SlideShare uma empresa Scribd logo
1 de 60
Baixar para ler offline
© Roberto Dias Duarte
The future of accounting
services is now!
7 steps to high value business partner
© Roberto Dias Duarte
Productivity = salary cost / revenue
(+) REVENUE
(-) COST
(+)ENGAGEMENT
Technology
Business Model
Process control
Marketing strategy
Solution/SPIN Selling
Culture by design
Customer Experience
© Roberto Dias Duarte
1. Discover the valued niche
2. Understand the persona
3. Innovate Business model
4. Implement content marketing
5. Define Services packages
6. Apply solution selling/spin selling
7. Change the culture: customer experience
Roadmap to high value business partner
© Roberto Dias Duarte
Region
Industry
Size
Tax
Entrepreneurial maturation
What is a niche?
© Roberto Dias Duarte
NICHE = slice of market
with the same pains
© Roberto Dias Duarte
Maturity entrepeneurship level
5%
15%
80%
Strategic mindset
Tactical mindset
Operacional mindset
© Roberto Dias Duarte
Techonlogy adoption cicle
© Roberto Dias Duarte
Level 1 - Compliance
Level 2 - performance
Level 3 - strategic
Value
Strategic Planning
Succession Planning
Mergers & Acquisitions
Business Advisory
Outsourced CFO
Analytics Forecasting
Tax
Assurance
Accounting
Technician
Business Advisor
Strategic Advisor
"Mindset Determines Growth… disruption accelerates your thinking!" por L. Gary Boomer, Accountex 2017
High competition
Automation
Low value
High value
Specilalized
Generalist
Humanized
Valued Services levels depends on the niche
© Roberto Dias Duarte
1. Discover the valued nicho
2. Understand the persona
3. Innovate Business model
4. Implement content marketing
5. Define Services packages
6. Apply solution selling/spin selling
7. Change the culture: customer experience
Roadmap to high value business partner
© Roberto Dias Duarte
© Roberto Dias Duarte
© Roberto Dias Duarte
Stock audit
Cashflow analisys
Hire
Lost
Interest rates
IRS
Profit
we can make the
bureaucracy
easier
we can make you
have more profit
TAX Fines
SME RetailCompliance
Buy products
Sell goods
Customer Services
bureaucracy tasks
Costs
Delays
Bureaucracy
Organize documents
documents
Strategic Planning
Succession Planning
Mergers & Acquisitions
Business Advisory
Outsourced CFO
Analytics Forecasting
Tax
Assurance
Accounting
we can make you
pay less taxes
we can help you
organize
documents
we can help you
reduce your costs
© Roberto Dias Duarte
1. Discover the valued nicho
2. Understand the persona
3. Innovate Business model
4. Implement content marketing
5. Define Services packages
6. Apply solution selling/spin selling
7. Change the culture: customer experience
Roadmap to high value business partner
© Roberto Dias Duarte
Presentation
Elaboration
of reports
Data processing
Data collect
Value
Tradicional Business model
© Roberto Dias Duarte
B2B by envelope
© Roberto Dias Duarte
integrated files
© Roberto Dias Duarte
Value
New Business Model
Presentation
Elaboration
of reports
Data processing
Data collect
© Roberto Dias Duarte
Desktop ERP in your client
© Roberto Dias Duarte
on-line
© Roberto Dias Duarte
UK
© Roberto Dias Duarte
Brazil
© Roberto Dias Duarte
USA
© Roberto Dias Duarte
Cloud ERP
(Digital Accounting)
Cloud ERP
Cloud
Accounting
© Roberto Dias Duarte
Cloud “envelope"
© Roberto Dias Duarte
Digital BPO
Cloud ERP Cloud
Accounting
© Roberto Dias Duarte
ONLINE/DIY
Accounting Services
DIGITAL/OMNI
Accounting Services
Customer Experience maturity levels
Traditional accounting Business model
CUSTOMER
CENTRIC
PROCESS
CENTRIC
© Roberto Dias Duarte
Business Model
Entrepeneurship
maturity
Techonlogy
adoption
Accounting
service level
B2B by envelope Operational
Conservatives
Laggards
Compliance
Integrated Files Operational Pragmatics Compliance
Desktop ERP in your client
Tatical
Strategic
Pragmatics
Performance
Strategic
Online/DIY Accounting Operational Innovators Compliance
Cloud ERP (Saas)
Tatical
Strategic
Innovators
Pragmatics
Performance
Strategic
Cloud “envelope" Operational Pragmatics Compliance
Digital BPO
Tatical
Strategic
Innovators
Pragmatics
Performance
Strategic
© Roberto Dias Duarte
1. Discover the valued nicho
2. Understand the persona
3. Innovate Business model
4. Implement content marketing
5. Define Services packages
6. Apply solution selling/spin selling
7. Change the culture: customer experience
Roadmap to high value business partner
© Roberto Dias Duarte
News Articles Stories Events
Educated customer buys
more and costs less
I’m the gardener of the
knowledge tree
© Roberto Dias Duarte
Visitor
Lead
Qualified
lead
Opportunity
Proposal
Negociation
Closed
Refer
Top
Middle
Botton
Calm
Worried
Investiganting
Comparator
Buyer
Advocate
MarketingSalesteam
© Roberto Dias Duarte
© Roberto Dias Duarte
© Roberto Dias Duarte
© Roberto Dias Duarte
© Roberto Dias Duarte
1. Discover the valued nicho
2. Understand the persona
3. Innovate Business model
4. Implement content marketing
5. Define Services packages
6. Apply solution selling/spin selling
7. Change the culture: customer experience
Roadmap to high value business partner
© Roberto Dias Duarte
© Roberto Dias Duarte
© Roberto Dias Duarte
© Roberto Dias Duarte
1. Discover the valued nicho
2. Understand the persona
3. Innovate Business model
4. Implement content marketing
5. Define Services packages
6. Apply solution selling/spin selling
7. Change the culture: customer experience
Roadmap to high value business partner
© Roberto Dias Duarte
Sales process
Opening Investigation
Capacity
Demonstration
Obtaining
Compromise
© Roberto Dias Duarte
Value = benefit - cost
Solution
CostReduction of….
Costs
Tax risk
Labor risk
Fines
Value
Increase of…
Sales
Profit
Clients
Performance
© Roberto Dias Duarte
1. Discover the valued nicho
2. Understand the persona
3. Innovate Business model
4. Implement content marketing
5. Define Services packages
6. Apply solution selling/spin selling
7. Change the culture: customer experience
Roadmap to high value business partner
© Roberto Dias Duarte
“Culture eats strategy for breakfast”
Peter Drucker
© Roberto Dias Duarte
© Roberto Dias Duarte
© Roberto Dias Duarte
© Roberto Dias Duarte
© Roberto Dias Duarte
© Roberto Dias Duarte
© Roberto Dias Duarte
© Roberto Dias Duarte
© Roberto Dias Duarte
Personas
© Roberto Dias Duarte
© Roberto Dias Duarte
© Roberto Dias Duarte
© Roberto Dias Duarte
© Roberto Dias Duarte
Personas
© Roberto Dias Duarte
© Roberto Dias Duarte
Culture by
Design
Purpose
Guidelines
© Roberto Dias Duarte
Experiência extraordinária: gente aplicando a cultura

