My Sage Summit 2016 Sessions

Sage Summit 2016 invades the McCormick Center in Chicago next week. Below are a list of the sessions I will be participating in:

  • The Future of the Accounting Profession with Daniel Susskind. Monday, 2:30pm,  The Commons, 4th Floor, Room S404. Do not miss this one! If you are a mid-market Sage Partner and have multiple folks attending Sage Summit you might want to split up as this pertains to you as well.
  • Panel on The Future of the Professions. Monday, 3:45pm to 5:00pm, The Commons, 4th Floor, Room S404. In addition, to Daniel Susskind, I will be moderating a panel which includes: Ron Baker, Gary Boomer, Garry Carter, William Nahum, Doug Sleeter, and Joe Woodard.
  • Do you want fries with that? Fundamentals of strategic pricing. Tuesday, 2:00pm, Commons 304B, GN-7403
  • The invisible handshake: a new take on corporate social responsibility (with Ron Baker). Tuesday 4:45pm and Wednesday 3:30pm, Commons 305A GN-8498
  • Shut up and eat your french fries: asking effective questions. Wednesday, 2:00pm, Commons 305D, SA-7420 
  • Innovation beyond technology. Thursday 12:30pm, Commons 304C, GN-7419
  • Again with the trusted advisor. Thursday 2:00pm, Commons 302D, GN-8500

Firm of the Future at DFW

Attention my fellow Dallasites and Fort Worthians. Ron Baker and I are delivering our famous (well, in our minds anyway) Firm of the Future Symposium at the Hilton DFW Lakes hotel on February 12 and 13.

This class is for all professionals: accountants, lawyers, IT consultants, architects, engineers, advertising agencies, we have even had a doctor attend.

 

If you are interested here are the details:

Firm of the Future Symposium

The Firm of the Future Symposium coming to a city near you will feature Ron Baker of the Vera Sage Institute. The symposium will feature Ron Baker of the VeraSage Institute and Ed Kless, Sage senior director, partner strategy and development. This experience is dedicated to the possibility that a professional organization can be run more effectively when it becomes a knowledge firm rather than a service firm. Creating such an organization is hard work and not for everyone, as it requires partners to think differently than they have in the past about what it is that they do.

The registration fee for the first attendee is $2,000. The fee for additional attendees is $1,000.

Download the agenda for this event .

Location

Date

Sage University

Hilton DFW Lakes Executive Conference Center
1800 Highway 26 East
Grapevine, TX 76051

Feb. 12-13

Register Today
Path: Login >
select Academies & Workshops >
Mid-Market ERP

 

The registration site is not the friendliest, so if you have any problems, please just let me know and I will take care of it.

If you have any questions, let me know.

 

On Subscription Pricing and Being a Firm of the Future

On April 4th, Ron Baker and I did a webinar for Sage Partners entitled Subscription Pricing on the Journey to Becoming a Firm of the Future.

If you were unable to attend or would like to review what was shared, you can view a recording of the session. This webcast is part of the new Sage Transformation Journey Webcast Series. In these sessions, myself and other members of the Sage Partner Advantage team present relevant and timely information on how to develop the business practice of selling subscription pricing and improving the customer experience.

Thank you to those of you who attended the April 4 webcast session. If you were unable to attend or would like to review what was shared, you can view a recording of the session.

If you would like to learn more about becoming a Firm of the Future, please register for the full two-day Firm of the Future Symposium. The next symposium is being held April 24-25 in Southern California!

In addition to the Irvine dates we also have upcoming Symposia in  Vancouver, May 23-24 and Boston July 17-18.

Click here to download the agenda for this event.

Sage partners can register for any of these events today at www.sage.com/partners. Once you login, select Academies & Workshops an then Mid-Market ERP.

If you are not a Sage partner and would like to attend, please contact me or PartnerPrograms@Sage.com.

Firm of the Future Another Raging Success Story

imageThis morning I received the following email from a partner who attended the Firm of the Future Symposium last year.

