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© Roberto Dias Duarte
The future of accounting
services is now!
7 steps to high value business partner
© Roberto Dias Duarte
Productivity = salary cost / revenue
(+) REVENUE
(-) COST
(+)ENGAGEMENT
Technology
Business Model
Process control
Marketing strategy
Solution/SPIN Selling
Culture by design
Customer Experience
© Roberto Dias Duarte
1. Discover the valued niche
2. Understand the persona
3. Innovate Business model
4. Implement content marketing
5. Define Services packages
6. Apply solution selling/spin selling
7. Change the culture: customer experience
Roadmap to high value business partner
© Roberto Dias Duarte
Region
Industry
Size
Tax
Entrepreneurial maturation
What is a niche?
© Roberto Dias Duarte
NICHE = slice of market
with the same pains
© Roberto Dias Duarte
Maturity entrepeneurship level
5%
15%
80%
Strategic mindset
Tactical mindset
Operacional mindset
© Roberto Dias Duarte
Techonlogy adoption cicle
© Roberto Dias Duarte
Level 1 - Compliance
Level 2 - performance
Level 3 - strategic
Value
Strategic Planning
Succession Planning
Mergers & Acquisitions
Business Advisory
Outsourced CFO
Analytics Forecasting
Tax
Assurance
Accounting
Technician
Business Advisor
Strategic Advisor
"Mindset Determines Growth… disruption accelerates your thinking!" por L. Gary Boomer, Accountex 2017
High competition
Automation
Low value
High value
Specilalized
Generalist
Humanized
Valued Services levels depends on the niche
© Roberto Dias Duarte
1. Discover the valued nicho
2. Understand the persona
3. Innovate Business model
4. Implement content marketing
5. Define Services packages
6. Apply solution selling/spin selling
7. Change the culture: customer experience
Roadmap to high value business partner
© Roberto Dias Duarte
© Roberto Dias Duarte
© Roberto Dias Duarte
Stock audit
Cashflow analisys
Hire
Lost
Interest rates
IRS
Profit
we can make the
bureaucracy
easier
we can make you
have more profit
TAX Fines
SME RetailCompliance
Buy products
Sell goods
Customer Services
bureaucracy tasks
Costs
Delays
Bureaucracy
Organize documents
documents
Strategic Planning
Succession Planning
Mergers & Acquisitions
Business Advisory
Outsourced CFO
Analytics Forecasting
Tax
Assurance
Accounting
we can make you
pay less taxes
we can help you
organize
documents
we can help you
reduce your costs
© Roberto Dias Duarte
1. Discover the valued nicho
2. Understand the persona
3. Innovate Business model
4. Implement content marketing
5. Define Services packages
6. Apply solution selling/spin selling
7. Change the culture: customer experience
Roadmap to high value business partner
© Roberto Dias Duarte
Presentation
Elaboration
of reports
Data processing
Data collect
Value
Tradicional Business model
© Roberto Dias Duarte
B2B by envelope
© Roberto Dias Duarte
integrated files
© Roberto Dias Duarte
Value
New Business Model
Presentation
Elaboration
of reports
Data processing
Data collect
© Roberto Dias Duarte
Desktop ERP in your client
© Roberto Dias Duarte
on-line
© Roberto Dias Duarte
UK
© Roberto Dias Duarte
Brazil
© Roberto Dias Duarte
USA
© Roberto Dias Duarte
Cloud ERP
(Digital Accounting)
Cloud ERP
Cloud
Accounting
© Roberto Dias Duarte
Cloud “envelope"
© Roberto Dias Duarte
Digital BPO
Cloud ERP Cloud
Accounting
© Roberto Dias Duarte
ONLINE/DIY
Accounting Services
DIGITAL/OMNI
Accounting Services
Customer Experience maturity levels
Traditional accounting Business model
CUSTOMER
CENTRIC
PROCESS
CENTRIC
© Roberto Dias Duarte
Business Model
Entrepeneurship
maturity
Techonlogy
adoption
Accounting
service level
B2B by envelope Operational
Conservatives
Laggards
Compliance
Integrated Files Operational Pragmatics Compliance
Desktop ERP in your client
Tatical
Strategic
Pragmatics
Performance
Strategic
Online/DIY Accounting Operational Innovators Compliance
Cloud ERP (Saas)
Tatical
Strategic
Innovators
Pragmatics
Performance
Strategic
Cloud “envelope" Operational Pragmatics Compliance
Digital BPO
Tatical
Strategic
Innovators
Pragmatics
Performance
Strategic
© Roberto Dias Duarte
1. Discover the valued nicho
2. Understand the persona
3. Innovate Business model
4. Implement content marketing
5. Define Services packages
6. Apply solution selling/spin selling
7. Change the culture: customer experience
Roadmap to high value business partner
© Roberto Dias Duarte
News Articles Stories Events
Educated customer buys
more and costs less
I’m the gardener of the
knowledge tree
© Roberto Dias Duarte
Visitor
Lead
Qualified
lead
Opportunity
Proposal
Negociation
Closed
Refer
Top
Middle
Botton
Calm
Worried
Investiganting
Comparator
Buyer
Advocate
MarketingSalesteam
© Roberto Dias Duarte
© Roberto Dias Duarte
© Roberto Dias Duarte
© Roberto Dias Duarte
© Roberto Dias Duarte
1. Discover the valued nicho
2. Understand the persona
3. Innovate Business model
4. Implement content marketing
5. Define Services packages
6. Apply solution selling/spin selling
7. Change the culture: customer experience
Roadmap to high value business partner
© Roberto Dias Duarte
© Roberto Dias Duarte
© Roberto Dias Duarte
© Roberto Dias Duarte
1. Discover the valued nicho
2. Understand the persona
3. Innovate Business model
4. Implement content marketing
5. Define Services packages
6. Apply solution selling/spin selling
7. Change the culture: customer experience
Roadmap to high value business partner
© Roberto Dias Duarte
Sales process
Opening Investigation
Capacity
Demonstration
Obtaining
Compromise
© Roberto Dias Duarte
Value = benefit - cost
Solution
CostReduction of….