Mais conteúdo relacionado

Semelhante a The future of accounting services is now!

How to Talk to Your Suppliers About the Value of Joining Ariba Network
How to Talk to Your Suppliers About the Value of Joining Ariba NetworkHow to Talk to Your Suppliers About the Value of Joining Ariba Network
How to Talk to Your Suppliers About the Value of Joining Ariba NetworkSAP Ariba
 
Common strategy, routines and compliance procedures for bid processes
Common strategy, routines and compliance procedures for bid processesCommon strategy, routines and compliance procedures for bid processes
Common strategy, routines and compliance procedures for bid processesJan Øystein Thorsnæs
 
_GORILLA BROCHURE RD9_1 LEAFLETS PRINT MASTER
_GORILLA BROCHURE RD9_1 LEAFLETS PRINT MASTER_GORILLA BROCHURE RD9_1 LEAFLETS PRINT MASTER
_GORILLA BROCHURE RD9_1 LEAFLETS PRINT MASTERKate Allen
 
Pricing & Packaging Flexibility Drives Subscription Growth (Subscribed13)
Pricing & Packaging Flexibility Drives Subscription Growth (Subscribed13)Pricing & Packaging Flexibility Drives Subscription Growth (Subscribed13)
Pricing & Packaging Flexibility Drives Subscription Growth (Subscribed13)Zuora, Inc.
 
Invenio Business Solutions Corporate Presentation 2016
Invenio Business Solutions Corporate Presentation 2016Invenio Business Solutions Corporate Presentation 2016
Invenio Business Solutions Corporate Presentation 2016Kofo Are
 
Crescendus™ | Making Marketing Programs Matter
Crescendus™ | Making Marketing Programs MatterCrescendus™ | Making Marketing Programs Matter
Crescendus™ | Making Marketing Programs MatterCrescendus™
 
Are large scale Salesforce implementations mission possible? Tips, tricks & o...
Are large scale Salesforce implementations mission possible? Tips, tricks & o...Are large scale Salesforce implementations mission possible? Tips, tricks & o...
Are large scale Salesforce implementations mission possible? Tips, tricks & o...CzechDreamin
 
Track 01 bjoern & egbert - global consulting
Track 01   bjoern & egbert - global consultingTrack 01   bjoern & egbert - global consulting
Track 01 bjoern & egbert - global consultingSoftware AG South Africa
 
University of Colorado Denver MBA Services Marketing Presentation
University of Colorado Denver MBA Services Marketing PresentationUniversity of Colorado Denver MBA Services Marketing Presentation
University of Colorado Denver MBA Services Marketing PresentationFred Isbell
 
Digital Business Transformation Workshop in Rwanda
Digital Business Transformation Workshop in RwandaDigital Business Transformation Workshop in Rwanda
Digital Business Transformation Workshop in RwandaMichael Leander
 
Accenture & Genuine Parts: Jay Dettling and Thomas Cook
Accenture & Genuine Parts: Jay Dettling and Thomas CookAccenture & Genuine Parts: Jay Dettling and Thomas Cook
Accenture & Genuine Parts: Jay Dettling and Thomas CookGamePlanConference
 
Stop Pushing Sales! Focus on the Art and Science of Revenue Conversion
Stop Pushing Sales! Focus on the Art and Science of Revenue Conversion Stop Pushing Sales! Focus on the Art and Science of Revenue Conversion
Stop Pushing Sales! Focus on the Art and Science of Revenue Conversion Carpedia Consulting
 
Innovativ_electronic brochure
Innovativ_electronic brochureInnovativ_electronic brochure
Innovativ_electronic brochureMary G. Lapegna
 

