1. @dougsleeter The Paradigm Keeps Shifting Douglas Sleeter Founder & CEO The Sleeter Group @dougsleeter

2. www.sleeter.comwww.sleeter.com @sleetergroup The Accounting Profession Compliance Advisory

3. www.sleeter.comwww.sleeter.com @sleetergroup 1960-70s 1980s 1990s 2000s 2010s The Pendulum Shifts Decade by Decade Centralized Mainframe Distributed PC Centralized LANs Distributed Web Apps Centralized Hosting Hybrid SaaS & Mobile

4. www.sleeter.comwww.sleeter.com @sleetergroup Client COLLABORATION Accountant Security Software Live Data

5. www.sleeter.comwww.sleeter.com @sleetergroup Most Trusted Advisor

6. www.sleeter.comwww.sleeter.com @sleetergroup Compliance Advisory Efficiency Gains in Compliance Driving the Profession Towards Advisory Services

7. www.sleeter.comwww.sleeter.com @sleetergroup CLIENT ROLE: Customer Focused “Run the Business” Operations Inventory POS Employee Management Some (but less) “bookkeeping” COMPLIANCE: Bookkeeping (Outservicing) Payroll (Automated) Sales Tax Financial Statements Audit Tax Prep (Automated) Compliance Advisory The New Paradigm ACCOUNTANT ROLES: ADVISORY: Technology Consulting Business Process Consulting CFO Services KPI Analytics Business Planning Tax Planning Client

8. www.sleeter.comwww.sleeter.com @sleetergroup Discussion

9. www.sleeter.comwww.sleeter.com @sleetergroup What is your role? ? What do you want it to be?

10. www.sleeter.comwww.sleeter.com @sleetergroup Trusted Servant ?

11. www.sleeter.comwww.sleeter.com @sleetergroup Most Trusted Advisor?

12. www.sleeter.comwww.sleeter.com @sleetergroup 68% What SMBS Want What SMBs Get 38% Service GAP

13. www.sleeter.comwww.sleeter.com @sleetergroup Discussion

14. www.sleeter.comwww.sleeter.com @sleetergroup Get closer to clients Dive deep on solutions

15. www.sleeter.comwww.sleeter.com @sleetergroup Without Trust Nothing Else Works

16. www.sleeter.comwww.sleeter.com @sleetergroup When Clients Trust You, They Implement your recommendations Refer you more business Pay you more, and pay faster Forgive mistakes Treat you like a Partner

17. www.sleeter.comwww.sleeter.com @sleetergroup The Trusted Advisor Uses many tools Gains certifications Is vendor neutral

18. www.sleeter.comwww.sleeter.com @sleetergroup 1.Clients come first, last, and always 2.Products come and go, but the accountant- client relationship is life-long. 3.Don't be intoxicated by Brochureware 4.Build Your Brand First 5. Loan it to vendors, but only after deep scrutiny, client-by-client. Doug’s Rules of Vendor Neutrality

19. www.sleeter.comwww.sleeter.com @sleetergroup The Trusted Advisor Uses accountant-centric tools Productizes their service

20. www.sleeter.comwww.sleeter.com @sleetergroup Think Outservice, not Outsource

21. www.sleeter.comwww.sleeter.com @sleetergroup The Trusted Advisor Has a toolkit Specializes in market niches

22. www.sleeter.comwww.sleeter.com @sleetergroup Filtering the noise

23. www.sleeter.comwww.sleeter.com @sleetergroup success Leading clients to success

24. www.sleeter.comwww.sleeter.com @sleetergroup Remaining relevant

25. www.sleeter.comwww.sleeter.com @sleetergroup Discussion