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Clients in Financial Strife - innovating ways of helping them help themselves
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National Institute of Accountants Public Practice Symposium May 2010
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Clients in Financial Strife - innovating ways of helping them help themselves
1.
“Clients in financial
strife – innovative ways of helping them help themselves” © Copyright – One Sherpa Pty Ltd 2010
2.
In today’s presentation
we will cover An introduction to a new way of thinking © Copyright – One Sherpa Pty Ltd 2010
3.
In today’s presentation
we will cover An introduction to a new way of thinking Tips on getting into a small business owners world © Copyright – One Sherpa Pty Ltd 2010
4.
In today’s presentation
we will cover An introduction to a new way of thinking Tips on getting into a small business owners world 1. Think Simple © Copyright – One Sherpa Pty Ltd 2010
5.
In today’s presentation
we will cover An introduction to a new way of thinking Tips on getting into a small business owners world 1. Think Simple 2. Think Visual © Copyright – One Sherpa Pty Ltd 2010
6.
In today’s presentation
we will cover An introduction to a new way of thinking Tips on getting into a small business owners world 1. Think Simple 2. Think Visual 3. Think Story © Copyright – One Sherpa Pty Ltd 2010
7.
Let me ask you
three questions on numbers © Copyright – One Sherpa Pty Ltd 2010
8.
1. Why is
it some people just don’t ‘get it’ when it comes to the numbers of a business? © Copyright – One Sherpa Pty Ltd 2010
9.
2. Why is
it that the finance people seem to have a different way of looking at things? © Copyright – One Sherpa Pty Ltd 2010
10.
3. Why is
it that finance people make some things seem very complicated? © Copyright – One Sherpa Pty Ltd 2010
11.
© Copyright –
One Sherpa Pty Ltd 2010
12.
Most small business
owners feel like they’re chasing the money ALL THE TIME © Copyright – One Sherpa Pty Ltd 2010
13.
They have no financial
context from which to make their decisions © Copyright – One Sherpa Pty Ltd 2010
14.
As a result
they have no way to make clear cut decisions nor measure how they’re really going © Copyright – One Sherpa Pty Ltd 2010
15.
They understand words
and can use them quite forcefully © Copyright – One Sherpa Pty Ltd 2010
16.
But for many, numbers
look like ants walking up a page © Copyright – One Sherpa Pty Ltd 2010
17.
Many small business
owners walk around in a fog financially © Copyright – One Sherpa Pty Ltd 2010
18.
So how can
accountants help them? © Copyright – One Sherpa Pty Ltd 2010
19.
We have to jump
into their world rather than expecting them to jump into ours © Copyright – One Sherpa Pty Ltd 2010
20.
Most small business owners hate numbers and
will do anything to try and forget them © Copyright – One Sherpa Pty Ltd 2010
21.
They normally trust
their accountant but often have no idea what the numbers really say © Copyright – One Sherpa Pty Ltd 2010
22.
This is a
golden opportunity to put that trust into effect and get them to help themselves © Copyright – One Sherpa Pty Ltd 2010
23.
However most small business
owners see accounting as a cost and not a benefit so they’re always looking to minimize the accounting cost © Copyright – One Sherpa Pty Ltd 2010
24.
So they appreciate advice
about helping themselves Particularly because they often have no training in being a business owner © Copyright – One Sherpa Pty Ltd 2010
25.
They often ‘fall
into a business’ with little knowledge on being a business owner © Copyright – One Sherpa Pty Ltd 2010
26.
They may be
excellent at their trade Or have great technical skills BUT does that make them a good business owner? © Copyright – One Sherpa Pty Ltd 2010
27.
They may know
the operational side of their business well BUT this is not enough to succeed as a business owner © Copyright – One Sherpa Pty Ltd 2010
28.
Business owners need
a broader range of skills © Copyright – One Sherpa Pty Ltd 2010
29.
One of those
broader skills is: FINANCE © Copyright – One Sherpa Pty Ltd 2010
30.
Three tips on
how to help small business owners with finance © Copyright – One Sherpa Pty Ltd 2010
31.
1.
2. 3. Think simple Think visual Think story © Copyright – One Sherpa Pty Ltd 2010
32.
1.
Think simple © Copyright – One Sherpa Pty Ltd 2010
33.
One of the most
famous advertisements What was the tag line? © Copyright – One Sherpa Pty Ltd 2010
34.
Keep numbers
really simple © Copyright – One Sherpa Pty Ltd 2010 because …..
35.
Small business owners usually only
focus on a few numbers © Copyright – One Sherpa Pty Ltd 2010
36.
The single biggest reason why
small business owners fail is NOT because they fail to do a business plan © Copyright – One Sherpa Pty Ltd 2010
37.
It is because
the business model which the plan is based on is completely flawed © Copyright – One Sherpa Pty Ltd 2010
38.
So helping business
owners to understand the financial part of their business model makes helping themselves possible © Copyright – One Sherpa Pty Ltd 2010
39.