Semelhante a The future of accounting services is now! (20)

How to Talk to Your Suppliers About the Value of Joining Ariba Network
How to Talk to Your Suppliers About the Value of Joining Ariba NetworkHow to Talk to Your Suppliers About the Value of Joining Ariba Network
How to Talk to Your Suppliers About the Value of Joining Ariba Network
 
Coverpage Business Plan
Coverpage Business PlanCoverpage Business Plan
Coverpage Business Plan
 
Common strategy, routines and compliance procedures for bid processes
Common strategy, routines and compliance procedures for bid processesCommon strategy, routines and compliance procedures for bid processes
Common strategy, routines and compliance procedures for bid processes
 
_GORILLA BROCHURE RD9_1 LEAFLETS PRINT MASTER
_GORILLA BROCHURE RD9_1 LEAFLETS PRINT MASTER_GORILLA BROCHURE RD9_1 LEAFLETS PRINT MASTER
_GORILLA BROCHURE RD9_1 LEAFLETS PRINT MASTER
 
Corp comm-strategy-marketing-2012
Corp comm-strategy-marketing-2012Corp comm-strategy-marketing-2012
Corp comm-strategy-marketing-2012
 
Nye markeder for Dansk Industri og it-virksomheder
Nye markeder for Dansk Industri og it-virksomhederNye markeder for Dansk Industri og it-virksomheder
Nye markeder for Dansk Industri og it-virksomheder
 
Pricing & Packaging Flexibility Drives Subscription Growth (Subscribed13)
Pricing & Packaging Flexibility Drives Subscription Growth (Subscribed13)Pricing & Packaging Flexibility Drives Subscription Growth (Subscribed13)
Pricing & Packaging Flexibility Drives Subscription Growth (Subscribed13)
 
Rezolto intro 2018
Rezolto intro 2018Rezolto intro 2018
Rezolto intro 2018
 
Invenio Business Solutions Corporate Presentation 2016
Invenio Business Solutions Corporate Presentation 2016Invenio Business Solutions Corporate Presentation 2016
Invenio Business Solutions Corporate Presentation 2016
 
Crescendus™ | Making Marketing Programs Matter
Crescendus™ | Making Marketing Programs MatterCrescendus™ | Making Marketing Programs Matter
Crescendus™ | Making Marketing Programs Matter
 
VBA Corporate Overview 220909
VBA Corporate Overview 220909VBA Corporate Overview 220909
VBA Corporate Overview 220909
 
Are large scale Salesforce implementations mission possible? Tips, tricks & o...
Are large scale Salesforce implementations mission possible? Tips, tricks & o...Are large scale Salesforce implementations mission possible? Tips, tricks & o...
Are large scale Salesforce implementations mission possible? Tips, tricks & o...
 
Track 01 bjoern & egbert - global consulting
Track 01   bjoern & egbert - global consultingTrack 01   bjoern & egbert - global consulting
Track 01 bjoern & egbert - global consulting
 
University of Colorado Denver MBA Services Marketing Presentation
University of Colorado Denver MBA Services Marketing PresentationUniversity of Colorado Denver MBA Services Marketing Presentation
University of Colorado Denver MBA Services Marketing Presentation
 
LEADGENERATORZ (1)
LEADGENERATORZ (1)LEADGENERATORZ (1)
LEADGENERATORZ (1)
 
Digital Business Transformation Workshop in Rwanda
Digital Business Transformation Workshop in RwandaDigital Business Transformation Workshop in Rwanda
Digital Business Transformation Workshop in Rwanda
 
Accenture & Genuine Parts: Jay Dettling and Thomas Cook
Accenture & Genuine Parts: Jay Dettling and Thomas CookAccenture & Genuine Parts: Jay Dettling and Thomas Cook
Accenture & Genuine Parts: Jay Dettling and Thomas Cook
 
Stop Pushing Sales! Focus on the Art and Science of Revenue Conversion
Stop Pushing Sales! Focus on the Art and Science of Revenue Conversion Stop Pushing Sales! Focus on the Art and Science of Revenue Conversion
Stop Pushing Sales! Focus on the Art and Science of Revenue Conversion
 
Innovativ_electronic brochure
Innovativ_electronic brochureInnovativ_electronic brochure
Innovativ_electronic brochure
 
Intro to sage
Intro to sageIntro to sage
Intro to sage
 

Mais de Roberto Dias Duarte

Planejamento estratégico para escritórios de contabilidade
Planejamento estratégico para escritórios de contabilidadePlanejamento estratégico para escritórios de contabilidade
Planejamento estratégico para escritórios de contabilidadeRoberto Dias Duarte
 
Contabildade é um bom negócio?
Contabildade é um bom negócio?Contabildade é um bom negócio?
Contabildade é um bom negócio?Roberto Dias Duarte
 
Programa de imersão empreendedora em Orlando/Flórida
Programa de imersão empreendedora em Orlando/FlóridaPrograma de imersão empreendedora em Orlando/Flórida
Programa de imersão empreendedora em Orlando/FlóridaRoberto Dias Duarte
 
RGPD para PME's e gabinetes de contabilidade
RGPD para PME's e gabinetes de contabilidadeRGPD para PME's e gabinetes de contabilidade
RGPD para PME's e gabinetes de contabilidadeRoberto Dias Duarte
 
O futuro dos serviços de contabilidade começa agora! (nova versão)
O futuro dos serviços de contabilidade começa agora! (nova versão)O futuro dos serviços de contabilidade começa agora! (nova versão)
O futuro dos serviços de contabilidade começa agora! (nova versão)Roberto Dias Duarte
 
