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Simply Partnership Closing Keynote - Commencement


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Rob Johnson and I delivered the closing keynote at the last ever Simply Partnership.

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Simply Partnership Closing Keynote - Commencement

  1. 1. Commencement Luncheon Rob Johnson Ed Kless
  2. 2. Thank you!
  3. 3. Sage Summit 2012
  4. 4. • Change Your FocusTransform • Move from Service to Knowledge • Change your Profitability • Engage the Arc of Your Potential
  5. 5. “What business are we in?” The “Helping our Customers Solve Problems and Create new Opportunities” Business
  6. 6. 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
  7. 7. Professional Service Firm CapacityRevenue = + Efficiency + Cost-plus pricing management ↓ ↓ ↓ ↓ Capital Pricing on Profit = X Effectiveness X management Purpose Professional Knowledge Firm
  8. 8. $40,000$35,000$30,000$25,000$20,000$15,000$10,000 Value $5,000 Price $0 Cost
  9. 9. The Will, Skill & Drill of Change
  10. 10. 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.
  11. 11. Commencement Address
  12. 12. Congratulations Graduates! See you at Sage Summit 2012 Gaylord Opryland, Nashville, TN August 12 – 17, 2012