Defining Edge Practice Strategies

This one day course is based on Mark’s highly acclaimed Defining Edge DVD programme. There are six modules covered during this programme and attendees are provided with a copy of the Defining Edge workbook. If you require a programme that runs for less than one day, the other programmes Mark offers include the material in Defining Edge.  

The full one day programme comprises six main sessions: 

1 Welcome to the training ground 

  • Our accounting firm model – how you can increase your profits 
  • Your personal development  


2 We have clients to serve – what do they expect? 

  • Meeting your clients face-to-face 
  • Leveraging your client meetings 
  • The client planning meeting 
  • Outstanding service – the rewards can be substantial  
 
3 Quality and value – the keys to clients coming back for more 

  • Your report card – raising your performance 
  • Managing your ‘moments of truth’ 
  • Enhancing the value of what you deliver 
  • Projecting a high quality image  


4 The billing canvas – Setting the scene 

  • Billing myths – surely they can’t be true  
  • Top line management 
  • Setting prices – realisation and value under the microscope 
  • Agreeing the fee with clients  


5 Delivering results – Getting paid what you’re worth 

  • 21 ways to improve billing 
  • Avoiding write downs 
  • Setting the right standard chare out rates 
  • Guerrilla warfare – guaranteeing a reduction in lock up 
  • The job is not finished until the cheque clears the bank  

6 Making marketing work 

  • Marketing planning 
  • Relationship and reputation building 
  • Core marketing strategies 
  • Marketing strategies that work  


Let Mark be your coach for a season and discover how to improve your management results by:  

  •  Improving utilisation  
  • Increasing realisation  
  • Reducing client fee sensitivity  
  • Billing what you’re worth and collecting what you bill  
  • Applying the nine ways to improve billing  
  • Reducing lock up  
  • Enhancing client service  
  • Upgrading your souvenirs  
  • Focusing on visible time  

You will expand your own management capabilities by learning about:  
  • The 85% rule  
  • Turning clients into advocates  
  • The one third of capital principle  
  • The law of fee flexibility  
  • Your invisible report card  
  • Your own personal development  
  • The short term keys that have impact  
  • Upgrading your souvenirs  
  • The lesson from Ritz Carlton