Costs
Tax risk
Labor risk
Fines
Value
Increase of…
Sales
Profit
Clients
Performance
© Roberto Dias Duarte
1. Discover the valued nicho
2. Understand the persona
3. Innovate Business model
4. Implement content marketing
5. Define Services packages
6. Apply solution selling/spin selling
7. Change the culture: customer experience
Roadmap to high value business partner
© Roberto Dias Duarte
“Culture eats strategy for breakfast”
Peter Drucker
© Roberto Dias Duarte
© Roberto Dias Duarte
© Roberto Dias Duarte
© Roberto Dias Duarte
© Roberto Dias Duarte
© Roberto Dias Duarte
© Roberto Dias Duarte
© Roberto Dias Duarte
© Roberto Dias Duarte
Personas
© Roberto Dias Duarte
© Roberto Dias Duarte
© Roberto Dias Duarte
© Roberto Dias Duarte
© Roberto Dias Duarte
Personas
© Roberto Dias Duarte
© Roberto Dias Duarte
Culture by
Design
Purpose
Guidelines
© Roberto Dias Duarte
Experiência extraordinária: gente aplicando a cultura

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The future of accounting services is now!

  • 1. © Roberto Dias Duarte The future of accounting services is now! 7 steps to high value business partner
  • 2. © Roberto Dias Duarte Productivity = salary cost / revenue (+) REVENUE (-) COST (+)ENGAGEMENT Technology Business Model Process control Marketing strategy Solution/SPIN Selling Culture by design Customer Experience
  • 3. © Roberto Dias Duarte 1. Discover the valued niche 2. Understand the persona 3. Innovate Business model 4. Implement content marketing 5. Define Services packages 6. Apply solution selling/spin selling 7. Change the culture: customer experience Roadmap to high value business partner
  • 4. © Roberto Dias Duarte Region Industry Size Tax Entrepreneurial maturation What is a niche?
  • 5. © Roberto Dias Duarte NICHE = slice of market with the same pains
  • 6. © Roberto Dias Duarte Maturity entrepeneurship level 5% 15% 80% Strategic mindset Tactical mindset Operacional mindset
  • 7. © Roberto Dias Duarte Techonlogy adoption cicle
  • 8. © Roberto Dias Duarte Level 1 - Compliance Level 2 - performance Level 3 - strategic Value Strategic Planning Succession Planning Mergers & Acquisitions Business Advisory Outsourced CFO Analytics Forecasting Tax Assurance Accounting Technician Business Advisor Strategic Advisor "Mindset Determines Growth… disruption accelerates your thinking!" por L. Gary Boomer, Accountex 2017 High competition Automation Low value High value Specilalized Generalist Humanized Valued Services levels depends on the niche
  • 9. © Roberto Dias Duarte 1. Discover the valued nicho 2. Understand the persona 3. Innovate Business model 4. Implement content marketing 5. Define Services packages 6. Apply solution selling/spin selling 7. Change the culture: customer experience Roadmap to high value business partner
  • 10. © Roberto Dias Duarte
  • 11. © Roberto Dias Duarte
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  • 40. © Roberto Dias Duarte Sales process Opening Investigation Capacity Demonstration Obtaining Compromise
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  • 43. © Roberto Dias Duarte “Culture eats strategy for breakfast” Peter Drucker
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  • 60. © Roberto Dias Duarte Experiência extraordinária: gente aplicando a cultura