There are many
ways to think of business model but the simplest and best we’ve found is to think of three parts © Copyright – One Sherpa Pty Ltd 2010
40.
Customer Value Does the
business earn enough margin after including a market wage for the business owner © Copyright – One Sherpa Pty Ltd 2010
41.
Transaction Flow Is there
enough sales volume flowing through a business © Copyright – One Sherpa Pty Ltd 2010
42.
Money Flow Is
the working capital (inventory, accounts receivable and accounts payable) the right size for the volume of the business © Copyright – One Sherpa Pty Ltd 2010
43.
Presenting these in
a simple way will help small business owners because they can SEE what’s going on in their business © Copyright – One Sherpa Pty Ltd 2010
44.
Easy simple dials
that can be understood intuitively © Copyright – One Sherpa Pty Ltd 2010
45.
There is a
FREE tool available to do this at www.oneminutebusinesscheckup.com © Copyright – One Sherpa Pty Ltd 2010
46.
2. Think visual
© Copyright – One Sherpa Pty Ltd 2010
47.
Remember .. most
small business owners see numbers as ants walking up a page © Copyright – One Sherpa Pty Ltd 2010
48.
Pictures , graphs and
analogies help them understand what the numbers mean © Copyright – One Sherpa Pty Ltd 2010
49.
Presenting lots of graphs
does not show the WHOLE business © Copyright – One Sherpa Pty Ltd 2010
50.
One way of
doing this is using a tool called © Copyright – One Sherpa Pty Ltd 2010
51.
It presents a
profit and loss account, balance sheet and cash flow in the analogy of a fence © Copyright – One Sherpa Pty Ltd 2010
52.
This tool helps
small business owners understand why they can be making great PROFIT but have no CASH to pay their TAX © Copyright – One Sherpa Pty Ltd 2010
53.
Traditional Reporting
OPENING © Copyright – One Sherpa Pty Ltd 2010
54.
Traditional Reporting
FOR THE PERIOD © Copyright – One Sherpa Pty Ltd 2010
55.
Traditional Reporting
CLOSING © Copyright – One Sherpa Pty Ltd 2010
56.
BALANCE SHEET
BALANCE SHEET “AS AT” “AS AT” THE FINANCIAL FENCE ® WORKING PROFIT & LOSS ACCOUNT WORKING CAPITAL “FOR THE PERIOD” CAPITAL COST CONTRIBUTION INFRASTRUCTURE NET SALES EXPENSES PROFIT OF INTERACTION MARGIN FIXED CASH FLOW STATEMENT FIXED CAPITAL “FOR THE PERIOD” CAPITAL MOVEMENT MOVEMENT NET OPERATING NET IN WORKING IN FIXED PROFIT CASH FLOW CASHFLOW CAPITAL CAPITAL DEBT DEBT EQUITY EQUITY © Copyright – One Sherpa Pty Ltd 2010
57.
A online version
is available at www.onesherpa.com with FREE bronze membership © Copyright – One Sherpa Pty Ltd 2010
58.
3. Think story
© Copyright – One Sherpa Pty Ltd 2010
59.
The numbers of a
business always tell a story © Copyright – One Sherpa Pty Ltd 2010
60.
Getting a business
owner to understand the story gets far more benefit for them than being ANAL about the exact numbers © Copyright – One Sherpa Pty Ltd 2010
61.
Filing a TAX
return on behalf of a client is completely different to telling a story about what’s happening in their business © Copyright – One Sherpa Pty Ltd 2010
62.
Business owners are most
likely not worried about the last cent EXCEPT in relation to the accountants bill © Copyright – One Sherpa Pty Ltd 2010
63.
They want to know
what’s going on so they can be more successful © Copyright – One Sherpa Pty Ltd 2010
64.
More successful in
SALES their eyes is often just more sales © Copyright – One Sherpa Pty Ltd 2010
65.
Tell them the story
about their business model © Copyright – One Sherpa Pty Ltd 2010
66.
Customer
Put it in the three Value easy pieces Transaction Flow Money Flow © Copyright – One Sherpa Pty Ltd 2010
67.
Then they can
help themselves by knowing WHERE to focus © Copyright – One Sherpa Pty Ltd 2010
68.
Remember you’re succeeding when they ask you
questions not the other © Copyright – One Sherpa Pty Ltd 2010 way round
69.
The best measure of
whether they’re helping themselves is the quality of questions they ask you when you are talking to them © Copyright – One Sherpa Pty Ltd 2010
70.
We have to jump
into their world rather than expecting them to jump into ours © Copyright – One Sherpa Pty Ltd 2010
71.
1.
2. 3. Think simple Think visual Think story © Copyright – One Sherpa Pty Ltd 2010
72.
To access a
copy of this presentation go to www.onesherpa.com/presentations © Copyright – One Sherpa Pty Ltd 2010
73.
This presentation has
been brought to you by: An online global resource centre and membership community dedicated to helping small business owners succeed and prosper www.onesherpa.com © Copyright – One Sherpa Pty Ltd 2010
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