1. How to Grow Your Business Larry N. Harrison & Co. CPAs & Consultants Larry N. Harrison & Co. CPAs & Consultants

2. Growing your business Our agenda Our agenda We’ll look at your profit improvement potential (PIP). We’ll do that by examining the 4 ways to grow your business. You’ll look at a 12-minute video. We’ll set aside time for a much more detailed Planning Session. We’ll look at your profit improvement potential (PIP). We’ll do that by examining the 4 ways to grow your business. You’ll look at a 12-minute video. We’ll set aside time for a much more detailed Planning Session. Click here to find your PIP

3. The 4 ways to grow your business 11 Increase the number of customers …… (of the type you want to have)

4. The 4 ways to grow your business 22 Increase the transaction frequency

5. The 4 ways to grow your business 33 Increase the average value of each sale

6. The 4 ways to grow your business 44 Increase the effectiveness of each process in your business

7. Growing your business Our agenda Our agenda We’ll look at your profit improvement potential (PIP). We’ll do that by examining the 4 ways to grow your business. You’ll look at a 12-minute video. We’ll set aside time for a much more detailed Planning Session. We’ll look at your profit improvement potential (PIP). We’ll do that by examining the 4 ways to grow your business. You’ll look at a 12-minute video. We’ll set aside time for a much more detailed Planning Session. Click here to find your PIP

8. Growing your business Key questions How do you feel about those numbers? How would you describe the effect if we could do that over a period of years? It might mean an initial investment of $3,500 in some planning. How do you feel about that? How urgent do you feel it is to get started? How do you feel about those numbers? How would you describe the effect if we could do that over a period of years? It might mean an initial investment of $3,500 in some planning. How do you feel about that? How urgent do you feel it is to get started? Larry N. Harrison:

9. The 4 ways to grow your business We do it by helping you… Increase the number of customers of the type you want. Increase the transaction frequency. Increase the average sale. Increase the effectiveness of each process in your business. Increase the number of customers of the type you want. Increase the transaction frequency. Increase the average sale. Increase the effectiveness of each process in your business.

10. Growing your business But... To achieve that type of effect, we may well need to modify the type of work we (and you) do. It’s best explained by watching that special video I mentioned. To achieve that type of effect, we may well need to modify the type of work we (and you) do. It’s best explained by watching that special video I mentioned.

11. Let’s take a look at the video now.

12. Growing your business Summary The purpose of creating a business is to sell it. Working ON the business rather than IN it is the key. We need to set a “destination.” We need to work together in a different way. We need to review your video questionnaire. The purpose of creating a business is to sell it. Working ON the business rather than IN it is the key. We need to set a “destination.” We need to work together in a different way. We need to review your video questionnaire.

13. The steps You make an initial investment of $3,500 for a special Planning Session process. As the first step in that process, we ask you to complete this Business Development Questionnaire (BDQ). We’ll review that BDQ as the first action of the Planning Session. You make an initial investment of $3,500 for a special Planning Session process. As the first step in that process, we ask you to complete this Business Development Questionnaire (BDQ). We’ll review that BDQ as the first action of the Planning Session. The planning phase of the process

14. The steps ( continued ) We’ll identify your core business strengths and weaknesses. We’ll look at precisely what the business can achieve and how to get there. We’ll work on a mission statement for the business. We’ll identify your core business strengths and weaknesses. We’ll look at precisely what the business can achieve and how to get there. We’ll work on a mission statement for the business. The planning process

15. The result We’ll develop a business development Action Plan (what to do, who should do it, by when). One result—you’ll work ON your business not IN it, building it in a controlled and positive way. As importantly we’ll be working with you to help you absolutely maximize the potential of your business. We’ll develop a business development Action Plan (what to do, who should do it, by when). One result—you’ll work ON your business not IN it, building it in a controlled and positive way. As importantly we’ll be working with you to help you absolutely maximize the potential of your business. The result

16. The business development process explained.

17. How we help you improve the profitability of your business We start with a full-day Planning Session. We work with your customers to identify their key frustrations. We help you and your team develop a customer service strategy. We help you review and redesign, if necessary, your operating procedures. We start with a full-day Planning Session. We work with your customers to identify their key frustrations. We help you and your team develop a customer service strategy. We help you review and redesign, if necessary, your operating procedures.

18. How we help you improve the profitability of your business We help you redesign your organizational structure so that it fits in with your new strategy. We work with you to define Key Performance Indicators. We work with you to develop a Marketing Plan. We help you pull it all together in a Management Control Plan. We help you redesign your organizational structure so that it fits in with your new strategy. We work with you to define Key Performance Indicators. We work with you to develop a Marketing Plan. We help you pull it all together in a Management Control Plan.

19. Your overall investment You’ll typically invest between $15,000 and $50,000 over an 18- to 24-month period. You’ll make a monthly investment to fit in with cash flow issues. You can stop in any month if you’re not delighted with what we’re doing together. You’ll typically invest between $15,000 and $50,000 over an 18- to 24-month period. You’ll make a monthly investment to fit in with cash flow issues. You can stop in any month if you’re not delighted with what we’re doing together.

20. Your initial investment is $3,500 for a Planning Session. If you don’t like what we do there, your investment is instantly returned. At the Planning Session, we’ll draw up an agenda for action to evaluate the extent of your involvement in the process. Your initial investment is $3,500 for a Planning Session. If you don’t like what we do there, your investment is instantly returned. At the Planning Session, we’ll draw up an agenda for action to evaluate the extent of your involvement in the process. Your overall investment

21. Ongoing monitoring, fine-tuning Initial exploration Planning Session Involve customers Develop the strategy Develop Team standards Develop the systems Develop Financial Plan Involve the Team Early yardage marketing Early yardage marketing Management Control Plan Special additions

22. ? ? Given that it all seems fine to you at this point and given what you mentioned about urgency before, what date should we schedule for our Planning Session?

