Think, Plan, Grow!™ L. Gary Boomer, CPA.CITP, CGMA

Think, Plan, Grow! ™ Leader-Staffing-Platform-Service- Pricing-Capabilities-Technology- Opportunities-Complexity- Regulations

Think, Plan, Grow! ™ Transformational Adjacent Core Breakthroughs New services Expanding existing business New to the firm business Accounting Tax How to Win

Think, Plan, Grow! ™ Communication QuestionsListen Package & Name

Think, Plan, Grow! ™ Entrepreneurship Cool Innovative Exciting Management Dull Serious Bland Success Reduces Waste Reduces risk Depends on innovation for growth Learning New kind of accounting

Think, Plan, Grow! ™ 1.Lack of leadership 2.Allure of a plan, strategy & market research 3.Lack of knowledge about client’s changing needs 4.“Just do it” attitude 5.“Accounting firm” management methods

Think, Plan, Grow! ™ Business Model Back office Front office Platform

Think, Plan, Grow! ™ Collaborative Creates Value Scope & price upfront Fixed fee – change order Decision - advocate or independent?

Think, Plan, Grow! ™ Success Process Learned Taught

Think, Plan, Grow! ™ Vision DefineExperimentLearn Navigate TestMeasureAdjust Accelerate PackageGrowInnovate

Think, Plan, Grow! ™ Innovation Startups Tools to change – Industries – Professions – The World

Think, Plan, Grow! ™ The accounting profession is at risk, but on the cusp of higher value services as The Trusted Business Advisor

Think, Plan, Grow! ™

Time Passion Unique abilities

Think, Plan, Grow! ™ Define your marketExperimentLearn

Think, Plan, Grow! ™ TestMeasureAdjust

Think, Plan, Grow! ™ PackageGrowInnovate

Think, Plan, Grow! ™ Platform Unique Ability Team Champion Existing Clients

Think, Plan, Grow! ™ ChampionTeamPlatform(s)Clients/Prospects Jack SmithBo Jones - Sales  Intacct Melinda Roberts -IT  Intuit Ty Reynolds- Acctg  Bill.com Cory Allan - Tax  Paychex Bill Nu - Payroll  CSA  Xero  Other

Think, Plan, Grow! ™ ChampionTeamPlatform(s)Clients/Prospects Mike RobertsTommy Butler IntacctFranchises Karen Taylor  IntuitHealthcare Business Analyst Bill.comFinancial Institutions Dee Boykin - Franchise  PaychexConstruction Joel Bobo  CSA  Xero Other

Think, Plan, Grow! ™ PackageGrowInnovate

Think, Plan, Grow! ™ Narrow focus on website (options) Name the package Graphic of your process Focus on Team, not partners Focus on client DOS Address value and price – define client profile

Think, Plan, Grow! ™ Champion Level 5 Leader Team Builder Access to Resources Politically Connected Proven Track Record Passion

Think, Plan, Grow! ™ The Horne Franchise System The Horne Franchise Builder The Horne Franchise Solution The Horne Construction _________

Think, Plan, Grow! ™ L-3 Strategic Planning L-2 Budgeting L-2 CFO L-2 Cash Flow L-1 Financial Reporting L-1 Payroll L-1 Bill Payment L-1 Sales Tax L-1 Income Tax TierPrice/Month L-3$ 2,000 L-2$ 3,000 L-1$ 2,000 Total$ 7,000

Think, Plan, Grow! ™ The Project Filter Kolbe Index Selling to Entrepreneurs Worksheet Scope & Pricing Checklist

Think, Plan, Grow! ™

Steve Job’s Law on Creativity Creativity is connecting stuff. The more stuff you connect, the more creative you become

Ray Kroc’s Law on Focus I didn’t invent the hamburger. I just took it more seriously than anyone else

Sakaiya’s Law on Resources Fully exploit resources that are abundant, and economize on those that are in short supply. Born in 1935

Value Added Services Planning Strategic 90 Day Game Plans Accountability Reviews Technology Review & Plan Succession Marketing Sales Mid-year review Life insurance review Other CFO Services Budgeting & cash flow Review financial performance – Monthly Insurance review Pricing study Other

SOC Service Organization Control Reports SOC 1 Based upon Statement on Standards for Attestation Engagements (SSAE) # 16 – Type 1 - report on the fairness of the presentation of management's description of the service organization's system and the suitability of the design of controls in meeting the applicable criteria. – Type 2 - same as a Type 1 report but also includes (1) the service auditor's opinion on the operating effectiveness of the controls in meeting the applicable criteria and (2) a description of the service auditor's tests of the operating effectiveness of the controls and the results of those tests. SOC 2 Report on Controls at a Service Organization Relevant to Security, Availability, Processing Integrity, Confidentiality or Privacy SOC 3 General Use Report

The Difference Order Taker Due date Hours Rugged individual Hates to sell Professional Sales Pipeline Quota Relationships Loves to sell

Gödel’s Law on Perspective To understand the system you are in, you have to get outside of it

Kettering’s Law on Committees If you want to grow an idea, keep it away from committees

Edison’s Law on Systems Invent whole and complete systems rather than the components of systems

Think, Plan, Grow!™ L. Gary Boomer, CPA.CITP, CGMA