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How to Blow Out a Market …go vertical – why & how. L. Gary Boomer, CPA.CITP, CGMA www.boomer.com [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

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

L. Gary Boomer, CPA.CITP, CGMA

www.boomer.com

[email protected]


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


Market focus
Market Focus product or service under conditions of extreme

Where to Play

How to Win


Key components
Key Components… product or service under conditions of extreme


Requirements
Requirements… product or service under conditions of extreme


Traps why firms fail
Traps - why firms fail product or service under conditions of extreme

  • 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 product or service under conditions of extreme


Trusted business advisor relationship
Trusted Business Advisor Relationship product or service under conditions of extreme

  • Collaborative

  • Creates Value

  • Scope & price upfront

  • Fixed fee – change order

  • Decision - advocate or independent?


Success can be engineered
Success can be engineered… product or service under conditions of extreme


Lean start up
Lean Start Up product or service under conditions of extreme


Next gen management
Next Gen - Management product or service under conditions of extreme

  • Innovation

  • Startups

  • Tools to change

    • Industries

    • Professions

    • The World


No exemptions
No Exemptions product or service under conditions of extreme

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 product or service under conditions of extreme loss of…

  • Time

  • Passion

  • Unique abilities


Vision
Vision product or service under conditions of extreme


Navigate
Navigate product or service under conditions of extreme


Accelerate
Accelerate product or service under conditions of extreme


Resources
Resources product or service under conditions of extreme


Options
Options product or service under conditions of extreme


Example from horne s website
Example from Horne’s Website product or service under conditions of extreme


Horne is in the accelerate phase
Horne is in the Accelerate Phase product or service under conditions of extreme


Recommendations
Recommendations product or service under conditions of extreme

  • 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 product or service under conditions of extreme


A name
A Name… product or service under conditions of extreme

  • The Horne Franchise System

  • The Horne Franchise Builder

  • The Horne Franchise Solution

  • The Horne Construction _________


A graphic
A Graphic… product or service under conditions of extreme


Tools
Tools product or service under conditions of extreme

  • The Project Filter

  • Kolbe Index

  • Selling to Entrepreneurs Worksheet

  • Scope & Pricing Checklist


Strategic planner
Strategic Planner product or service under conditions of extreme


Entrepreneur
Entrepreneur product or service under conditions of extreme


Be careful not to clone most common and future leader
Be Careful Not To Clone product or service under conditions of extreme Most Common and Future Leader


Steve job s law on creativity

1955-2011 product or service under conditions of extreme

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

1902-1984 product or service under conditions of extreme

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 product or service under conditions of extreme

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 product or service under conditions of extreme

Planning

CFO Services

Budgeting & cash flow

Review financial performance – Monthly

Insurance review

Pricing study

Other

  • 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 1-2-3 product or service under conditions of extreme Service 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 product or service under conditions of extreme

Order Taker

Professional Sales

Pipeline

Quota

Relationships

Loves to sell

  • Due date

  • Hours

  • Rugged individual

  • Hates to sell


G del s law on perspective

1906-1978 product or service under conditions of extreme

Gödel’s Lawon Perspective

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


Kettering s law on committees

1876-1958 product or service under conditions of extreme

Kettering’s Law on Committees

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


Edison s law on systems

1847-1931 product or service under conditions of extreme

Edison’s Law on Systems

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


Comments questions

Comments & Questions product or service under conditions of extreme

L. Gary Boomer, CPA.CITP, CGMA

www.boomer.com

[email protected]


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