Congratulations to C. and C. and our new Pricing with A Purpose Team!
 
We just received the signed quote on this deal.  Utilizing the tools Ed has been arming us with, we bid this job 100% higher than we would have under our traditional methodology.  We had no push back from the client regarding the price, as we priced it based on the value of the solution to the them.
 
We have 3 more of these new quotes in negotiation with clients now and a couple more that we are actively developing.
 
This is such an exciting change for us.  Looks like 2012 is going to be fun with lots of leads in our pipeline and tools to maximize the profits on each win!
 
Thanks to Ed Kless for his coaching, poking, prodding, nudging and continual course adjustment!

This is truly and HSD for me!

image

If you are interested in attending an upcoming Firm of the Future Symposium, please visit sageu.com.

Sage Firm of the Future Symposium – New Dates Announced

I am thrilled to announce that Ron Baker and I will be conducting four Sage Firm of the Future Symposia in 2012. The dates are:

  • March 20-21 in Toronto, ON
  • April 24-25 in Irvine, CA
  • May 23-24 in Vancouver, BC
  • July 17-18 in Boston, MA

The symposium will feature Ron Baker of the VeraSage Institute and yours truly and is dedicated to the possibility that a professional organization can be run more effectively when it becomes a knowledge firm rather than a service firm. Creating such an organization is hard work and not for everyone as it requires partners to think differently than they have in the past about what it is that they do.

If you are interested visit sageu.com, and navigate to Academies and Bootcamps > Mid Market ERP. Not a Sage partner, but still want to attend? Email me and I can get you registered. The price is $2,500 per person and comes with a 100 percent money-back guarantee.

ET HORA LIBELLUM DELNEDA EST

Firm of the Future for Media and Analysts

Yesterday, I delivered a four-hour session on the Firm of the Future for IT industry media and analysts at the behest of Melody Chalaban on Sage North America’s media relations team. I want first to thank her for the opportunity and organization of the event.

Second, I want to thank Sage Partners and Firms of the Future, John Shaver from Aries Technology Group, creators of Bob’s Barbecue, Keith Greeno of Asyma Systems, and Peter Wolf from Azamba Consulting. (As you can see I am through the A’s with regard to flipping firms.) These three gentleman did an outstanding job of explaining how they have implemented the ideas that I only speak (some might say blather on) about.

imageThird, a shout out to Ron Baker whose books The Firm of the Future and Implementing Value Pricing are the basis for this material.

For your viewing pleasure here are the slides and for your listening pleasure a link to audio from the second half of the of the call. Unfortunately, the dog (i.e., my Windows PC) ate the first half of the audio.

ET HORA LIBELLUM DELENDA EST

Firm of the Future Symposium

On August 9-10 in San Francisco, Ron Baker and I will once again be presenting our Firm of the Future Symposium sponsored by Sage North America.

This symposium will be dedicated to the possibility that a professional organization can be run more effectively when it becomes a knowledge firm rather than a service firm. Creating such an organization is hard work and not for everyone as it requires professionals to think differently than they have in the past about what it is that they do.

Objectives

  • From a focus on revenue to a focus on profit
  • From a focus on capacity to a focus on capital management
  • From a focus on efficiency to a focus on effectiveness
  • From a focus on cost-plus pricing to a focus on pricing on purpose

Sage (Ed’s employer) has agreed to open a limited number of spots for firms that are not partners of Sage. If you are interested in joining us, please send me an email and I can get you registered. The price is $2,500 per person and comes with a 100 percent money back guarantee!

View the Firm of the Future Trailer

 

One of the more interesting stories to emerge from our previous FotFS, was that of Peter Coburn of Commercial Logic. They are publishers of, you guessed it, time and billing software. Peter underwent a conversion of sorts and posted a terrific article on it.

On Sensational Saturday for SAN Members

On Saturday, July 9, 2011 the Sage Accountants Network (SAN) is presenting Sensational Saturday at Sage Summit 2011 at the Gaylord National Hotel just outside Washington, DC.

