How to Grow Your How to Grow Your BusinessBusiness

How to Grow Your How to Grow Your BusinessBusiness

Larry N. Harrison & Co.CPAs & Consultants

Larry N. Harrison & Co.CPAs & Consultants

Growing your businessGrowing your business

Ouragenda

Ouragenda

•We’ll look at your profit improvement potential (PIP).

•We’ll do that by examining the 4 ways to grow your business.

•You’ll look at a 12-minute video.

•We’ll set aside time for a much more detailed Planning Session.

•We’ll look at your profit improvement potential (PIP).

•We’ll do that by examining the 4 ways to grow your business.

•You’ll look at a 12-minute video.

•We’ll set aside time for a much more detailed Planning Session.

Click here to find your PIPClick here to find your PIP

The 4 ways to grow your businessThe 4 ways to grow your business

1111Increase the number of customers …… (of the type you want to have)

Increase the number of customers …… (of the type you want to have)

The 4 ways to grow your businessThe 4 ways to grow your business

2222 Increase the transaction frequency

Increase the transaction frequency

The 4 ways to grow your businessThe 4 ways to grow your business

3333Increase the average

value of each saleIncrease the average

value of each sale

The 4 ways to grow your businessThe 4 ways to grow your businessThe 4 ways to grow your businessThe 4 ways to grow your business

4444Increase the

effectiveness of each process in your

business

Increase the effectiveness of each

process in your business

Growing your businessGrowing your business

Ouragenda

Ouragenda

•We’ll look at your profit improvement potential (PIP).

•We’ll do that by examining the 4 ways to grow your business.

•You’ll look at a 12-minute video.

•We’ll set aside time for a much more detailed Planning Session.

•We’ll look at your profit improvement potential (PIP).

•We’ll do that by examining the 4 ways to grow your business.

•You’ll look at a 12-minute video.

•We’ll set aside time for a much more detailed Planning Session.

Click here to find your PIPClick here to find your PIP

Growing your businessGrowing your business

Keyquestions

Keyquestions

•How do you feel about those numbers?

•How would you describe the effect if we could do that over a period of years?

•It might mean an initial investment of $3,500 in some planning. How do you feel about that?

•How urgent do you feel it is to get started?

•How do you feel about those numbers?

•How would you describe the effect if we could do that over a period of years?

•It might mean an initial investment of $3,500 in some planning. How do you feel about that?

•How urgent do you feel it is to get started?

Larry N. Harrison:

Larry N. Harrison:

The 4 ways to grow your businessThe 4 ways to grow your business

We do it by

helping you…

We do it by

helping you…

•Increase the number of customers of the type you want.

•Increase the transaction frequency.

•Increase the average sale.

•Increase the effectiveness of each process in your business.

•Increase the number of customers of the type you want.

•Increase the transaction frequency.

•Increase the average sale.

•Increase the effectiveness of each process in your business.

Growing your businessGrowing your business

But...But...

•To achieve that type of effect, we may well need to modify the type of work we (and you) do.

•It’s best explained by watching that special video I mentioned.

•To achieve that type of effect, we may well need to modify the type of work we (and you) do.

•It’s best explained by watching that special video I mentioned.

Let’s take a look at the video now.

Let’s take a look at the video now.

Growing your businessGrowing your business

SummarySummary

•The purpose of creating a business is to sell it.

•Working ON the business rather than IN it is the key.

•We need to set a “destination.”

•We need to work together in a different way.

•We need to review your video questionnaire.

•The purpose of creating a business is to sell it.

•Working ON the business rather than IN it is the key.

•We need to set a “destination.”

•We need to work together in a different way.

•We need to review your video questionnaire.

ThestepsThe

steps

•You make an initial investment of $3,500 for a special Planning Session process.

•As the first step in that process, we ask you to complete this Business Development Questionnaire (BDQ).

•We’ll review that BDQ as the first action of the Planning Session.

•You make an initial investment of $3,500 for a special Planning Session process.

•As the first step in that process, we ask you to complete this Business Development Questionnaire (BDQ).

•We’ll review that BDQ as the first action of the Planning Session.

The planning phase of the processThe planning phase of the process

The

steps (continued)

The

steps (continued)

•We’ll identify your core business strengths and weaknesses.

•We’ll look at precisely what the business can achieve and how to get there.

•We’ll work on a mission statement for the business.

•We’ll identify your core business strengths and weaknesses.

•We’ll look at precisely what the business can achieve and how to get there.

•We’ll work on a mission statement for the business.

The planning processThe planning process

TheresultThe

result

•We’ll develop a business development Action Plan (what to do, who should do it, by when).

•One result—you’ll work ON your business not IN it, building it in a controlled and positive way.

•As importantly we’ll be working with you to help you absolutely maximize the potential of your business.

•We’ll develop a business development Action Plan (what to do, who should do it, by when).