Palestra "O Futuro dos Serviços de Contabilidade"
Palestra "O Futuro dos Serviços de Contabilidade"Palestra "O Futuro dos Serviços de Contabilidade"
Palestra "O Futuro dos Serviços de Contabilidade"Roberto Dias Duarte
 
Por que seu escritório vai para nuvem? Você querendo, ou não!
Por que seu escritório vai para nuvem? Você querendo, ou não!Por que seu escritório vai para nuvem? Você querendo, ou não!
Por que seu escritório vai para nuvem? Você querendo, ou não!Roberto Dias Duarte
 
Whitepaper para você perceber o nível de experiência que seu escritório está ...
Whitepaper para você perceber o nível de experiência que seu escritório está ...Whitepaper para você perceber o nível de experiência que seu escritório está ...
Whitepaper para você perceber o nível de experiência que seu escritório está ...Roberto Dias Duarte
 
Descubra as diferenças entre a Contabilidade Online e a Contabilidade Digital
Descubra as diferenças entre a Contabilidade Online e a Contabilidade DigitalDescubra as diferenças entre a Contabilidade Online e a Contabilidade Digital
Descubra as diferenças entre a Contabilidade Online e a Contabilidade DigitalRoberto Dias Duarte
 
Como criar uma experiência fantástica para seus clientes
Como criar uma experiência fantástica para seus clientesComo criar uma experiência fantástica para seus clientes
Como criar uma experiência fantástica para seus clientesRoberto Dias Duarte
 
Slides da Palestra realizada no CONEXÃO SPED 2017
Slides da Palestra realizada no CONEXÃO SPED 2017Slides da Palestra realizada no CONEXÃO SPED 2017
Slides da Palestra realizada no CONEXÃO SPED 2017Roberto Dias Duarte
 
5 desafios imediatos para as empresas brasileiras
5 desafios imediatos para as empresas brasileiras5 desafios imediatos para as empresas brasileiras
5 desafios imediatos para as empresas brasileirasRoberto Dias Duarte
 
5 passos para vendas de soluções Microsoft, utilizando marketing de conteúdo
5 passos para vendas de soluções Microsoft, utilizando marketing de conteúdo5 passos para vendas de soluções Microsoft, utilizando marketing de conteúdo
5 passos para vendas de soluções Microsoft, utilizando marketing de conteúdoRoberto Dias Duarte
 
8 passos para excelência no empreendedorismo contábil
  8 passos para excelência no empreendedorismo contábil  8 passos para excelência no empreendedorismo contábil
8 passos para excelência no empreendedorismo contábilRoberto Dias Duarte
 
Canvas, modelo de negócios muda estratégias empresariais
Canvas, modelo de negócios muda estratégias empresariais Canvas, modelo de negócios muda estratégias empresariais
Canvas, modelo de negócios muda estratégias empresariais Roberto Dias Duarte
 
5 passos para excelência em serviços contábeis!
5 passos para excelência em serviços contábeis!5 passos para excelência em serviços contábeis!
5 passos para excelência em serviços contábeis!Roberto Dias Duarte
 
Os 5 desafios imediatos para as empresas brasileiras
Os 5 desafios imediatos para as empresas brasileiras Os 5 desafios imediatos para as empresas brasileiras
Os 5 desafios imediatos para as empresas brasileiras Roberto Dias Duarte
 
Palestra Contador 2.0 - Modelo de negócios mais que perfeito
Palestra Contador 2.0 - Modelo de negócios mais que perfeitoPalestra Contador 2.0 - Modelo de negócios mais que perfeito
Palestra Contador 2.0 - Modelo de negócios mais que perfeitoRoberto Dias Duarte
 
Palestra Contador 2.0: Estratégias inovadoras para vencer a crise
Palestra Contador 2.0: Estratégias inovadoras para vencer a crisePalestra Contador 2.0: Estratégias inovadoras para vencer a crise
Palestra Contador 2.0: Estratégias inovadoras para vencer a criseRoberto Dias Duarte
 
Impactos do SPED no Terceiro Setor
Impactos do SPED no Terceiro SetorImpactos do SPED no Terceiro Setor
Impactos do SPED no Terceiro SetorRoberto Dias Duarte
 

Mais de Roberto Dias Duarte (20)

Planejamento estratégico para escritórios de contabilidade
Planejamento estratégico para escritórios de contabilidadePlanejamento estratégico para escritórios de contabilidade
Planejamento estratégico para escritórios de contabilidade
 
Contabildade é um bom negócio?
Contabildade é um bom negócio?Contabildade é um bom negócio?
Contabildade é um bom negócio?
 
Programa de imersão empreendedora em Orlando/Flórida
Programa de imersão empreendedora em Orlando/FlóridaPrograma de imersão empreendedora em Orlando/Flórida
Programa de imersão empreendedora em Orlando/Flórida
 
RGPD para PME's e gabinetes de contabilidade
RGPD para PME's e gabinetes de contabilidadeRGPD para PME's e gabinetes de contabilidade
RGPD para PME's e gabinetes de contabilidade
 
O futuro dos serviços de contabilidade começa agora! (nova versão)
O futuro dos serviços de contabilidade começa agora! (nova versão)O futuro dos serviços de contabilidade começa agora! (nova versão)
O futuro dos serviços de contabilidade começa agora! (nova versão)
 
Palestra "O Futuro dos Serviços de Contabilidade"
Palestra "O Futuro dos Serviços de Contabilidade"Palestra "O Futuro dos Serviços de Contabilidade"
Palestra "O Futuro dos Serviços de Contabilidade"
 
Por que seu escritório vai para nuvem? Você querendo, ou não!
Por que seu escritório vai para nuvem? Você querendo, ou não!Por que seu escritório vai para nuvem? Você querendo, ou não!
Por que seu escritório vai para nuvem? Você querendo, ou não!
 
