Connector Corner: Extending LLM automation use cases with UiPath GenAI connec...
A country practice capitalising on the cloud
1. A Country Practice | Port Macquarie | March 6 2014
@therobnixon #COTC
www.proactiveaccountants.net/slides
www.robnixon.com
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
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
24. 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
31. 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
33. 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
37. 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
40. 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
42. 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
44. 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
50. 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
51. 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)
52. 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
53. 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
54. National seminar tour – March/April
2014
@therobnixon #COTC | www.robnixon.com | www.cloudseminar.com.au
55. 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
56. 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
57. 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
58. 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
59. 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
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