Rob Johnson and I delivered the closing keynote at the last ever Simply Partnership.

1. Commencement Luncheon
Rob Johnson
Ed Kless

2. Thank you!

3. Sage Summit 2012

4. • Change Your Focus
Transform
• Move from Service to
Knowledge
• Change your
Profitability
• Engage the Arc of Your
Potential

5. “What business are we in?”
The “Helping our
Customers Solve
Problems and Create
new Opportunities”
Business

6. Become Very Selective at selecting customers
1. Focus your greatest
strengths on your highest Get Blue – redefine
potential opportunities
the business model
2. Define and blueprint your
‘ideal customer’ and make your
competition irrelevant
SIC Annual Geographic Construction Ownership Associations CPA
• Demographic Code Revenue footprint type Group Firm
• Geographic
• Psychographic
3. Expand into a niche’
• Focus on high value, high
profit opportunities within
niche’
6

7. Professional Service Firm
Capacity
Revenue = + Efficiency + Cost-plus pricing
management
↓ ↓ ↓ ↓
Capital Pricing on
Profit = X Effectiveness X
management Purpose
Professional Knowledge Firm

8. $40,000
$35,000
$30,000
$25,000
$20,000
$15,000
$10,000
Value
$5,000 Price
$0 Cost

9. The Will, Skill & Drill of Change

11. The Arc of your Potential is Endless
Reality 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.

12. Commencement Address

13. Congratulations Graduates!
See you at Sage Summit 2012
Gaylord Opryland, Nashville, TN
August 12 – 17, 2012