A country practice capitalising on the cloud

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Speech delivered to 50 Accountants in Port Macquarie

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  • Why is there a black cloud?Why is there a white cloud?What do you think the technology companies are going to do about this?What do you think the ATO will do with this?Who of your clients is it suitable to?Who in the room will be affected?When is this happening?When should you do something about this?How many clients do you gave on cloud accounting right now?How do you implement it?
  • Jenny – 1 min 9 sec video$3 per hourList out everything she can do for you
  • Received this via LinkedIN on Dec 6Idian accounting firm offering very cheap Accounting
  • Background on WealthfarmWas in Manila with me last May – false startFilmed this on February 20
  • Was in his office on February 12
  • A country practice capitalising on the cloud

    1. 1. A Country Practice | Port Macquarie | March 6 2014 @therobnixon #COTC www.proactiveaccountants.net/slides www.robnixon.com
    2. 2. What we’re going to cover… Getting in the middle of the cloud revolution How to capitalise on cloud technology How to use offshoring effectively How to offer value added services using cloud technology How to take a front foot approach Predictions for the future. @therobnixon #COTC | www.robnixon.com | www.cloudseminar.com.au
    3. 3. @therobnixon #COTC | www.robnixon.com | www.cloudseminar.com.au
    4. 4. Why? What? How? Who? When? @therobnixon #COTC | www.robnixon.com | www.cloudseminar.com.au
    5. 5. The future of employment – how susceptible jobs are to computerisation – C Frey & M Osborne 2013 @therobnixon #COTC | www.robnixon.com | www.cloudseminar.com.au
    6. 6. @therobnixon #COTC | www.robnixon.com | www.cloudseminar.com.au
    7. 7. @therobnixon #COTC | www.robnixon.com | www.cloudseminar.com.au
    8. 8. @therobnixon #COTC | www.robnixon.com | www.cloudseminar.com.au
    9. 9. @therobnixon #COTC | www.robnixon.com | www.cloudseminar.com.au
    10. 10. @therobnixon #COTC | www.robnixon.com | www.cloudseminar.com.au
    11. 11. @therobnixon #COTC | www.robnixon.com | www.cloudseminar.com.au
    12. 12. @therobnixon #COTC | www.robnixon.com | www.cloudseminar.com.au
    13. 13. @therobnixon #COTC | www.robnixon.com | www.cloudseminar.com.au
    14. 14. @therobnixon #COTC | www.robnixon.com | www.cloudseminar.com.au
    15. 15. @therobnixon #COTC | www.robnixon.com | www.cloudseminar.com.au
    16. 16. 1 2 3 2 1 3 @therobnixon #COTC | www.robnixon.com | www.cloudseminar.com.au
    17. 17. @therobnixon #COTC | www.robnixon.com | www.cloudseminar.com.au
    18. 18. @therobnixon #COTC | www.robnixon.com | www.cloudseminar.com.au
    19. 19. @therobnixon #COTC | www.robnixon.com | www.cloudseminar.com.au
    20. 20. Convergence of technology @therobnixon #COTC | www.robnixon.com | www.cloudseminar.com.au
    21. 21. In the Philippines www.mikesmanilatours.com www.easyoffshore.com.au www.ibpap.org www.mycloudpeople.com.ph www.wealthfarm.com.au @therobnixon #COTC | www.robnixon.com | www.cloudseminar.com.au
    22. 22. Your smarketing plan to capitalise on the cloud
    23. 23. Sales & Marketing (Smarketing) Objectives Now 12 month goal 1. Number of business client groups 2. Average fee per business client - $ 3. Percentage of total revenue in compliance - % 4. Percentage of total revenue in value added - % 5. Average hourly rate compliance services - $ 6. Average hourly rate value added services - $ 7. Number of new enquiries generated – last 12 months 8. Conversion rate to new clients from enquiries - % 9. Number of new business clients – last 12 months 10. Each client visited / met with (times per year) 11. Number of clients on cloud accounting 12. Revenue 13. Profit before partner salaries @therobnixon #COTC | www.robnixon.com | www.cloudseminar.com.au
    24. 24. @therobnixon #COTC | www.robnixon.com | www.cloudseminar.com.au
    25. 25. @therobnixon #COTC | www.robnixon.com | www.cloudseminar.com.au
    26. 26. @therobnixon #COTC | www.robnixon.com | www.cloudseminar.com.au