Whitepaper para você perceber o nível de experiência que seu escritório está ...
Whitepaper para você perceber o nível de experiência que seu escritório está ...Whitepaper para você perceber o nível de experiência que seu escritório está ...
Whitepaper para você perceber o nível de experiência que seu escritório está ...
 
Descubra as diferenças entre a Contabilidade Online e a Contabilidade Digital
Descubra as diferenças entre a Contabilidade Online e a Contabilidade DigitalDescubra as diferenças entre a Contabilidade Online e a Contabilidade Digital
Descubra as diferenças entre a Contabilidade Online e a Contabilidade Digital
 
Como criar uma experiência fantástica para seus clientes
Como criar uma experiência fantástica para seus clientesComo criar uma experiência fantástica para seus clientes
Como criar uma experiência fantástica para seus clientes
 
Slides da Palestra realizada no CONEXÃO SPED 2017
Slides da Palestra realizada no CONEXÃO SPED 2017Slides da Palestra realizada no CONEXÃO SPED 2017
Slides da Palestra realizada no CONEXÃO SPED 2017
 
5 desafios imediatos para as empresas brasileiras
5 desafios imediatos para as empresas brasileiras5 desafios imediatos para as empresas brasileiras
5 desafios imediatos para as empresas brasileiras
 
5 passos para vendas de soluções Microsoft, utilizando marketing de conteúdo
5 passos para vendas de soluções Microsoft, utilizando marketing de conteúdo5 passos para vendas de soluções Microsoft, utilizando marketing de conteúdo
5 passos para vendas de soluções Microsoft, utilizando marketing de conteúdo
 
8 passos para excelência no empreendedorismo contábil
  8 passos para excelência no empreendedorismo contábil  8 passos para excelência no empreendedorismo contábil
8 passos para excelência no empreendedorismo contábil
 
Canvas, modelo de negócios muda estratégias empresariais
Canvas, modelo de negócios muda estratégias empresariais Canvas, modelo de negócios muda estratégias empresariais
Canvas, modelo de negócios muda estratégias empresariais
 
5 passos para excelência em serviços contábeis!
5 passos para excelência em serviços contábeis!5 passos para excelência em serviços contábeis!
5 passos para excelência em serviços contábeis!
 
Os 5 desafios imediatos para as empresas brasileiras
Os 5 desafios imediatos para as empresas brasileiras Os 5 desafios imediatos para as empresas brasileiras
Os 5 desafios imediatos para as empresas brasileiras
 
Palestra Contador 2.0 - Modelo de negócios mais que perfeito
Palestra Contador 2.0 - Modelo de negócios mais que perfeitoPalestra Contador 2.0 - Modelo de negócios mais que perfeito
Palestra Contador 2.0 - Modelo de negócios mais que perfeito
 
Palestra Contador 2.0: Estratégias inovadoras para vencer a crise
Palestra Contador 2.0: Estratégias inovadoras para vencer a crisePalestra Contador 2.0: Estratégias inovadoras para vencer a crise
Palestra Contador 2.0: Estratégias inovadoras para vencer a crise
 
Impactos do SPED no Terceiro Setor
Impactos do SPED no Terceiro SetorImpactos do SPED no Terceiro Setor
Impactos do SPED no Terceiro Setor
 

Último

HELENE HECKROTTE'S PROFESSIONAL PORTFOLIO.pptx
HELENE HECKROTTE'S PROFESSIONAL PORTFOLIO.pptxHELENE HECKROTTE'S PROFESSIONAL PORTFOLIO.pptx
HELENE HECKROTTE'S PROFESSIONAL PORTFOLIO.pptxHelene Heckrotte
 
Q2 2024 APCO Geopolitical Radar - The Global Operating Environment for Business
Q2 2024 APCO Geopolitical Radar - The Global Operating Environment for BusinessQ2 2024 APCO Geopolitical Radar - The Global Operating Environment for Business
Q2 2024 APCO Geopolitical Radar - The Global Operating Environment for BusinessAPCO
 
Borderless Access - Global B2B Panel book-unlock 2024
Borderless Access - Global B2B Panel book-unlock 2024Borderless Access - Global B2B Panel book-unlock 2024
Borderless Access - Global B2B Panel book-unlock 2024Borderless Access
 
Slicing Work on Business Agility Meetup Berlin
Slicing Work on Business Agility Meetup BerlinSlicing Work on Business Agility Meetup Berlin
Slicing Work on Business Agility Meetup BerlinAnton Skornyakov
 
Anyhr.io | Presentation HR&Recruiting agency
Anyhr.io | Presentation HR&Recruiting agencyAnyhr.io | Presentation HR&Recruiting agency
Anyhr.io | Presentation HR&Recruiting agencyHanna Klim
 
Building Your Personal Brand on LinkedIn - Expert Planet- 2024
 Building Your Personal Brand on LinkedIn - Expert Planet-  2024 Building Your Personal Brand on LinkedIn - Expert Planet-  2024
Building Your Personal Brand on LinkedIn - Expert Planet- 2024Stephan Koning
 
