PowerPoint Presentation
5 Whys to Go VerticalDixie McCurley, Co-founder & Partner,
Trusted CFO Solutions
Kalil Merhib, Enterprise Business Development,
CPA.com#SuperConf16
Trusted CFO Solutions, Co-founder & PartnerHeadquartered in
Atlanta, GA (14 Staff)Certified Intacct BPO Partner &
Bill.comQuickBooks ProAdvisor, Member of Mindshop
InternationalNationally recognized thought leader in cloud-based
accounting.As a self-proclaimed foodie, Dixie spends her free time
dining at the hundreds of restaurants Atlanta has to offer.
Introductions
Introductions3KALIL MERHIBEnterprise Business Development,
CPA.comKALIL MERHIB
7+ years in Accounting TechnologyHolistic approach to firm
strategy and change managementSpecialization in BPO strategies,
technology adoption, and Firm learning & developmentHobbies:
Golf, Hockey, & Guitar
AGENDADrivers of Vertical Thinking5 WhysThe Effect on Your
Firm#SuperConf16
Drivers of Vertical Thinking#SuperConf16
OutsourcingAutomationCommoditizationDifferentiationSpecializationOptimization20th
Century Firms Will Either Evolve or Dissolve21st Century Darwinian
DynamicsDr. Geoffrey Moore, Accounting Services Harness the Power
of the Cloud whitepaper
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Digital Disruption in AccountingDr. Geoffrey Moore, Accounting
Services Harness the Power of the Cloud whitepaperDigitizationFrom
Paper to PaperlessCloud ComputingOvercoming barriers of
productivityTransformationFrom compliance vendor to trusted
advisorBusiness IntelligenceOvercoming barriers of
commoditizationVirtualizationFrom Physically Present to Digitally
PresentSystems of EngagementOvercoming barriers of location
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Why Target Market Focus?Dr. Geoffrey Moore, Accounting Services
Harness the Power of the Cloud whitepaperTarget marketing success
factorsParticipate in the segments relationship networkDevelop
domain expertise relevant to the segmentOver-deliver to create
strong reference accountsEncourage word-of-mouth referralsTwo
lessons from Marketing 101Cost-effective growth is impossible
without target market focusTipping point dynamics accelerate your
successClients aggregate into market segmentsCommunities with
shared interests Self-organized around industry, geography, &
professionWho talk to each other before making buying decisions
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CPAs and accountants actually say its easier to focus on what
they know really well, rather than always trying to learn a new
industry or spread themselves too thin across too many different
industries.#SuperConf16- Riches in NichesBy Tom Hood and Pascal Van
Dooren
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5 Whys To Go Vertical#SuperConf16
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WHYS
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VERTICALTOGOWHYS
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SCALABILITY
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processes | geographic | investment
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19PROCESSES: Templates, repeatable processes, build it once
GEOGRAPHIC: Decreased barrier to entry for new geographic
markets, apply the same approach to vertical in new markets
INVESTMENT: Increased ROI on investments made in technology,
education, and marketing
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BUDGETFORECASTANDPLANBETTER
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21More accurately estimate complexity of client needs and time
commitment requiredTaxAuditAccounting ServicesEstimate staff
capacity based on historical performanceAnticipate trends and
changes within your vertical
Enable profitable fixed fee pricing
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EXPERTISE
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BLAHBLAHBLAHBLAHBLAHBLAHBLAH
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HELPSEEWHATYOUSAYINGTHEMARE
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ANOTHERMEETING
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28Enhance your expertise with vertical specific training for
your firmInstills confidence in prospects and clients of your
abilityCommon initiatives underway within your vertical (ex:
software solution evaluations, etc.)Added value to client
engagements deep insight (KPIs, etc.)
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STANDARDIZATION
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31Branding & Messaging can be consistent and concise from
client to clientYour product/service becomes the star, instead of
your peopleTemplated deliverables improve efficiency and ROI on
innovation
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CULTIVATEGREATERPROFITABILITY
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33Deeper knowledge means higher feesA strategically relevant
company sustainable earningsIncrease the firms valuation
multipleImproved leverage metrics (utilization &
realization)
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WHYSSCALABILITYBUDGET FORECAST PLAN
BETTEREXPERTISESTANDARDIZATIONPROFITABILITY
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WHYS
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Impacts on Your Firm#SuperConf16
Strong FoundationWHAT?WHY?WHERE?WHEN?
39June 25, 2015Samantha Mansfield @SnMansfield
Trusted Advisors Role Transcend the routine
Develop specialized knowledge
Stay ahead of automation wave
Be valued for expertise and insight
Translate data into wisdomSource: The Big Switch & Beyond
Nicholas Carr, author, 2014 Digital CPA Conference Keynote
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Additional ResourcesAccounting Services Harness the Power of the
Cloud whitepaperBy Geoffrey
Moorehttp://www.cpa.com/whitepapers/accounting-services-harness-power-cloud
Digital CPA Webcasts
Will Your Firm Thrive or Survive? The Critical Competency for
Todays PractitionerJuly 20, 2016
How the Cloud Impacts Modern Day FinancialsSeptember 20,
2016
Case Studies: Client
Accountinghttp://www.accountingtoday.com/ato_issues/28_12/accounting-technology/case-studies-client-accounting-72879-1.html
Client Advisory Services
Workshopshttp://www.cpa.com/client-advisory-workshops
Slideshare.net/CPAcom
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Find a copy of this presentation at:Slideshare.net/CPAcom
#SuperConf16
Thank You!
@dixiemccurley@kalilmerhib#DigitalCPA
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