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Leveraging Technology for Business Development 09.25.13

Leveraging Technology for Business Development 09.25.13. Jim Boomer, CPA.CITP, CGMA, MBA www.boomer.com j im.boomer@boomer.com. Jim Boomer CPA.CITP, MBA Shareholder and CIO at Boomer Consulting, Inc. Director of the Boomer Technology Circles & the Producer Circle

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Leveraging Technology for Business Development 09.25.13

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  1. Leveraging Technology for Business Development09.25.13 Jim Boomer, CPA.CITP, CGMA, MBA www.boomer.com jim.boomer@boomer.com

  2. Jim Boomer • CPA.CITP, MBA • Shareholder and CIO at Boomer Consulting, Inc. • Director of the Boomer Technology Circles & the Producer Circle • Member of AICPA’s Tech+ Conference and CITP Credentials Committees • Named by CPA Practice Advisor as one of the Top 25 Thought Leaders and 40 Under 40 in Public Accounting Technology • Named by Accounting Today as “one to watch” on the annual list of the Top 100 Influential People in the Accounting Profession • Member of KSCPA Board of Directors

  3. What is business development? The combination of your firm’s sales & marketing efforts

  4. Why Is It Important to You & Your Firm? • Pre-recession • Post-recession • Growing the firm • Growing your role in the firm • Changes in business development • Leveraging technology

  5. Updated 08/30/13 Metrics Fiscal Year FTE = 2,080 hours

  6. Metrics • Firms continue on the path to recovery…although it was hard work • Compressed tax season • Reduced staff numbers • Technology spend is down as firms take a “wait and see” approach • We will likely see a flattening or decline in financial numbers as staffing #’s catch up to financial performance

  7. 8 Areas of Business Development

  8. Client Referrals & Testimonials Who are your firm’s best sales peoples? Your Clients!

  9. Net Promoter • Net Promoter • Customer Feedback • Measures Loyalty • Net Promoter Score • Promoters (9-10) • Passives (7-8) • Detractors (0-6) • www.netpromoter.com

  10. Testimonials • Skype (skype.com) • Make voice and video calls over the internet • VodBurner (vodburner.com) • Record voice and video calls over the internet

  11. Branding & Design • Intimidating • Cost-Prohibitive • Resource Draining

  12. Crowdsourcing Crowdsourcing is commonly defined as “the act of taking tasks traditionally performed by an employee or contractor, and outsourcing them to a group of people or community, through an “open call” to a large group of people (a crowd) asking for contributions.” Jeff Howe Wired Magazine

  13. How familiar are you with Crowdsourcing? • I’ve used it for business (and personally) • I’ve used it personally • Heard of it but never used it • Never heard of it

  14. Branding & Design Crowdsourcing Platforms • Crowdspring • crowdspring.com • 99Designs • 99designs.com • Elance • elance.com • Zerys • zerys.com

  15. Benefits of Crowdsourcing • Delivery Speed • Low Cost • Diverse Perspectives vs. Single View • Fresh Set of Eyes • Tend to Take Direction Well

  16. Challenges with Crowdsourcing • Seen at threat to marketing & design • Should be leveraged as a tool! • Process can drag on if you don’t spend time up-front defining your scope

  17. When to Use Crowdsourcing? • Logo/Branding Change/Update • Marketing Materials • Developing New Service Lines • Packaging/Naming Existing Service Lines • Writing Content for Website/Blog • Mobile/Web Development

  18. Step 1: Develop Your Scope • Describe what you want in words • Greater detail  increased speed • Overview • Target Audience • Requirements (Text & Graphic) • Additional Information

  19. Step 2: Set Your Price • Determine what your willing to pay for the project • Higher price = higher skilled resources • Different sites have different listing fees and commissions • Most you pay nothing to the designer/writer unless you selectan entry

  20. Step 3: Set Your Timeline • Determine the deadline for submissions • It is a lot easier to set a tight deadline for a group of people you’ve never met! • Even with a tight deadline, you can get quality submissions • Determine your availability to provide feedback throughout the process

  21. Step 4: Submit Your Project • Post your project online to “the crowd” • Those resources willing to work within the guidelines you’ve set (price/time) will see your project & decide whether to submit • Wait and provide feedback to designers!

  22. Step 5: Review Submissions • You will see submissions as they come in and can review them even before the deadline • If necessary, you can go back to designers/writers with requests for “tweaks”

  23. Step 6: Select a Winner • Select your favorite submission from the pool of candidates • You will receive the source files to allow you to do your own tweaks if desired • Fee/payment will be handled bythe crowdsourcing site

  24. The Boomer Advantage

  25. $295

  26. 31 Total Entries Winning Entry $295

  27. New Logo

  28. 65 Total Entries Winning Entry $295

  29. Social Media

  30. How socially active is your firm? • We promote usage • We allow it but don’t promote usage • We restrict usage • We block usage

  31. The Big 3

  32. Facebook • Create a firm Facebook page • Giving your firm a “human voice” • Posting of photos & videos • Promoting upcoming webinars & free downloads • Value add information • Blog post, press releases, etc.

  33. Facebook Examples

  34. Facebook Examples

  35. Facebook Examples

  36. Facebook Examples

  37. Facebook Examples

  38. Twitter • Keeping a pulse on • Our industry • Your client’s industry & region • Your competition • Getting plugged into your community • Promoting your firm’s valuable content • Promoting other’s valuable content

  39. BCI Twitter Accounts • 4 Accounts • Boomer Consulting (@ThinkPlanGrow) • Gary Boomer (@lgboomer) • Jim Boomer (@jimboomer) • Sandra Wiley (@sandrawiley)

  40. Twitter Examples

  41. Twitter Examples

  42. Linkedin • Business Social Networking • Company Profile page • Similar to Facebook • Individual accounts for building business relationships • “Rolodex on Steriods” • Groups & Conversations

  43. LinkedIn Examples

  44. LinkedIn Firm Example

  45. LinkedIn Group Example

  46. Additional Social Media Outlets • Google+ • YouTube & Vimeo • Blogs • iShade

  47. Why Should You Care? • Your future employees and customers are already there • Your current employees and customers are probably already there • Your current competitors, associations and vendors are already there

  48. Social Media Growth • Google+ ~500m • MySpace ~ 50m • Recent User Estimates • Facebook ~ 1.15bn • Twitter ~ 200m • LinkedIn ~ 238m

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