Mihir Menda - Member of Supervisory Board at RMZ
Mihir Menda - Member of Supervisory Board at RMZMihir Menda - Member of Supervisory Board at RMZ
Mihir Menda - Member of Supervisory Board at RMZKanakChauhan5
 
Upgrade Your Banking Experience with Advanced Core Banking Applications
Upgrade Your Banking Experience with Advanced Core Banking ApplicationsUpgrade Your Banking Experience with Advanced Core Banking Applications
Upgrade Your Banking Experience with Advanced Core Banking ApplicationsIntellect Design Arena Ltd
 
AMAZON SELLER VIRTUAL ASSISTANT PRODUCT RESEARCH .pdf
AMAZON SELLER VIRTUAL ASSISTANT PRODUCT RESEARCH .pdfAMAZON SELLER VIRTUAL ASSISTANT PRODUCT RESEARCH .pdf
AMAZON SELLER VIRTUAL ASSISTANT PRODUCT RESEARCH .pdfJohnCarloValencia4
 
Ethical stalking by Mark Williams. UpliftLive 2024
Ethical stalking by Mark Williams. UpliftLive 2024Ethical stalking by Mark Williams. UpliftLive 2024
Ethical stalking by Mark Williams. UpliftLive 2024Winbusinessin
 
Data skills for Agile Teams- Killing story points
Data skills for Agile Teams- Killing story pointsData skills for Agile Teams- Killing story points
Data skills for Agile Teams- Killing story pointsyasinnathani
 
Introduction to The overview of GAAP LO 1-5.pptx
Introduction to The overview of GAAP LO 1-5.pptxIntroduction to The overview of GAAP LO 1-5.pptx
Introduction to The overview of GAAP LO 1-5.pptxJemalSeid25
 
Lecture_6.pptx English speaking easyb to
Lecture_6.pptx English speaking easyb toLecture_6.pptx English speaking easyb to
Lecture_6.pptx English speaking easyb toumarfarooquejamali32
 
Borderless Access - Global Panel book-unlock 2024
Borderless Access - Global Panel book-unlock 2024Borderless Access - Global Panel book-unlock 2024
Borderless Access - Global Panel book-unlock 2024Borderless Access
 
Borderless Access - Global Panel book-unlock 2024
Borderless Access - Global Panel book-unlock 2024Borderless Access - Global Panel book-unlock 2024
Borderless Access - Global Panel book-unlock 2024Borderless Access
 
Intellectual Property Licensing Examples
Intellectual Property Licensing ExamplesIntellectual Property Licensing Examples
Intellectual Property Licensing Examplesamberjiles31
 
Fabric RFID Wristbands in Ireland for Events and Festivals
Fabric RFID Wristbands in Ireland for Events and FestivalsFabric RFID Wristbands in Ireland for Events and Festivals
Fabric RFID Wristbands in Ireland for Events and FestivalsWristbands Ireland
 
To Create Your Own Wig Online To Create Your Own Wig Online
To Create Your Own Wig Online  To Create Your Own Wig OnlineTo Create Your Own Wig Online  To Create Your Own Wig Online
To Create Your Own Wig Online To Create Your Own Wig Onlinelng ths
 
Graham and Doddsville - Issue 1 - Winter 2006 (1).pdf
Graham and Doddsville - Issue 1 - Winter 2006 (1).pdfGraham and Doddsville - Issue 1 - Winter 2006 (1).pdf
Graham and Doddsville - Issue 1 - Winter 2006 (1).pdfAnhNguyen97152
 
Michael Vidyakin: Introduction to PMO (UA)
Michael Vidyakin: Introduction to PMO (UA)Michael Vidyakin: Introduction to PMO (UA)
Michael Vidyakin: Introduction to PMO (UA)Lviv Startup Club
 

Último (20)

HELENE HECKROTTE'S PROFESSIONAL PORTFOLIO.pptx
HELENE HECKROTTE'S PROFESSIONAL PORTFOLIO.pptxHELENE HECKROTTE'S PROFESSIONAL PORTFOLIO.pptx
HELENE HECKROTTE'S PROFESSIONAL PORTFOLIO.pptx
 
Q2 2024 APCO Geopolitical Radar - The Global Operating Environment for Business
Q2 2024 APCO Geopolitical Radar - The Global Operating Environment for BusinessQ2 2024 APCO Geopolitical Radar - The Global Operating Environment for Business
Q2 2024 APCO Geopolitical Radar - The Global Operating Environment for Business
 
Borderless Access - Global B2B Panel book-unlock 2024
Borderless Access - Global B2B Panel book-unlock 2024Borderless Access - Global B2B Panel book-unlock 2024
Borderless Access - Global B2B Panel book-unlock 2024
 
Slicing Work on Business Agility Meetup Berlin
Slicing Work on Business Agility Meetup BerlinSlicing Work on Business Agility Meetup Berlin
Slicing Work on Business Agility Meetup Berlin
 
Anyhr.io | Presentation HR&Recruiting agency
Anyhr.io | Presentation HR&Recruiting agencyAnyhr.io | Presentation HR&Recruiting agency
Anyhr.io | Presentation HR&Recruiting agency
 
Building Your Personal Brand on LinkedIn - Expert Planet- 2024
 Building Your Personal Brand on LinkedIn - Expert Planet-  2024 Building Your Personal Brand on LinkedIn - Expert Planet-  2024
Building Your Personal Brand on LinkedIn - Expert Planet- 2024
 
