• Change Your FocusTransform • Move from Service to Knowledge • Change your Profitability • Engage the Arc of Your Potential
“What business are we in?” The “Helping our Customers Solve Problems and Create new Opportunities” Business
Become Very Selective at selecting customers1. Focus your greatest strengths on your highest Get Blue – redefine potential opportunities the business model2. Define and blueprint your ‘ideal customer’ and make your competition irrelevant SIC Annual Geographic Construction Ownership Associations CPA• Demographic Code Revenue footprint type Group Firm• Geographic• Psychographic3. Expand into a niche’• Focus on high value, high profit opportunities within niche’ 6
Professional Service Firm CapacityRevenue = + Efficiency + Cost-plus pricing management ↓ ↓ ↓ ↓ Capital Pricing on Profit = X Effectiveness X management Purpose Professional Knowledge Firm
$40,000$35,000$30,000$25,000$20,000$15,000$10,000 Value $5,000 Price $0 Cost
The Arc of your Potential is EndlessReality is accepted.Then, a new Vision is created.Then Goals are set and met.Then, Adversity happens and isovercome.Then, a new reality is created andaccepted.Then, a new vision is created.Then, new goals are set and met.Then, adversity happens and isovercome.Then, a new reality is created andaccepted. . . .Over and OverOver and Over.Faster and faster.