peak performance and client development for accountants
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Cordell M. Parvin http://www.cordellparvin.com
Peak Performance and Client Development for
2015 and Beyond
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INPeak Performance
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Making Magic
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Inspirational Players
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The right people…will be self-motivated by the inner drive to produce the best results and be part of creating something great.”
Jim Collins
Inspirational Players
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The quality of a person’s life is in direct proportion to their commitment to excellence, regardless of their chosen field of endeavor.
Inspirational Players
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Create the Future
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Create the Future
Clearly Understood Purpose
Clear Vision of Success
BHAGs (Big Hairy Audacious Goals)
Core Values
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Community - Core Values
ClientsCompany
Individual
CollaborationClient
Service
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Personal Best
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Personal Best
Commitment to Stretch Each Day
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Game Breaking Ideas
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To succeed means that you have to step out of line and march to the sound of your own drummer. Keith DeGreen
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Game Focus
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Focus on Client Service
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What Clients Want
Firms Deliver:
Clients Receive:Superior
Service70% 8%
Survey by:
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What Clients Want
Survey by:
70%leave due to poor customer service
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Client Service: How to Do It
Decide
Discover
Deliver +1
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Provide Unexpected Extra Service
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Exceed Client’s Expectation
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Commitment to Last Detail
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Share the Dream
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Client Development 2015
What Can We Learn From the Superbowl?
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Three Stories About Tools
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AGC of America
Recommendations
Trust and Rapport
Visibility
Getting Hired
Credibility
Client Meetings
Relationships
Reputation / Profile
Weak Ties
Principles of Client Development
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Four Eras of Client Development
1. Do Good Work
2. Unsolicited Contact
3. Websites / Branding
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Traditional Client Development
“Push-Tactic”
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Clients Have More Choices, Less Time
Client Development Has Changed
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You Have Less Time
Client Development Has Changed
Clients
Economy
Technology
What Has Changed?
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Marketing Guru
38Seth Godin
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Remarkable
Extraordinary
Memorable
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It’s not what you know, Today it’s who knows what you knowIt’s not who you know,
Client Development in 2015
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Client Development in 2015
“Pull-Tactic”
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Where to Start
Client Development 2015
Identify Clients’ Problems, Opportunities and Changes 45
Client Development for 2015
Draw Clients to You by Identifying Problems and Providing Creative Solutions
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Client Development for 2015
Become Visible & Credible to Target Market47
Client Development for 2015
Define Your Target Market48
Client Development for 2015
Decide What You Want Target Market to Hire You to Do? 49
Client Development for 2015
Become Visible and Credible by Adding Value 50
Client Development for 2015
Join, Lead, Speak Industry Organizations
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Client Development for 2015
Join, Lead, Speak Client/Customer Organizations
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Client Development for 2015
Determine Your Best Referral Sources53
Client Development for 2015
1. Create Valuable Content
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2. Present/Write Well
Client Development for 2015
553. Distribute Widely
Client Development for 2015
Weak Tie Reach
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Strong-Tie Buzz
Weak-Tie Buzz
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Plan With Goals
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Successful Lawyers
Think Optimistically and Plan Purposefully
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Why Have a Plan?
Most Important ResourcesEnergy Time
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Why Have a Plan?
Create a Plan With Goals
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Plan
What is an Incredibly Ambitious Goal That Will Energize You?
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Plan
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Decide on How Many Hours to Invest
100 Administrative
___Client Development
___ Your Development
Plan
64Reputation / Profile Relationship Building
Plan
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Plan Using Your Strengths
Plan
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Your 2015 Plan
Develop Your Action
Steps
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Prioritization Matrix
High Return / Low Investment
Do first and do often
High Return / High Investment
Break down into smaller pieces
Low Return / Low Investment
Do when you have time
Low Return / High Investment
Say NO graciously!
68Break Down to 90 Days Actions
How to Execute on Your Plan
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Identify, Plan and Schedule Activities Each Week
How to Execute on Your Plan
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Partner for Accountability
How to Execute on Your Plan
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Keith McMurdy
Partner for Accountability
How to Execute on Your Plan
72Become Visible and Credible
Build Your Reputation
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Reputation Building: Old/New Tools
Website Bio
Board and Community Service
Writing
Speaking
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Bio - Old Tool
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Bio - New Tool
Regularly Update
Your Website
Bio
Download
vCard
Socia
l Med
ia
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E-mail Signature - Old Tool
Cordell M. Parvin17300 Preston Road, Suite 310Dallas, TX 75252Direct Dial (214) 866-0074Cell: (214) 663-3794
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E-mail Signature - New Tool
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Writing - Old Tools
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Writing - Old Tools
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WRITING: New
Tools
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Social Media
Jackie Huba
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Examples
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Blog
Seth Godin
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Guides
How To
88Jennifer Keller
Old Tool
New Tool
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90SPEAKING
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Speaking: Old Style Power Point Slides
Compliance Programs
• Goal: self-policing and changing the corporate culture to include a commitment to ethics and compliance with civil and criminal laws.
• Double-edged sword: if a crime is committed in the face of a compliance program, it may suggest that the company is not truly committed to changing its corporate culture.
Compliance Programs, continued• The compliance program must be designed to catch the most
likely misconduct given the corporation's primary business. • Whether the program is adequately designed for maximum
effectiveness in preventing and detecting wrongdoing by employees;
• Whether corporate management is enforcing the program or is it tacitly encouraging or pressuring employees to engage in misconduct to achieve the business objectives; and
• Investigators will interview rank-and-file employees to determine the effectiveness of and commitment to the ethics/compliance program.
• Is there an audit function so that the corporation can determine its effectiveness?
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NNew Style Power Point/Keynote Slides
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The Internet
How has the internet changed client development?
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Old Tools/New Tools
Wine and Social Media Guru
97Gary Vaynerchuk
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New Tools
2015
Geometrically Expanded by Social Media
100Locate
Organize
Disseminate
Connect
Interact
Internet / Social Media
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New Tools Outside the Box
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Internet Radio
Kevin O’Neill
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Webinars
Video
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Online Video Presentations
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Podcasts
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What Are You Going to Do Now?
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Plan with Goals Accountability Become Visible and Credible Use New and Old Tools Repeat Above
What Now?
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Cordell M. Parvin http://www.cordellparvin.com
Peak Performance and Client Development for
2015 and Beyond