23. Ongoing monitoring, fine-tuning Initial exploration Planning Session Involve customers Develop the strategy Develop team standards Develop the systems Develop Financial Plan Involve the team Early yardage marketing Early yardage marketing Management Control Plan Special additions

24. Stage 1—The Planning Session Business Development Questionnaire One-day strategic meeting >Customer-related issues >Team-related issues >Operational and financial issues >Marketing issues Agenda for action Business Development Questionnaire One-day strategic meeting >Customer-related issues >Team-related issues >Operational and financial issues >Marketing issues Agenda for action

25. Stage 2—Your customer service strategy Obtain buy-in from all owners and team members. Assess current service levels. Run a Customer Advisory Board. Obtain buy-in from all owners and team members. Assess current service levels. Run a Customer Advisory Board.

26. Stage 3—Develop a core strategic focus Start with your vision. Review competitors and industry. Formalize a competitive strategy for the business. Draw up a business model based on the strategy. Identify critical success factors. Start with your vision. Review competitors and industry. Formalize a competitive strategy for the business. Draw up a business model based on the strategy. Identify critical success factors.

27. Stage 4—Identify team needs and frustrations Run a Team Advisory Board. Advise management about key issues arising from the Team Advisory Board. Identify critical business processes. Obtain team member feedback on ways to improve processes. Run a Team Advisory Board. Advise management about key issues arising from the Team Advisory Board. Identify critical business processes. Obtain team member feedback on ways to improve processes.

28. Stage 5—Develop customer/team centered performance standards Develop performance standards. Identify moments of truth for the business. Develop customer-focused management. Empower team members in a structured way. Develop performance standards. Identify moments of truth for the business. Develop customer-focused management. Empower team members in a structured way.

29. Stage 6—Systematize key processes and develop an Operating Plan Identify key functions, activities, and operating departments. Classify all processes in the business. Document processes and identify process constraints. Compile an operations manual. Identify key functions, activities, and operating departments. Classify all processes in the business. Document processes and identify process constraints. Compile an operations manual.

30. Stage 7—Develop a Financial Plan Perform what-if analysis and identify preferred scenario. Prepare annual profit and cash plan on a monthly basis. Identify financial Key Performance Indicators. Set up monthly reporting systems. Hold monthly board meetings. Perform what-if analysis and identify preferred scenario. Prepare annual profit and cash plan on a monthly basis. Identify financial Key Performance Indicators. Set up monthly reporting systems. Hold monthly board meetings.

31. Stage 8—Do a market needs analysis and develop a Marketing Plan Identify all product/service lines. Do a market needs analysis for each line. Prepare a role profile of the ideal customer. Identify why customers buy. Develop a Unique Core Differentiator. Consider the use of guarantees. Identify all product/service lines. Do a market needs analysis for each line. Prepare a role profile of the ideal customer. Identify why customers buy. Develop a Unique Core Differentiator. Consider the use of guarantees.

32. Stage 9—Implement a Management Control Plan based on specific Key Performance Indicators Establish the Management Control Plan. Identify all critical success factors (CSFs). Identify all Key Performance Indicators for measuring CSFs. Set up a measurement system. Attend Advanced Financial Management Training System course. Establish the Management Control Plan. Identify all critical success factors (CSFs). Identify all Key Performance Indicators for measuring CSFs. Set up a measurement system. Attend Advanced Financial Management Training System course.

33. When you invest in our Business Development Program, you also receive... Monthly management reports Monthly Business Performance Review and analysis Our instructional booklet How to Improve the Profitability of Your Business A pre-year-end tax planning meeting Monthly management reports Monthly Business Performance Review and analysis Our instructional booklet How to Improve the Profitability of Your Business A pre-year-end tax planning meeting

34. When you invest in our Business Development Program, you also receive... Access to the Results Accountants Network via our membership to the network Membership to our Businesses Getting Results breakfast meeting group for progressive local businesses Unlimited phone access during your business development engagement Access to the Results Accountants Network via our membership to the network Membership to our Businesses Getting Results breakfast meeting group for progressive local businesses Unlimited phone access during your business development engagement

35. When you invest in our Business Development Program, you also receive... Attendance at your monthly board meetings Up to three free places at our next Making Your Business Really Fly program, and... Your absolutely no-risk guarantee Attendance at your monthly board meetings Up to three free places at our next Making Your Business Really Fly program, and... Your absolutely no-risk guarantee

36. What’s my overall investment? You’ll typically invest between $15,000 and $50,000 over an 18- to 24-month period. You’ll make a monthly investment to fit in with cash flow issues. You can stop in any month if you’re not delighted with what we’re doing together. You’ll typically invest between $15,000 and $50,000 over an 18- to 24-month period. You’ll make a monthly investment to fit in with cash flow issues. You can stop in any month if you’re not delighted with what we’re doing together.

37. What’s my overall investment? Your initial investment is $3,500 for a Planning Session. If you don’t like what we do there, your investment is instantly returned. At the Planning Session, we’ll draw up an agenda for action to evaluate the extent of your involvement in the process. Your initial investment is $3,500 for a Planning Session. If you don’t like what we do there, your investment is instantly returned. At the Planning Session, we’ll draw up an agenda for action to evaluate the extent of your involvement in the process.

38. LNH & Co. Working to create and maintain wealth for our selected clients LNH & Co. Working to create and maintain wealth for our selected clients