•One result—you’ll work ON your business not IN it, building it in a controlled and positive way.

•As importantly we’ll be working with you to help you absolutely maximize the potential of your business.

The resultThe result

The business

development process

explained.

The business

development process

explained.

How we help you improve the profitability of your business

How we help you improve the profitability of your business• We start with a full-day Planning

Session.• We work with your customers to

identify their key frustrations.• We help you and your team develop

a customer service strategy.• We help you review and redesign, if

necessary, your operating procedures.

• We start with a full-day Planning Session.

• We work with your customers to identify their key frustrations.

• We help you and your team develop a customer service strategy.

• We help you review and redesign, if necessary, your operating procedures.

How we help you improve the profitability of your business

How we help you improve the profitability of your business• We help you redesign your

organizational structure so that it fits in with your new strategy.

• We work with you to define Key Performance Indicators.

• We work with you to develop a Marketing Plan.

• We help you pull it all together in a Management Control Plan.

• We help you redesign your organizational structure so that it fits in with your new strategy.

• We work with you to define Key Performance Indicators.

• We work with you to develop a Marketing Plan.

• We help you pull it all together in a Management Control Plan.

Your overall investmentYour overall investment

• You’ll typically invest between $15,000 and $50,000 over an 18- to 24-month period.

• You’ll make a monthly investment to fit in with cash flow issues.

• You can stop in any month if you’re not delighted with what we’re doing together.

• You’ll typically invest between $15,000 and $50,000 over an 18- to 24-month period.

• You’ll make a monthly investment to fit in with cash flow issues.

• You can stop in any month if you’re not delighted with what we’re doing together.

• Your initial investment is $3,500 for a Planning Session.

• If you don’t like what we do there, your investment is instantly returned.

• At the Planning Session, we’ll draw up an agenda for action to evaluate the extent of your involvement in the process.

• Your initial investment is $3,500 for a Planning Session.

• If you don’t like what we do there, your investment is instantly returned.

• At the Planning Session, we’ll draw up an agenda for action to evaluate the extent of your involvement in the process.

Your overall investmentYour overall investment

Ongoing monitoring

, fine-tuning

Ongoing monitoring

, fine-tuning

Initial exploration

Initial exploration

Planning SessionPlanning Session

Involve customer

s

Involve customer

s

Develop the

strategy

Develop the

strategy

Develop Team

standards

Develop Team

standards

Develop the

systems

Develop the

systems

Develop Financial

Plan

Develop Financial

Plan

Involve the Team

Involve the Team

Early yardage

marketing

Early yardage

marketing

Management Control

Plan

Management Control

Plan

Special additionsSpecial

additions

??Given that it all seems fine

to you at this point and

given what you mentioned

about urgency before, what

date should we schedule for

our Planning Session?

Given that it all seems fine

to you at this point and

given what you mentioned

about urgency before, what

date should we schedule for

our Planning Session?

Ongoing monitoring

, fine-tuning

Ongoing monitoring

, fine-tuning

Initial exploration

Initial exploration

Planning SessionPlanning Session

Involve customer

s

Involve customer

s

Develop the

strategy

Develop the

strategy

Develop team

standards

Develop team

standards

Develop the

systems

Develop the

systems

Develop Financial

Plan

Develop Financial

Plan

Involve the team

Involve the team

Early yardage

marketing

Early yardage

marketing

Management Control

Plan

Management Control

Plan

Special additionsSpecial

additions

Stage 1—The Planning SessionStage 1—The Planning Session

• Business Development Questionnaire

• One-day strategic meeting>Customer-related issues>Team-related issues>Operational and financial issues>Marketing issues

• Agenda for action

• Business Development Questionnaire

• One-day strategic meeting>Customer-related issues>Team-related issues>Operational and financial issues>Marketing issues

• Agenda for action

Stage 2—Your customer service strategy Stage 2—Your customer service strategy

• Obtain buy-in from all owners and team members.

• Assess current service levels.

• Run a Customer Advisory Board.

• Obtain buy-in from all owners and team members.

• Assess current service levels.

• Run a Customer Advisory Board.

Stage 3—Develop a core strategic focusStage 3—Develop a core strategic focus

• Start with your vision.• Review competitors and industry.• Formalize a competitive strategy

for the business.• Draw up a business model based

on the strategy.• Identify critical success factors.

• Start with your vision.• Review competitors and industry.• Formalize a competitive strategy

for the business.• Draw up a business model based

on the strategy.• Identify critical success factors.

Stage 4—Identify team needs and frustrationsStage 4—Identify team needs and frustrations

• Run a Team Advisory Board.• Advise management about key

issues arising from the Team Advisory Board.

• Identify critical business processes.

• Obtain team member feedback on ways to improve processes.

• Run a Team Advisory Board.• Advise management about key

issues arising from the Team Advisory Board.