    27. 27. @therobnixon #COTC | www.robnixon.com | www.cloudseminar.com.au
    28. 28. @therobnixon #COTC | www.robnixon.com | www.cloudseminar.com.au
    29. 29. @therobnixon #COTC | www.robnixon.com | www.cloudseminar.com.au
    30. 30. The PROACTIVE smarketing system Product R easons Organised A ctivity Channels Target I nternet Value E xperience @therobnixon #COTC | www.robnixon.com | www.cloudseminar.com.au
    31. 31. @therobnixon #COTC | www.robnixon.com | www.cloudseminar.com.au
    32. 32. Reasons to buy (or not) from you Know you Database 1 C A 3 B 2 Trust you Experience Like you Brand @therobnixon #COTC | www.robnixon.com | www.cloudseminar.com.au
    33. 33. @therobnixon #COTC | www.robnixon.com | www.cloudseminar.com.au
    34. 34. Your value proposition Your past - Client success - Experiences - Education - Accomplishments - Development - Work history - Beliefs - Victories/defeats - Risks/adversity. Delivery methods - Consulting - Reports - Coaching - Mentoring - Survey - Redesign - Workshop - Retreat. Process flow Clients future - Improved cashflow - Peace of mind - Asset security - Higher productivity - Lower attrition - Higher morale - Improved image - Better performance - Market share - Increased profit - Revenue growth - Wealth improvement - More innovation - Problems solved - Happier customers - Superior service. @therobnixon #COTC | www.robnixon.com | www.cloudseminar.com.au
    35. 35. @therobnixon #COTC | www.robnixon.com | www.cloudseminar.com.au
    36. 36. Leveraging IP & creating product Start with a client or situation example Write an article Put it on YouTube All social media sites Press coverage Create a tool from it – on website Newsletters – yours and others Podcasts / Webinars / Teleseminars / Seminars Create a story from it Blog – yours and others Part of your process / method License it Productise it – DVD, online, packaged service, book, booklet. @therobnixon #COTC | www.robnixon.com | www.cloudseminar.com.au
    37. 37. SMSF Budget / Cashflow Cloud Conversion Planning Session Monitoring – mthly / quarterly Tax planning Health Check Asset protection Coaching Systems development              Client name             Client name              Client name              Client name              Client name              Client name              Client name              Annual Accounts Client name Corp Secretarial FBT Client / product matrix  @therobnixon #COTC | www.robnixon.com | www.cloudseminar.com.au
    38. 38. @therobnixon #COTC | www.robnixon.com | www.cloudseminar.com.au
    39. 39. Target markets - your best buyer Who do you want as a client? Sex Age (range) Business type Risk profile Blue / White collar Business owner / Franchisee / Entrepreneur Size of business – revenue / GP% Net wealth Ambition level. @therobnixon #COTC | www.robnixon.com | www.cloudseminar.com.au
    40. 40. @therobnixon #COTC | www.robnixon.com | www.cloudseminar.com.au
    41. 41. Channels to market How do you get the word out? Existing clients Email Mail Web / social tools Events - Seminars / Webinars / Boardroom briefings Phone Visits Sponsors Small products Centres of influence – other peoples databases JV alliances. @therobnixon #COTC | www.robnixon.com | www.cloudseminar.com.au
    42. 42. @therobnixon #COTC | www.robnixon.com | www.cloudseminar.com.au
    43. 43. Experience you before I buy you Getting a taste of what you can do: YouTube video series Articles – distribute everywhere Tools to download Small products Reports Blog Referrals Twitter / Facebook / LinkedIn Speech TRUST assessment Business performance review – PANalytics. @therobnixon #COTC | www.robnixon.com | www.cloudseminar.com.au
    44. 44. @therobnixon #COTC | www.robnixon.com | www.cloudseminar.com.au
    45. 45. Web dominance Web strategy Non-existent Existent Competitive Distinct Breakthrough Main website Feeder sites Blogs(s) Facebook Twitter LinkedIN YouTube E-news Forum - connecting Search Engine Optimization Social advertising Other peoples blogs Content value @therobnixon #COTC | www.robnixon.com | www.cloudseminar.com.au
    46. 46. @therobnixon #COTC | www.robnixon.com | www.cloudseminar.com.au
