@dougsleeter the paradigm keeps shifting douglas sleeter founder & ceo the sleeter group...
TRANSCRIPT
@dougsl
eete
r
The Paradigm Keeps Shifting
Douglas SleeterFounder & CEOThe Sleeter Group
@dougsleeter
ww
w.s
leete
r.co
m @
sleete
rgro
up
The Accounting Profession
Compliance
Advisory
ww
w.s
leete
r.co
m @
sleete
rgro
up
1960-70s 1990s 2010s
The Pendulum Shifts Decade by Decade
CentralizedMainframe
DistributedPC
CentralizedLANs
DistributedWeb Apps
CentralizedHosting
HybridSaaS & Mobile
ww
w.s
leete
r.co
m @
sleete
rgro
up
Client COLLABORATION Accountant
Security
Software
Live Data
ww
w.s
leete
r.co
m @
sleete
rgro
up
Compliance
Advisory
Efficiency Gains in Compliance
Driving the Profession Towards Advisory Services
ww
w.s
leete
r.co
m @
sleete
rgro
up
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
ww
w.s
leete
r.co
m @
sleete
rgro
up
What isyour role?
?What doyou wantit to be?
ww
w.s
leete
r.co
m @
sleete
rgro
up
68%
What SMBSWant
WhatSMBsGet
38%ServiceG A P
ww
w.s
leete
r.co
m @
sleete
rgro
up
Get closer toclientsDive deep on solutions
ww
w.s
leete
r.co
m @
sleete
rgro
up
When Clients Trust You, They
Implement your recommendationsRefer you more businessPay you more, and pay fasterForgive mistakesTreat you like a Partner
ww
w.s
leete
r.co
m @
sleete
rgro
up
The Trusted Advisor
Uses many toolsGains certifications
Is vendor neutral
ww
w.s
leete
r.co
m @
sleete
rgro
up
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
ww
w.s
leete
r.co
m @
sleete
rgro
up
The Trusted Advisor
Uses accountant-centric toolsProductizes their service
ww
w.s
leete
r.co
m @
sleete
rgro
up
The Trusted Advisor
Has a toolkitSpecializes in market niches
