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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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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

Where to Play

How to Win

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
trusted business advisor relationship
Trusted Business Advisor Relationship
  • Collaborative
  • Creates Value
  • Scope & price upfront
  • Fixed fee – change order
  • Decision - advocate or independent?
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
recommendations
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
a name
A Name…
  • The Horne Franchise System
  • The Horne Franchise Builder
  • The Horne Franchise Solution
  • The Horne Construction _________
tools
Tools
  • The Project Filter
  • Kolbe Index
  • Selling to Entrepreneurs Worksheet
  • Scope & Pricing Checklist
steve job s law on creativity

1955-2011

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

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

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 1-2-3Service 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

Pipeline

Quota

Relationships

Loves to sell

  • Due date
  • Hours
  • Rugged individual
  • Hates to sell
g del s law on perspective

1906-1978

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

Kettering’s Law on Committees

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

edison s law on systems

1847-1931

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

www.boomer.com

[email protected]

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