Post on 21-Jan-2015
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Commencement Luncheon
Rob Johnson
Ed Kless
Thank you!
Sage Summit 2012
Transform• Change Your Focus
• Move from Service to
Knowledge
• Change your
Profitability
• Engage the Arc of Your
Potential
The “Helping our Customers Solve Problems and Create new Opportunities” Business
“What business are we in?”
6
Become Very Selective at selecting customers
1. Focus your greatest
strengths on your highest
potential opportunities
2. Define and blueprint your
‘ideal customer’
• Demographic
• Geographic
• Psychographic
3. Expand into a niche’
• Focus on high value, high
profit opportunities within
niche’
SIC Annual Geographic Construction Ownership Associations CPACode Revenue footprint type Group Firm
Get Blue – redefine the business model and make your competition irrelevant
Professional Service Firm
Revenue =Capacity
management + Efficiency + Cost-plus pricing
↓ ↓ ↓ ↓
Profit =Capital
management X Effectiveness XPricing on Purpose
Professional Knowledge Firm
Cost$0
$5,000
$10,000
$15,000
$20,000
$25,000
$30,000
$35,000
$40,000
The Will, Skill & Drill of Change
Will
Skill
Drill
The Arc of your Potential is EndlessReality is accepted. Then, a new Vision is created. Then Goals are set and met. Then, Adversity happens and is overcome. Then, a new reality is created and accepted. Then, a new vision is created. Then, new goals are set and met. Then, adversity happens and is overcome. Then, a new reality is created and accepted. . . .Over and Over Over and Over.Faster and faster.
Commencement Address
Congratulations Graduates!
See you at Sage Summit 2012
Gaylord Opryland, Nashville, TN
August 12 – 17, 2012