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
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.
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.
This 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!
If you are interested in attending an upcoming Firm of the Future Symposium, please visit sageu.com.
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.
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.
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.
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!
The main draw is entitled, Tomorrow Is Today: The Accounting Firm of 2011to 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.)
Darren is the co-author (with Michael Gerber) of The E-Myth Accountant. Ron’s just released book isImplementing 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.
The 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.
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!
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 1, 7:15am
Day 1, 8:00am
Welcome and introductions
Day 1, 9:00am
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
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
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
Day 2, 8:00am
From Efficiency to Effectiveness Workshops
Developing and using key predictive indicators (Net Promoter, HSDs)