National Property Tax GroupJosh ColterVP Sales & MarketingAppealTrack

Market Benchmark DataWe looked at data from over 20 tax consulting groups. The sample of companies represented a variety of types and sizes including legal, accounting, and consulting companies with a mix of national, regional, and local practice.

Assessed Value ReductionLowest avg: 9.8%Median avg: 20.6%Max avg 36.2%

Tax SavingsLowest avg: 10%Median avg: 22.2%Max avg: 37.4%

Average Contingent Fee %Lowest avg: 25.1%Median avg: 31.5%Max avg: 49.9%

The most interesting finding:

Key FindingThere was a lack of correlation between AV reduction and fees.

Translation: The firms getting the the best settlements are not necessarily getting paid the most.

If results aren’t the ticket to sustained market leadership then what is?

Market Leaders:Are well-likedHave a great brandInnovate better

Sustained market leaders are Recommended

Recommendations are NOTHow a customer feels about your serviceHow a customer feels about your brandHow a customers feel about you personally

Recommendations arehow your customer feels about him or herself within the context of the service you are providing.

What recommendations look like…Client says: “Look at this tax savings!”

Translation: “Look at how amazing I am because I found savings.”

What makes your customer feel successful?

What we’ve learned so far…•Get results within the larger context of •Expectations (internal & external)•Validation (themselves…and you)

Which Means…1.Be aware of how your case fits within

the context of their business2.Communicate consistently to align

expectations3.Understand business model value

drivers and submarket impact

Here’s the problemMost firms provide a very high level of service to their top customers…

…But who has time to help every customer feel like an all-star for hiring you?

What we hear from tax professionalsCustomer called/emailed for an update. We didn’t have immediate access to their info. So we hear ourselves or our staff saying, “Let me check and get back to you…”

What we hear from tax professionalsWhen deadlines are approaching, the staff works a lot of overtime and feels stress. We seem to repeat the same “Did you do ________” question over and over.We’re worried that it will get overlooked and therefore won’t get done.

What we hear from tax professionalsInvoices take longer than they should to get out the door after we settle.This delays how quickly we get paid.

What we hear from tax professionals[insert key staff person name] left the company. Now we’re trying to figure out what’s going on with the client cases they left. We think we may be missing cases that could be won/billed.

What we hear from tax professionalsWe were pitching ourselves to a prospective client. The prospect asked us what system we use and we responded, “Excel”. The prospect politely cut the meeting short and never returned our follow up calls.

Integrity Tax ConsultantsCase Study

In order to drive faster and better decision making, intelligence needs to be collected from across the property portfolio in real time. Spreadsheets and disparate databases strip data of its power by isolating it into digital silos. Centralized platforms aggregate and deliver information in real-time and on any device.

It seems that what we need is…• To compete effectively against larger property tax consulting companies using technology that puts us on par or better.• Faciliate internal productivity and collaboration tools that track and report on large client portfolios • Simplify follow up with clients so we can communicate with them more frequently… which makes them feel good about their decision to hire us.

Request an overview of AppealTrack software:Josh ColterVP Sales & MarketingAppealTrack317-667-0825 (direct)josh@appealtrack.com