Post on 13-Jan-2016
@dougsl
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The Paradigm Keeps Shifting
Douglas SleeterFounder & CEOThe Sleeter Group
@dougsleeter
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The Accounting Profession
Compliance
Advisory
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1960-70s 1990s 2010s
The Pendulum Shifts Decade by Decade
CentralizedMainframe
DistributedPC
CentralizedLANs
DistributedWeb Apps
CentralizedHosting
HybridSaaS & Mobile
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Client COLLABORATION Accountant
Security
Software
Live Data
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Compliance
Advisory
Efficiency Gains in Compliance
Driving the Profession Towards Advisory Services
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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 ParadigmACCOUNTANT ROLES:
ADVISORY:
Technology Consulting
Business Process Consulting
CFO Services
KPI Analytics
Business Planning
Tax Planning
Client
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What isyour role?
?What doyou wantit to be?
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68%
What SMBSWant
WhatSMBsGet
38%ServiceG A P
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Get closer toclientsDive deep on solutions
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When Clients Trust You, They
Implement your recommendationsRefer you more businessPay you more, and pay fasterForgive mistakesTreat you like a Partner
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The Trusted Advisor
Uses many toolsGains certifications
Is vendor neutral
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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
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The Trusted Advisor
Uses accountant-centric toolsProductizes their service
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The Trusted Advisor
Has a toolkitSpecializes in market niches