Mihir Menda - Member of Supervisory Board at RMZ
Mihir Menda - Member of Supervisory Board at RMZMihir Menda - Member of Supervisory Board at RMZ
Mihir Menda - Member of Supervisory Board at RMZ
 
Upgrade Your Banking Experience with Advanced Core Banking Applications
Upgrade Your Banking Experience with Advanced Core Banking ApplicationsUpgrade Your Banking Experience with Advanced Core Banking Applications
Upgrade Your Banking Experience with Advanced Core Banking Applications
 
AMAZON SELLER VIRTUAL ASSISTANT PRODUCT RESEARCH .pdf
AMAZON SELLER VIRTUAL ASSISTANT PRODUCT RESEARCH .pdfAMAZON SELLER VIRTUAL ASSISTANT PRODUCT RESEARCH .pdf
AMAZON SELLER VIRTUAL ASSISTANT PRODUCT RESEARCH .pdf
 
Ethical stalking by Mark Williams. UpliftLive 2024
Ethical stalking by Mark Williams. UpliftLive 2024Ethical stalking by Mark Williams. UpliftLive 2024
Ethical stalking by Mark Williams. UpliftLive 2024
 
Data skills for Agile Teams- Killing story points
Data skills for Agile Teams- Killing story pointsData skills for Agile Teams- Killing story points
Data skills for Agile Teams- Killing story points
 
Introduction to The overview of GAAP LO 1-5.pptx
Introduction to The overview of GAAP LO 1-5.pptxIntroduction to The overview of GAAP LO 1-5.pptx
Introduction to The overview of GAAP LO 1-5.pptx
 
Lecture_6.pptx English speaking easyb to
Lecture_6.pptx English speaking easyb toLecture_6.pptx English speaking easyb to
Lecture_6.pptx English speaking easyb to
 
Borderless Access - Global Panel book-unlock 2024
Borderless Access - Global Panel book-unlock 2024Borderless Access - Global Panel book-unlock 2024
Borderless Access - Global Panel book-unlock 2024
 
Borderless Access - Global Panel book-unlock 2024
Borderless Access - Global Panel book-unlock 2024Borderless Access - Global Panel book-unlock 2024
Borderless Access - Global Panel book-unlock 2024
 
Intellectual Property Licensing Examples
Intellectual Property Licensing ExamplesIntellectual Property Licensing Examples
Intellectual Property Licensing Examples
 
Fabric RFID Wristbands in Ireland for Events and Festivals
Fabric RFID Wristbands in Ireland for Events and FestivalsFabric RFID Wristbands in Ireland for Events and Festivals
Fabric RFID Wristbands in Ireland for Events and Festivals
 
To Create Your Own Wig Online To Create Your Own Wig Online
To Create Your Own Wig Online  To Create Your Own Wig OnlineTo Create Your Own Wig Online  To Create Your Own Wig Online
To Create Your Own Wig Online To Create Your Own Wig Online
 
Graham and Doddsville - Issue 1 - Winter 2006 (1).pdf
Graham and Doddsville - Issue 1 - Winter 2006 (1).pdfGraham and Doddsville - Issue 1 - Winter 2006 (1).pdf
Graham and Doddsville - Issue 1 - Winter 2006 (1).pdf
 
Michael Vidyakin: Introduction to PMO (UA)
Michael Vidyakin: Introduction to PMO (UA)Michael Vidyakin: Introduction to PMO (UA)
Michael Vidyakin: Introduction to PMO (UA)
 

The future of accounting services is now!

