CPDStore Ireland

Scale to Sale – A 3 Part Series
 
 Scale an accounting business is challenging. When we are smaller we can keep a handle on clients and maintain the relationships. When we are smaller managing the team is easier. When we are smaller things just get done and we don’t need systems and processes………………….. when we are smaller everything falls onto the shoulders of the firm owners.
 
 If you are tired as an accounting business owner of everything ending up on your desk you need to look at scaling your business so it is less dependent on you.
 
 Maybe you are looking at exiting your firm in the near future or maybe it is further out on your horizon. Irrespective of whether it is short term focus or a longer term focus building a profitable, sustainable, scaleable, saleable accounting business makes sense for every firm owner. Even if you are not going to sell it building a self-managing firm that optimises profits, cashflows and enterprise value is something that we all want and need.
 
 In our 3 Part Scale to Sale Series we bring you through the 6 Steps of Built to Sell.
 
The Webinars are running on the 2^nd and 16^th of October and on the 20^th of November.
 

• Wednesday 2^nd of October 11.30 to 12.45
• Wednesday 16^th of October 10.00 to 11.15
• Wednesday 20^th of November 15.00 to 16.15
   
   

Here are the 6 areas we are going to cover in the 3 Live Webinars
 
Webinar 1 Wednesday 2^nd of October 11.30 to 12.45
 
 Step 1 Develop Products or Services with the Potential to Scale 
 
 In this section we look at the 

• Niching and the positive impact on service delivery
• Integrating advisory and added value into basic consulting engagements
• Using basic consulting agreements to open up and create ongoing recurring consulting agreements and add on services
• Digitising the service delivery and reporting using automation and AI

Step 2 Identify the Ideal Customers to Buy the Products and Services 
 
 In this session we cover

• Optimal pricing to generate the highest possible sustainable EBITDA.
• Once you have set your pricing levels then it is a question of finding the people who will get value at that price point rather than trying to sell to the entire market so we also explore
• Niching and the impact it has on pricing, client service and client attraction
• Creating your firm’s Red Velvet Rope Policy which sets out the minimum parameters for working with clients
• Establishing who Your Ideal Client is and creating client Avatars

Webinar 2 Wednesday 16^th of October 10.00 to 11.15

Step 3 Create a Positive Cashflow Cycle 

In this section we look at

• Using Fixed Pricing  to clarify the parameters of an engagement
• Developing Progression Payments to minimise work and progress and debtors and get paid as you go
• Implementing monthly Direct Debit payments and using a Subscription Model to engage with and create a closer connection with our clients
• Digitising our engagement, onboarding and billing process

Step 4 Building the Team 
 
 In this step we look at

• Developing the Firm Organisation Chart
• Optimising the Roles Responsibilities and KPIs of the team attaching them to job descriptions rather than just people and names.
• Using an Inventory Tracker an on individual basis with every team member to see who is doing what and evolving our Organisation Chart
• Creating individual "Not to Do Lists" identifying what must be automated, delegated or eliminated
• Building a WHO Hunting Plan to attract and build the team so that the business is not dependent on any 1 individual or personality and that the business will be fully functional with or without the partners or principles

Webinar 3 Wednesday 20^th of November 15.00 to 16.15

Step 5 Develop a System to Deliver the Result 

In this step

• We look at taking stock of the internal systems and procedures within your firm
• Developing Standard Operating Procedures or SOPS that will allow the business function to the highest possible standard with the requirement for owners or the senior management team to get buried in quality control.
• Digitisation of the business and using digital tools to standardise how we operate
• Creating a Business Format Franchise Model as an operating system for the business

Step 6 Develop a Single Focus Growth and Sales Process

This stage is about creating the plan and the system to flood the business with leads.

Marketing and selling the products and services that the business has decided have the potential to scale to the ideal customers to buy those products and services at the price point the business has decided on within the parameters of creating a positive cashflow system with the team the business has and the systems they have.
 
 Specifically we focus on

• Referrals and the Accountants Growth Loop
• Networking in 2024
• The Webinar Funnel
• The Survey System
• Digital Marketing for Professional Service Firms
   

This 3 part series costs €199
 
 It forms part of an 8 week Scale to Sale Bootcamp and you can find more details here.
 
 CPDClub members get a 50% discount