The main draw is entitled, Tomorrow Is Today: The Accounting Firm of 2011 to be delivered by Darren Root of RootWorks and Ron Baker of the VeraSage Institute. (Oh yeah, a guy by the name of Ed Kless is going to be there to moderate the fireworks.)

imageDarren is the co-author (with Michael Gerber) of The E-Myth Accountant. Ron’s just released book is Implementing Value Pricing. While the two agree on many topics, including the need for professionals to set fixed prices for engagements, there are other areas where they are not in alignment. This, to me, is where the fun will begin.

imageThe presentation runs from 9am to 5pm and is dedicated to the possibility that accounting firms as we traditionally think of them are dying quickly. In order to ensure their survival, firms need to radically transform themselves. Creating such an organization is hard work and not for everyone and many firms will not be able to make the transition at all because this transition requires us to think differently than we have in the past about what it is that we do. You are invited to open a dialogue on a different model for creating success in a professional firm.

Click here for more information about the Sage Accountants Network.

Killing the timesheet in seven minutes

On August 5, 2010, my friend and mentor, Ron Baker  participated in the American Bar Association’s Journal’s program, 10 Ways to Build Your Perfect Practice & Career, as part of the 2010 Legal Rebels project during the ABA’s Annual Meeting in San Francisco.

The presentation is entitled Escaping the Tyranny of Time. He had seven minutes to make his point. I think he did an outstanding job!

Proposed Firm of the Future Symposium

Based on the success of the session at Insights on the same topic, we (Sage) are looking at delivering a Firm of the Future Symposium in Dallas on August 23-24.

This experience is dedicated to the possibility that a professional organization can be run more effectively when it becomes a knowledge firm rather than a service firm. Creating such an organization is hard work and not for everyone as it requires partners to think differently than they have in the past about what it is that they do.

The symposium will feature Ron Baker of the VeraSage Institute, Rob Johnson and myself from Sage and an as yet undetermined industry analyst. It will be held in Dallas at the Hilton DFW Lakes on August 23-24. The price is $3,500 for two people from your organization (or guest if you so choose, there is no price for one person only). Additional attendees are $1,000. If you are a Sage Select Partner, the first two attendees are free. You must pay hotel and airfare.

If you know for sure that you can make it, please let me know. In addition, please comment and submit thoughts and even proposed changes to the agenda! You can always email me at ed *dot* kless @ choosegreat.com.

Tentative Agenda (This is subject to change)

Day/Time

Item

Day 1, 7:15am

Breakfast

Day 1, 8:00am

Welcome and introductions

Day 1, 9:00am

Foundational information

  • How v. What matters
  • Peter Drucker’s knowledge worker
  • Dialogue on value

Day 1, 10:30am

The tale of two equations

  • The Professional Service Firm
  • The Professional Knowledge Firm

Day 1, noon

Lunch

Day 1, 1:00pm

From Revenue to Profit Workshops

  • Where does profit come from?
  • Managing cash flow
  • How the SaaS model effects profit

Day 1, 3:00pm

From Capacity to Capital Workshops I

  • Managing financial and structural capital
  • Developing intellectual capital (Using the knowledge matrix)
  • Conducting an after action review

Day 1, 6:00pm

Dinner

Day 1, 7:00pm

From Capacity to Capital Workshops II

  • Developing social capital (Building community with employees, customers, vendors, and stakeholders)
  • Creating a Results-only Work Environment
  • Developing a knowledge-firm compensation system

Day 2, 7:15am

Breakfast

Day 2, 8:00am

From Efficiency to Effectiveness Workshops

  • Developing and using key predictive indicators (Net Promoter, HSDs)
  • Leadership Development
  • Scope Development Issue List Management

Day 2, noon

Lunch

Day 2, 1:00pm

From Cost-plus to Pricing on Purpose Workshops

  • Pricing a small engagement for current customer
  • Pricing a large engagement for a new customer
  • Using a TIP clause

Day 2, 3:30pm

Wrap up and depart for home by 4:00pm