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Think, Plan, Grow!™
How to Blow Out a Market…go vertical – why & how
L. Gary Boomer, CPA.CITP, [email protected]
Think, Plan, Grow! ™
A startup is a human institution designed to create a new product or service under
conditions of extreme uncertainty.
Leader-Staffing-Platform-Service-Pricing-Capabilities-Technology-
Opportunities-Complexity-Regulations
Think, Plan, Grow! ™
Transformational
Adjacent
Core
• Breakthroughs• New services
• Expanding existing business
• New to the firm business
• Accounting• Tax
Where to Play
How to Win
Market Focus
Think, Plan, Grow! ™
Communication
QuestionsListen
Package & Name
Key Components…
Think, Plan, Grow! ™
Requirements…
Entrepreneurship•Cool• Innovative•Exciting
Management•Dull• Serious•Bland
Success• Reduces Waste• Reduces risk• Depends on innovation
for growth• Learning• New kind of accounting
Think, Plan, Grow! ™
Traps - why firms fail
1. Lack of leadership2. Allure of a plan, strategy & market
research3. Lack of knowledge about client’s
changing needs4. “Just do it” attitude5. “Accounting firm” management
methods
Think, Plan, Grow! ™
Business Model
Back office
Front officePlatform
Model vs. Plan
Think, Plan, Grow! ™
Trusted Business Advisor Relationship
• Collaborative• Creates Value• Scope & price upfront• Fixed fee – change order• Decision - advocate or independent?
Think, Plan, Grow! ™
Success can be engineered…
Think, Plan, Grow! ™
Lean Start Up
Vision
Define
Experiment
Learn
Think, Plan, Grow! ™
Next Gen - Management
• Innovation• Startups• Tools to change
– Industries– Professions– The World
Think, Plan, Grow! ™
No ExemptionsThe accounting profession is at risk, but on the cusp of
higher value services as The Trusted Business Advisor
Think, Plan, Grow! ™
Think, Plan, Grow! ™
Lean Startup reduces loss of…
• Time• Passion• Unique abilities
Think, Plan, Grow! ™
Vision
Define your market
Experiment
Learn
Think, Plan, Grow! ™
Navigate
Test
Measure
Adjust
Think, Plan, Grow! ™
Accelerate
Package
Grow
Innovate
Think, Plan, Grow! ™
Resources
Platform
Unique Ability Team
Champion
Existing Clients
Think, Plan, Grow! ™
OptionsChampion Team Platform(s) Clients/Prospects
Jack Smith Bo Jones - Sales Intacct
Melinda Roberts -IT Intuit
Ty Reynolds- Acctg Bill.com
Cory Allan - Tax Paychex
Bill Nu - Payroll CSA
Xero
Other
Think, Plan, Grow! ™
Example from Horne’s Website
Champion Team Platform(s) Clients/Prospects
Mike Roberts Tommy Butler Intacct Franchises
Karen Taylor Intuit Healthcare
Business Analyst Bill.com Financial Institutions
Dee Boykin - Franchise Paychex Construction
Joel Bobo CSA
Xero
Other
Think, Plan, Grow! ™
Horne is in the Accelerate Phase
Package
Grow
Innovate
Think, Plan, Grow! ™
Recommendations
• Narrow focus on website (options)• Name the package• Graphic of your process• Focus on Team, not partners• Focus on client DOS• Address value and price – define
client profile
Think, Plan, Grow! ™
Champion
Level 5 Leader
Team Builder
Access to Resources
Politically Connected
Proven Track
Record
Passion
Characteristics of a Champion
Think, Plan, Grow! ™
A Name…
• The Horne Franchise System• The Horne Franchise Builder• The Horne Franchise Solution• The Horne Construction _________
Think, Plan, Grow! ™
A Graphic…
L-3 Strategic Planning
L-2 Budget
ing
L-2 CFO
L-2 Cash Flow
L-1 Financial Reporting
L-1 Payroll
L-1 Bill
Payment
L-1 Sales Tax
L-1 Income Tax
Tier Price/Month
L-3 $ 2,000
L-2 $ 3,000
L-1 $ 2,000
Total $ 7,000
Think, Plan, Grow! ™
Tools
• The Project Filter• Kolbe Index• Selling to Entrepreneurs Worksheet• Scope & Pricing Checklist
Think, Plan, Grow! ™
Strategic Planner
Think, Plan, Grow! ™
Entrepreneur
Think, Plan, Grow! ™
Be Careful Not To CloneMost Common and Future Leader
Steve Job’s Law on Creativity
Creativity is connecting stuff. The more stuff you connect, the more
creative you become.
1955-2011
Ray Kroc’s Law on Focus
I didn’t invent the hamburger. I just took it more seriously than anyone
else.
1902-1984
Sakaiya’s Law on Resources
Fully exploit resources that are abundant, and economize on those
that are in short supply.
Born in 1935
Value Added Services
Planning• Strategic• 90 Day Game Plans• Accountability Reviews• Technology Review & Plan• Succession• Marketing• Sales• Mid-year review• Life insurance review• Other
CFO Services• Budgeting & cash flow• Review financial
performance – Monthly• Insurance review• Pricing study• Other
SOC 1-2-3Service Organization Control Reports
• SOC 1 Based upon Statement on Standards for Attestation Engagements (SSAE) # 16– Type 1 - report on the fairness of the presentation of management's
description of the service organization's system and the suitability of the design of controls in meeting the applicable criteria.
– Type 2 - same as a Type 1 report but also includes (1) the service auditor's opinion on the operating effectiveness of the controls in meeting the applicable criteria and (2) a description of the service auditor's tests of the operating effectiveness of the controls and the results of those tests.
• SOC 2 Report on Controls at a Service Organization Relevant to Security, Availability, Processing Integrity, Confidentiality or Privacy
• SOC 3 General Use Report
The Difference
Order Taker• Due date• Hours• Rugged individual• Hates to sell
Professional Sales• Pipeline• Quota• Relationships• Loves to sell
Gödel’s Law on Perspective
To understand the system you are in, you have to get outside of it.
1906-1978
Kettering’s Law on Committees
If you want to grow an idea, keep it away from committees.
1876-1958
Edison’s Law on Systems
Invent whole and complete systems rather than the components of
systems.
1847-1931
