Loyalty Maximum Profits Additional Services Niche Questions Extensions Services Communication Newsletters Meetings Responsive Client Needs Client Wants Delivery On Time One Budget Technical Competence Specialization Answers Communication Training Surveys Recovery Process Error Plan

26 Pipeline Development General Rule of Thumb: Have 100% of your firm s fees also in your prospect p pp pipeline Prospecting for Gold Qualifying Interest Development

27 Targeting Gaining Access to Sweet Spot Prospects Make Winning Oral and Written Proposals L t A t R j ti d Learn to Accept Rejection and Reject Acceptance

28 Top Ten Mistakes 10 - Use Boilerplate 9 - No Differentiation 8 - No Focus on Risk kreduction 7 - Missing the Deadline 6 - No Eye Appeal

29 Top Ten Mistakes 5 - You Do Not Drive the Process 4 - Mailing the Proposal 3 - Lack of Thorough h Interviews 2 - No Preview 1- No Focus on Prospect s Business

30 Training and Development Must be ingrained at every level

31 Now You Can Become An Industry Leader The Famous Person The Go To Firm

32 Industry Leader Go to Firm Gaining New Accounts Risk Management Differentiate Interviewing Like & Trust Pipeline Targeting 100% Firms Fees Gain Access Prospecting Proposals-Oral/Written Qualifying Accept Rejection Interest Development Reject Acceptance Communications Compelling Teamwork Client Meetings Newsletters Seminars Receptions Mission and Values Improve Client Improve Community Unique Services Collaboration Niche Development Price Optimization Maximum Loyalty Pro Active Ideas Additional Services Loyalty Listening Extensions Five Star Service Client Service Communication Maximum Profits Niche Services Training Questions Surveys Communication Responsive Delivery Technical Recovery Newsletters Client Needs On Time Competence Process Meetings Client Wants One Budget Specialization Error Plan Answers

33 Your Growth Can be controlled but Unlimited Can be sustained and transitioned

34 Do you Want to? Know About Leadership Or Learn to Lead

35 CPE Vs Training One Day No Accountability Challenges People Twelve Days Robust Accountability Changes People Decisions i Development Motivates People Calendar Issue Easy Matures People Culture Issue Difficult

36 Self Leadership From Position Power to Personhood Evaluation of Leadership Style Integrity, Concern and Results Credibility

37 Strategic Leadership Planning Vision Mission Business Direction

38 Staff Leadership Position Power to Personhood Enrolling Others in Compelling Work Demonstrating Care and Respect Coaching Mentoring

39 System s s Leadership Management Work Flow Processes Financial Systems IT Systems Hiring and Termination Systems Client Service Systems Practice Development Systems

40 Synchronization Leadership Creating a Technically Elegant Alignment Understanding Ecosystems Synchronizing Systems with Staff, Staff with Strategy Strategy with Self

41 The Leadership Academy Overview For Seniors and New Managers: Meets Twice Per Year (1 ½ Days each) Coaching Session Read books or Watch Movies Leadership Action Plan Three Leadership Projects Teach material to two people Accountability and Results Investment = $2,750 per year Custom In-house $36,000 per year

42 The Rainmaker Academy For Senior Managers & New Partners: Three Live Sessions Per Year Three Personal Coaching Sessions Two Years Read Important Books Prepare Revenue Action Plan Cascade Teach to Two Others Review RAP With Managing Partner Report Results Participants $99 Million Investment $6,000 per year Custom In-house $$120,000

43 Advanced Rainmaker Academy Overview For Significant Rainmakers Partners, Managers and Business Development Professionals Attract Minimum of $250,000 Last Year Focus Only on New A Clients Meet Twice Per Year Two Webinar/Conference Calls /Year ½ Day Proposal Lab/Coaching on Demand Investment $7,500 Per Year Custom In-house $90,000

44 Maximizing Your Training i ROI Meet prior to and after attendance: Review Expectations Maintain 90% Credibility Read books Participate in class Complete RAP Review RAP with direct report Teach material to two people Review Results Report

45 Revenue Action Plan Set 21 appointments between classes 7 Clients, 7 Referrals, 7 Prospects Help with direction Assist on appointments, debrief meetings

46 Cascade Teaching Two to three peers and subordinates Within 7 days of class Don t make it difficult Download materials from RA Website

47 Thank You From Troy Waugh

COURSE CATALOG. vadoinc.net

COURSE CATALOG. vadoinc.net COURSE CATALOG 2018 vadoinc.net Welcome Welcome to the Vado 2018 Course Catalog. Vado provides any organization or learner numerous opportunities to build the skills needed to lead and manage others, as