  • 1. © Roberto Dias Duarte The future of accounting services is now! 7 steps to high value business partner
  • 2. © Roberto Dias Duarte Productivity = salary cost / revenue (+) REVENUE (-) COST (+)ENGAGEMENT Technology Business Model Process control Marketing strategy Solution/SPIN Selling Culture by design Customer Experience
  • 3. © Roberto Dias Duarte 1. Discover the valued niche 2. Understand the persona 3. Innovate Business model 4. Implement content marketing 5. Define Services packages 6. Apply solution selling/spin selling 7. Change the culture: customer experience Roadmap to high value business partner
  • 4. © Roberto Dias Duarte Region Industry Size Tax Entrepreneurial maturation What is a niche?
  • 5. © Roberto Dias Duarte NICHE = slice of market with the same pains
  • 6. © Roberto Dias Duarte Maturity entrepeneurship level 5% 15% 80% Strategic mindset Tactical mindset Operacional mindset
  • 7. © Roberto Dias Duarte Techonlogy adoption cicle
  • 8. © Roberto Dias Duarte Level 1 - Compliance Level 2 - performance Level 3 - strategic Value Strategic Planning Succession Planning Mergers & Acquisitions Business Advisory Outsourced CFO Analytics Forecasting Tax Assurance Accounting Technician Business Advisor Strategic Advisor "Mindset Determines Growth… disruption accelerates your thinking!" por L. Gary Boomer, Accountex 2017 High competition Automation Low value High value Specilalized Generalist Humanized Valued Services levels depends on the niche
  • 9. © Roberto Dias Duarte 1. Discover the valued nicho 2. Understand the persona 3. Innovate Business model 4. Implement content marketing 5. Define Services packages 6. Apply solution selling/spin selling 7. Change the culture: customer experience Roadmap to high value business partner
  • 10. © Roberto Dias Duarte
  • 11. © Roberto Dias Duarte
  • 12. © Roberto Dias Duarte Stock audit Cashflow analisys Hire Lost Interest rates IRS Profit we can make the bureaucracy easier we can make you have more profit TAX Fines SME RetailCompliance Buy products Sell goods Customer Services bureaucracy tasks Costs Delays Bureaucracy Organize documents documents Strategic Planning Succession Planning Mergers & Acquisitions Business Advisory Outsourced CFO Analytics Forecasting Tax Assurance Accounting we can make you pay less taxes we can help you organize documents we can help you reduce your costs
  • 13. © Roberto Dias Duarte 1. Discover the valued nicho 2. Understand the persona 3. Innovate Business model 4. Implement content marketing 5. Define Services packages 6. Apply solution selling/spin selling 7. Change the culture: customer experience Roadmap to high value business partner
  • 14. © Roberto Dias Duarte Presentation Elaboration of reports Data processing Data collect Value Tradicional Business model
  • 15. © Roberto Dias Duarte B2B by envelope
  • 16. © Roberto Dias Duarte integrated files
  • 17. © Roberto Dias Duarte Value New Business Model Presentation Elaboration of reports Data processing Data collect
  • 18. © Roberto Dias Duarte Desktop ERP in your client
  • 19. © Roberto Dias Duarte on-line
  • 20. © Roberto Dias Duarte UK
  • 21. © Roberto Dias Duarte Brazil
  • 22. © Roberto Dias Duarte USA
  • 23. © Roberto Dias Duarte Cloud ERP (Digital Accounting) Cloud ERP Cloud Accounting
  • 24. © Roberto Dias Duarte Cloud “envelope"
  • 25. © Roberto Dias Duarte Digital BPO Cloud ERP Cloud Accounting
  • 26. © Roberto Dias Duarte ONLINE/DIY Accounting Services DIGITAL/OMNI Accounting Services Customer Experience maturity levels Traditional accounting Business model CUSTOMER CENTRIC PROCESS CENTRIC
  • 27. © Roberto Dias Duarte Business Model Entrepeneurship maturity Techonlogy adoption Accounting service level B2B by envelope Operational Conservatives Laggards Compliance Integrated Files Operational Pragmatics Compliance Desktop ERP in your client Tatical Strategic Pragmatics Performance Strategic Online/DIY Accounting Operational Innovators Compliance Cloud ERP (Saas) Tatical Strategic Innovators Pragmatics Performance Strategic Cloud “envelope" Operational Pragmatics Compliance Digital BPO Tatical Strategic Innovators Pragmatics Performance Strategic
  • 28. © Roberto Dias Duarte 1. Discover the valued nicho 2. Understand the persona 3. Innovate Business model 4. Implement content marketing 5. Define Services packages 6. Apply solution selling/spin selling 7. Change the culture: customer experience Roadmap to high value business partner
  • 29. © Roberto Dias Duarte News Articles Stories Events Educated customer buys more and costs less I’m the gardener of the knowledge tree
  • 30. © Roberto Dias Duarte Visitor Lead Qualified lead Opportunity Proposal Negociation Closed Refer Top Middle Botton Calm Worried Investiganting Comparator Buyer Advocate MarketingSalesteam
  • 31. © Roberto Dias Duarte
  • 32. © Roberto Dias Duarte
  • 33. © Roberto Dias Duarte
  • 34. © Roberto Dias Duarte
  • 35. © Roberto Dias Duarte 1. Discover the valued nicho 2. Understand the persona 3. Innovate Business model 4. Implement content marketing 5. Define Services packages 6. Apply solution selling/spin selling 7. Change the culture: customer experience Roadmap to high value business partner
  • 36. © Roberto Dias Duarte
  • 37. © Roberto Dias Duarte
  • 38. © Roberto Dias Duarte
  • 39. © Roberto Dias Duarte 1. Discover the valued nicho 2. Understand the persona 3. Innovate Business model 4. Implement content marketing 5. Define Services packages 6. Apply solution selling/spin selling 7. Change the culture: customer experience Roadmap to high value business partner
  • 40. © Roberto Dias Duarte Sales process Opening Investigation Capacity Demonstration Obtaining Compromise
  • 41. © Roberto Dias Duarte Value = benefit - cost Solution CostReduction of…. Costs Tax risk Labor risk Fines Value Increase of… Sales Profit Clients Performance
  • 42. © Roberto Dias Duarte 1. Discover the valued nicho 2. Understand the persona 3. Innovate Business model 4. Implement content marketing 5. Define Services packages 6. Apply solution selling/spin selling 7. Change the culture: customer experience Roadmap to high value business partner
  • 43. © Roberto Dias Duarte “Culture eats strategy for breakfast” Peter Drucker
  • 44. © Roberto Dias Duarte
  • 45. © Roberto Dias Duarte
  • 46. © Roberto Dias Duarte
  • 47. © Roberto Dias Duarte
  • 48. © Roberto Dias Duarte
  • 49. © Roberto Dias Duarte
  • 50. © Roberto Dias Duarte
  • 51. © Roberto Dias Duarte
  • 52. © Roberto Dias Duarte Personas
  • 53. © Roberto Dias Duarte
  • 54. © Roberto Dias Duarte
  • 55. © Roberto Dias Duarte
  • 56. © Roberto Dias Duarte
  • 57. © Roberto Dias Duarte Personas
  • 58. © Roberto Dias Duarte
  • 59. © Roberto Dias Duarte Culture by Design Purpose Guidelines
  • 60. © Roberto Dias Duarte Experiência extraordinária: gente aplicando a cultura