    47. 47. Reports papers 1 Endless Leads 17.Direct email Marketing gravity plan 25. Boardroom briefing Blog 9 @therobnixon #COTC | www.robnixon.com | www.cloudseminar.com.au
    48. 48. @therobnixon #COTC | www.robnixon.com | www.cloudseminar.com.au
    49. 49. Being organised Written marketing & sales plan Disciplined approach Daily activity Daily monitoring Tracking ROI All team approach Weekly reporting @ team meeting Celebrating success (bell). @therobnixon #COTC | www.robnixon.com | www.cloudseminar.com.au
    50. 50. Leads target @therobnixon #COTC | www.robnixon.com | www.cloudseminar.com.au December November October September August July June May April March February Activity January Your activity plan (whiteboard)
    51. 51. Organising & measuring the activity – another whiteboard Activity Target Quantity Cost Send date Response % Response # Gross Profit ROI Letter # 1 Existing clients 463 $565 Dec 15 3.35% 15 $2,085 369% Letter # 2 Suspect list 3,323 $4,500 Dec 15 1.25% 41 $5,699 126% Email # 1 Existing clients 463 $4.63 Dec 17 1% 5 $695 15000% Webinar # 1 Entire database 92 $50 Jan 15 12% 11 $1,529 3058% Email # 2 Suspect list 3,323 $33.23 Jan 18 0.5% 16 $2,224 6690% Fax # 1 Suspect list 3,323 $2,500 Feb 1 2.1% 67 $9,313 372% Telemarketing test Suspect sample 500 $3,500 Feb 5 4.5% 22 $3,058 87% @therobnixon #COTC | www.robnixon.com | www.cloudseminar.com.au
    52. 52. The PROACTIVE smarketing system P roduct R easons Organised A ctivity C hannels Target I nternet Value E xperience. @therobnixon #COTC | www.robnixon.com | www.cloudseminar.com.au
    53. 53. National seminar tour – March/April 2014 @therobnixon #COTC | www.robnixon.com | www.cloudseminar.com.au
    54. 54. Capitalising on the Cloud seminar agenda The changes happening to compliance Why (and how) you must take a ‘front foot’ approach The positive impact cloud accounting can have on your firm The positive impact cloud accounting can have on your clients An independent view on which cloud solutions to choose How to implement cloud accounting in your firm How to discover new value added services opportunities. @therobnixon #COTC | www.robnixon.com | www.cloudseminar.com.au
    55. 55. Capitalising on the Cloud seminar agenda cont.… How to implement cloud accounting with your clients How to add value to your clients using cloud accounting How have your clients buy additional services How to price new services on value based fees The threats associated with outsourcing and offshoring How to use outsourcing and offshoring to your advantage. @therobnixon #COTC | www.robnixon.com | www.cloudseminar.com.au
    56. 56. Capitalising on the Cloud – seminar dates Newcastle - Monday, March 17 2014 Gold Coast – Wednesday, 19 March 2014 Brisbane - Friday, 21 March 2014 Wollongong - Monday, 24 March 2014 Ballarat - Wednesday, 26 March 2014 Melbourne - Friday, 28 March 2014 Perth - Monday, 31 March 2014 Adelaide - Wednesday, 2 April 2014 Parramatta - Friday, 4 April 2014 Albury - Monday, 7 April 2014 North Sydney - Wednesday, 9 April 2014 Christchurch - Friday, 11 April 2014 Wellington - Monday, 14 April 2014 Auckland - Wednesday, 16 April 2014 8:45am – 4:30pm (drinks afterwards) @therobnixon #COTC | www.robnixon.com | www.cloudseminar.com.au
    57. 57. A Country Practice special ACP Price - $97 pp Save $100 pp (use promo code – ACP) www.cloudseminar.com.au @therobnixon #COTC | www.robnixon.com | www.cloudseminar.com.au
    58. 58. 12 predictions #1 Compliance Commoditised #7 Compliance price down by >50% #2 Cloud for >90% SME’s #8 Marketing and sales skills firms #3 Cloud for >90% Accts #9 Young people will not buy into staid & boring #4 Coaches taking clients #10 No time based billing #5 Clients more transient #11 Value Added Services >80% of revenue @therobnixon #COTC | www.robnixon.com | www.cloudseminar.com.au #6 Off-shore prevalent #12 Clients finally served properly
    59. 59. @therobnixon #COTC | www.robnixon.com | www.cloudseminar.com.au
    60. 60. www.cloudseminar.com.au rob.nixon@proactiveaccountants.net GET YOUR TICKETS TODAY FOR YOUR TEAM @therobnixon #COTC | www.robnixon.com | www.cloudseminar.com.au

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