The future of accounting services is now!

© Roberto Dias Duarte

The future of accounting services is now!

7 steps to high value business partner


Productivity = salary cost / revenue

(+) REVENUE

(-) COST

(+)ENGAGEMENT

Technology Business Model Process control

Marketing strategy Solution/SPIN Selling

Culture by design Customer Experience


1. Discover the valued niche 2. Understand the persona 3. Innovate Business model 4. Implement content marketing 5. Define Services packages 6. Apply solution selling/spin selling 7. Change the culture: customer experience

Roadmap to high value business partner


Region Industry

Size Tax

Entrepreneurial maturation

What is a niche?


NICHE = slice of market with the same pains


Maturity entrepeneurship level

5%

15%

80%

Strategic mindset

Tactical mindset

Operacional mindset


Techonlogy adoption cicle


Level 1 - Compliance

Level 2 - performance

Level 3 - strategic

Valu

e

Strategic Planning

Succession Planning

Mergers & Acquisitions

Business Advisory

Outsourced CFO

Analytics Forecasting

Tax

Assurance

Accounting

Technician

Business Advisor

Strategic Advisor

"Mindset Determines Growth… disruption accelerates your thinking!" por L. Gary Boomer, Accountex 2017

High competitionAutomationLow value

High valueSpecilalized

Generalist

Humanized

Valued Services levels depends on the niche


1. Discover the valued nicho 2. Understand the persona 3. Innovate Business model 4. Implement content marketing 5. Define Services packages 6. Apply solution selling/spin selling 7. Change the culture: customer experience



Stock audit

Cashflow analisys

Hire

Lost

Interest rates

IRS

Profit

we can make the bureaucracy

easier

we can make you have more profit

TAX Fines

SME RetailCompliance

Buy products

Sell goods

Customer Services

bureaucracy tasks

Costs

Delays

Bureaucracy

Organize documents

documents

Strategic Planning

Succession Planning

Mergers & Acquisitions

Business Advisory

Outsourced CFO

Analytics Forecasting

Tax

Assurance

Accounting

we can make you pay less taxes

we can help you organize

documents

we can help you reduce your costs


Presentation

Elaboration of reports

Data processing

Data collect

Valu

e

Tradicional Business model


B2B by envelope


integrated files


Valu

e

New Business Model

Presentation

Elaboration of reports

Data processing

Data collect


Desktop ERP in your client


on-line


UK


Brazil


USA


Cloud ERP (Digital Accounting)

Cloud ERP Cloud

Accounting


Cloud “envelope"


Digital BPO

Cloud ERP Cloud Accounting


ONLINE/DIY Accounting Services

DIGITAL/OMNI Accounting Services

Customer Experience maturity levels

Traditional accounting Business model

CUSTOMER CENTRIC

PROCESS CENTRIC


Business Model Entrepeneurship maturity

Techonlogy adoption

Accounting service level

B2B by envelope Operational ConservativesLaggards Compliance

Integrated Files Operational Pragmatics Compliance

Desktop ERP in your client TaticalStrategic Pragmatics Performance

Strategic

Online/DIY Accounting Operational Innovators Compliance

Cloud ERP (Saas) TaticalStrategic

InnovatorsPragmatics

PerformanceStrategic

Cloud “envelope" Operational Pragmatics Compliance

Digital BPO TaticalStrategic

InnovatorsPragmatics

PerformanceStrategic


News Articles Stories Events

Educated customer buys more and costs less

I’m the gardener of the knowledge tree


Visitor

Lead

Qualified lead

Opportunity Proposal

Negociation

Closed Refer

Top

Middle

Botton

Calm

Worried

InvestigantingComparator

Buyer

Advocate

Ma

rke

tin

gS

ale

s te

am


Sales process

Opening Investigation Capacity Demonstration

Obtaining Compromise


Value = benefit - cost Solution CostReduction of….

Costs Tax risk Labor risk Fines

Value

Increase of… Sales Profit Clients Performance


“Culture eats strategy for breakfast”Peter Drucker


Personas


Culture by Design

Purpose

Guidelines


Experiência extraordinária: gente aplicando a cultura

The future of accounting services is now!

Business

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