• Identify critical business processes.

• Obtain team member feedback on ways to improve processes.

Stage 5—Develop customer/team centered performance standards

Stage 5—Develop customer/team centered performance standards

• Develop performance standards.

• Identify moments of truth for the business.

• Develop customer-focused management.

• Empower team members in a structured way.

• Develop performance standards.

• Identify moments of truth for the business.

• Develop customer-focused management.

• Empower team members in a structured way.

Stage 6—Systematize key processes and develop an Operating Plan

Stage 6—Systematize key processes and develop an Operating Plan

• Identify key functions, activities, and operating departments.

• Classify all processes in the business.

• Document processes and identify process constraints.

• Compile an operations manual.

• Identify key functions, activities, and operating departments.

• Classify all processes in the business.

• Document processes and identify process constraints.

• Compile an operations manual.

Stage 7—Develop a Financial PlanStage 7—Develop a Financial Plan

• Perform what-if analysis and identify preferred scenario.

• Prepare annual profit and cash plan on a monthly basis.

• Identify financial Key Performance Indicators.

• Set up monthly reporting systems.• Hold monthly board meetings.

• Perform what-if analysis and identify preferred scenario.

• Prepare annual profit and cash plan on a monthly basis.

• Identify financial Key Performance Indicators.

• Set up monthly reporting systems.• Hold monthly board meetings.

Stage 8—Do a market needs analysis and develop a Marketing Plan

Stage 8—Do a market needs analysis and develop a Marketing Plan

• Identify all product/service lines.• Do a market needs analysis for each

line.• Prepare a role profile of the ideal

customer.• Identify why customers buy.• Develop a Unique Core Differentiator.• Consider the use of guarantees.

• Identify all product/service lines.• Do a market needs analysis for each

line.• Prepare a role profile of the ideal

customer.• Identify why customers buy.• Develop a Unique Core Differentiator.• Consider the use of guarantees.

Stage 9—Implement a Management Control Plan based on specific Key Performance Indicators

Stage 9—Implement a Management Control Plan based on specific Key Performance Indicators • Establish the Management Control Plan.

• Identify all critical success factors (CSFs).

• Identify all Key Performance Indicators for measuring CSFs.

• Set up a measurement system.

• Attend Advanced Financial Management Training System course.

• Establish the Management Control Plan.

• Identify all critical success factors (CSFs).

• Identify all Key Performance Indicators for measuring CSFs.

• Set up a measurement system.

• Attend Advanced Financial Management Training System course.

When you invest in our Business Development Program, you also receive...

When you invest in our Business Development Program, you also receive...

• Monthly management reports

• Monthly Business Performance Review and analysis

• Our instructional booklet How to Improve the Profitability of Your Business

• A pre-year-end tax planning meeting

• Monthly management reports

• Monthly Business Performance Review and analysis

• Our instructional booklet How to Improve the Profitability of Your Business

• A pre-year-end tax planning meeting

When you invest in our Business Development Program, you also receive...

When you invest in our Business Development Program, you also receive...

• Access to the Results Accountants Network via our membership to the network

• Membership to our Businesses Getting Results breakfast meeting group for progressive local businesses

• Unlimited phone access during your business development engagement

• Access to the Results Accountants Network via our membership to the network

• Membership to our Businesses Getting Results breakfast meeting group for progressive local businesses

• Unlimited phone access during your business development engagement

When you invest in our Business Development Program, you also receive...

When you invest in our Business Development Program, you also receive...

• Attendance at your monthly board meetings

• Up to three free places at our next Making Your Business Really Fly program, and...

• Your absolutely no-risk guarantee

• Attendance at your monthly board meetings

• Up to three free places at our next Making Your Business Really Fly program, and...

• Your absolutely no-risk guarantee

What’s my overall investment?What’s my overall investment?

• You’ll typically invest between $15,000 and $50,000 over an 18- to 24-month period.

• You’ll make a monthly investment to fit in with cash flow issues.

• You can stop in any month if you’re not delighted with what we’re doing together.

• You’ll typically invest between $15,000 and $50,000 over an 18- to 24-month period.

• You’ll make a monthly investment to fit in with cash flow issues.

• You can stop in any month if you’re not delighted with what we’re doing together.

What’s my overall investment?What’s my overall investment?

• Your initial investment is $3,500 for a Planning Session.

• If you don’t like what we do there, your investment is instantly returned.

• At the Planning Session, we’ll draw up an agenda for action to evaluate the extent of your involvement in the process.

• Your initial investment is $3,500 for a Planning Session.

• If you don’t like what we do there, your investment is instantly returned.

• At the Planning Session, we’ll draw up an agenda for action to evaluate the extent of your involvement in the process.

LNH & Co.

Working to create and maintain wealth

for our selected

clients

LNH & Co.

Working to create and maintain wealth

for our selected

clients