How to blow out a market go vertical why how
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How to Blow Out a Market …go vertical – why & how. L. Gary Boomer, CPA.CITP, CGMA [email protected] A startup is a human institution designed to create a new product or service under conditions of extreme uncertainty .

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How to Blow Out a Market …go vertical – why & how

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How to blow out a market go vertical why how

How to Blow Out a Market…go vertical – why & how

L. Gary Boomer, CPA.CITP, CGMA

[email protected]

How to blow out a market go vertical why how

A startup is a human institution designed to create a new product or service under conditions of extreme uncertainty.


Market focus

Market Focus

Where to Play

How to Win

Key components

Key Components…



Traps why firms fail

Traps - why firms fail

  • Lack of leadership

  • Allure of a plan, strategy & market research

  • Lack of knowledge about client’s changing needs

  • “Just do it” attitude

  • “Accounting firm” management methods

Model vs plan

Model vs. Plan

Trusted business advisor relationship

Trusted Business Advisor Relationship

  • Collaborative

  • Creates Value

  • Scope & price upfront

  • Fixed fee – change order

  • Decision - advocate or independent?

Success can be engineered

Success can be engineered…

Lean start up

Lean Start Up

Next gen management

Next Gen - Management

  • Innovation

  • Startups

  • Tools to change

    • Industries

    • Professions

    • The World

No exemptions

No Exemptions

The accounting profession is at risk, but on the cusp of higher value services as The Trusted Business Advisor

Lean startup reduces loss of

Lean Startup reduces loss of…

  • Time

  • Passion

  • Unique abilities











Example from horne s website

Example from Horne’s Website

Horne is in the accelerate phase

Horne is in the Accelerate Phase



  • 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

Characteristics of a champion

Characteristics of a Champion

A name

A Name…

  • The Horne Franchise System

  • The Horne Franchise Builder

  • The Horne Franchise Solution

  • The Horne Construction _________

A graphic

A Graphic…



  • The Project Filter

  • Kolbe Index

  • Selling to Entrepreneurs Worksheet

  • Scope & Pricing Checklist

Strategic planner

Strategic Planner



Be careful not to clone most common and future leader

Be Careful Not To CloneMost Common and Future Leader

Steve job s law on creativity


Steve Job’s Law on Creativity

Creativity is connecting stuff. The more stuff you connect, the more creative you become.

Ray kroc s law on focus


Ray Kroc’s Law on Focus

I didn’t invent the hamburger. I just took it more seriously than anyone else.

Sakaiya s law on resources

Born in 1935

Sakaiya’s Lawon Resources

Fully exploit resources that are abundant, and economize on those that are in short supply.

Value added services

Value Added Services


CFO Services

Budgeting & cash flow

Review financial performance – Monthly

Insurance review

Pricing study


  • Strategic

  • 90 Day Game Plans

  • Accountability Reviews

  • Technology Review & Plan

  • Succession

  • Marketing

  • Sales

  • Mid-year review

  • Life insurance review

  • Other

Soc 1 2 3 service organization control reports

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

The Difference

Order Taker

Professional Sales




Loves to sell

  • Due date

  • Hours

  • Rugged individual

  • Hates to sell

G del s law on perspective


Gödel’s Lawon Perspective

To understand the system you are in, you have to get outside of it.

Kettering s law on committees


Kettering’s Law on Committees

If you want to grow an idea, keep it away from committees.

Edison s law on systems


Edison’s Law on Systems

Invent whole and complete systems rather than the components of systems.

Comments questions

Comments & Questions

L. Gary Boomer, CPA.CITP, CGMA

[email protected]

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