The Continuum of Value

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1 The Continuum of Value Arianna Campbell, LSS Black Belt Consultant Heather Robinson Marketing Manager

2 Arianna Campbell Consultant Boomer Consulting, Inc. Lean Six Sigma Black Belt P3 Leadership Academy TM Facilitator CPA Practice Advisor Top 25 Most Powerful Women in the Accounting Profession My Passion Helping CPA firms navigate their continuous improvement journey! Contact me at LinkedIn:

3 Heather Robinson Marketing Manager Boomer Consulting, Inc. 10+ years in Marketing & Brand Management Social Media Guru My Passion Helping CPA firms clarify their brand message! Contact me at LinkedIn:

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5 Who We Are

6 Client Base Top 500 CPA firms in the U.S. Strong relationships within Top 100 firms CPA Firm Client Characteristics Successful Desire to grow Focused on future readiness Actively working with 40+ Software providers to the accounting profession

7 Why CPA Firms Go To Boomer Consulting To make you more successful and future ready.

8 Agenda Areas of Opportunity Mindset Transformation Communicating Value Paradigm Shift

9 Areas of Opportunity

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12 Firm models are transforming Drivers: Compliance Complexity Client Loyalty Source: Accounting Today Top 100 Firms Survey 2010 and 2016

13 The Convergence of Change Technology New Markets Growth Leadership Profession Change

14 Thank You FACEBOOK: LINKEDIN: website is the best place to learn more about our services. Visit:

15 Mindset Transformation

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18 The CPA Mindset Assumptions Method The Traditional CPA Rationality, Objectivity, Reality as fixed and quantifiable Analysis aimed at proving one best answer Process Planning Doing Business Transformation Agent Subjective experience Experimentation aimed towards iterating a better answer Decision Drivers Logic, numeric models Emotional insight, Experience models Values Pursuit of control and stability. Low tolerance for ambiguity. Pursuit of Novelty. Dislike of status quo Level of Focus Big Picture or Minute Details Iterative movement between the big picture and the details. Viewpoint Hindsight Foresight

19 Clients today don t know what they want, because the things they most want are things they don t yet know are possible. Give your clients the ability to do what they can t currently do, but would want to, if they only knew it was possible. --Daniel Burrus

20 Foresight Insight Data Connectors Knowledge Connectors} Accelerators Hindsight The Continuum of Value playing thru the line I n n o v a t i o n Transactional Compliance Performance Strategic Capacity Capability

21 Foresight Insight Data Connectors Knowledge Connectors} Accelerators Hindsight Bookkeeping Payroll Bill Payment The Continuum of Value playing through the line Tax preparation Audit Review Financial Reporting CFO Services Data Analytics Benchmarking Business Advisory Lean Processes Strategic Planning Succession Planning Mergers & Acquisitions I n n o v a t i o n Transactional Compliance Performance Strategic Capacity Capability

22 Communicating Value to Clients

23 Communicating Value

24 Continuum of Value into Advisory Services

25 Marketing Your Firm

26 CLARITY

27 Example boomer.com

28 It s YOUR Secret Sauce!

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30 Paradigm Shift - Your Client is the Hero Client = HERO You = Guide Your clients are Luke Skywalker. You get to be Yoda.

31 Paradigm Shift - Clients Needs

32 Paradigm Shift - Language

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34 Your Firms Messaging What's YOUR messaging? Does it fit within your niche? Can you say it easily? Can your entire team repeat your firm's message in a compelling manner? Do you give new hires talking points they can use to describe what the company does and why clients should hire you? And the big one - How many potential clients are you missing out on, because they cant figure out what you offer?

35 Thank You FACEBOOK: LINKEDIN: Our website is the best place to learn more about our services. Visit: