Speaker: Ian Fletcher
During this series of five webinars, Ian will be discussing the tools within each section of the Master Practitioner Manual, which each member receives upon joining the 2020 Group. Non Members who are thinking about joining 2020 are welcome to attend any of these webinars.
Part 1 - Strategy & Profit Improvement
Many accountants focus their energies predominantly on serving clients, often to the long term detriment of their practices. Whilst the majority of a professional's time will naturally be spent working IN the business, time must also be set aside to work ON the business. The most profitable firms we consult with set aside time to think about the "end result", what their practice will look like when it's "complete" and they focus early on their exit strategy.
This webinar focuses on using the following 2020 Master Practitioner Tools: Strategic Planning Checklist, 2020 Partner Questionnaire, Retirement Calculator, Mortgage Calculator, Practice Objectives, Strategic Plan, Twelve Month Profit Improvement Plan, Partnership Agreement Checklist, Service & Product Matrix.
Part 2 - Practice Management
In order to achieve their long term objectives, partners should regularly focus on their twelve month profit improvement plan and five year strategic plan. Our most profitable Members regularly review how they are doing in the key areas of production, utilisation, marketing and client satisfaction.
This webinar focuses on using the following 2020 Master Practitioner Tools: Partners Monthly Meeting Agenda, Daily e-flash, Staff Performance Standards, Client Manager System, All Hands" Staff Meeting, Electronic Staff Holiday Planner, Monthly Billing, Fixed Price Agreement, Debt Collection Letters, Tough Times Checklist.
Part 3 - How to Successfully Market your Practice
The development of new clients has historically centred on the networking activities of specific senior partners and firms have also relied on long standing relationships and the attendant goodwill. In modern firms other forms of marketing are now prevalent. They became necessary as the profession was faced with increased competition and the major structural changes that have taken place in recent years. These include the reduction in basic audit and accountancy work and the addition of new services which need to be promoted through various marketing activities. Whilst there must be as many definitions of marketing as there are books on the subject, we are defining it here to mean everything you do in your practice to generate prospects. This webinar focuses on using section 3 of the Master Practitioner Manual. It will show you how to generate lots of new business, which makes practices prosper and grow.
Part 4 - Adding Value to your Clients
Clients want more from their accountant and they would like one that deals not only with Type I services but also with Type II services. Type I services are needed but not always wanted and are therefore price sensitive. Type II services are wants and clients are prepared to pay a higher fee to have their wants satisfied. In order to achieve their long term objectives, partners should regularly focus on their twelve month profit improvement plan and five year strategic plan. Our most profitable Members regularly review how they are doing in the key areas of production, utilisation, marketing and client satisfaction. This webinar focuses on using the following 2020 Master Practitioner Tools: Meeting Aide Memoir, Agenda Creator, Client Satisfaction Survey, Education Checklists, Invisibles Price List, Proposal for the Provision of Accountancy, Tax and Related Services, Graphical Financial Summary.
Part 5 - Type II Services
One important type II growth area is that of business consulting - helping clients with strategy and profit improvement, marketing, finance and management. The 2020 Consulting Manual provides a comprehensive set of consulting tools around which your firm can build, develop and maintain a highly profitable business consultancy service. It will provide a framework within which such work can be carried out, providing checklists for use with clients and guidance on engagement letters and fixed fees. This webinar focuses on using section 5 of the Master Practitioner Manual, Type II Services.
