1. Here are a [small] sample of my slides – across a range of my seminars

2. Team GB’s cyclists won 7 out of 10 Olympic Gold Medals

3. “Our success is down to the aggregation of marginal gains” Dave Brailsford Team GB Performance Director

4. Iceberg of time

5. Advice Invisible 85-90% Visible 10-15% Compliance

6. Advice Invisible 85-90% Visible 10-15% Compliance Value 80% Value 20%

7. Rear view mirror The accountant 95% Historical 5% Present & future

8. Rear view mirror The accountant The client 95% Historical 95% Present & future 5% Present & future 5% Historical

9. What are clients’ needs? (1) selling? You are your client’s number one advisor

11. How long do you spend with your clients? How long do you Spend with clients?

12. Meeting your A clients

13. Meeting your B clients

14. Meeting your C clients

15. Meeting your New clients

16. Meeting clients A clients2 compliance 1-2 non-compliance B clientsAfter the year end and maybe half before the year end C clientsMaybe half of them you will meet once? New clientsTwo initial and one pre year end

17. But clients won’t pay The law of fee flexibility (Fl-image – law/something flexible? The law of fee flexibility But clients won’t pay

19. SPOKEN 160

20. AVAILABLE 440

21. REMEMBERED 7%

22. L.U.B.R.M. – Our Accounting Firm Model (2) Firm revenues are derived from four management activities: (1) productivity, (2) pricing, (3) cost management and (4) client management The five keys to firm profitability: Leverage (normally long) Utilisation (short) Billing rate (short) Realisation (short) Margin (long)

23. Leverage (4) Partners9 Total personnel28 Leverage L3.1 Chargeable hours38,910 Utilisation1,390 Standard fees1,945,500 Billing rate per hour50 Net fees1,907,563 Realisation98.1% Net income654,294 Margin34.3% N.I.P.P.72,699

24. Utilisation Partners9 Total personnel28 Leverage L3.1 Chargeable hours38,910 Utilisation U1,390 Standard fees1,945,500 Billing rate per hour50 Net fees1,907,563 Realisation98.1% Net income654,294 Margin34.3% N.I.P.P.72,699

25. Billing rate Partners9 Total personnel28 Leverage L3.1 Chargeable hours38,910 Utilisation U1,390 Standard fees1,945,500 Billing rate per hour B50 Net fees1,907,563 Realisation98.1% Net income654,294 Margin34.3% N.I.P.P.72,699

26. Realisation Partners9 Total personnel28 Leverage L3.1 Chargeable hours38,910 Utilisation U1,390 Standard fees1,945,500 Billing rate per hour B50 Net fees1,907,563 Realisation R98.1% Net income654,294 Margin34.3% N.I.P.P.72,699

27. Margin Partners9 Total personnel28 Leverage L3.1 Chargeable hours38,910 Utilisation U1,390 Standard fees1,945,500 Billing rate per hour B50 Net fees1,907,563 Realisation R98.1% Net income654,294 Margin M34.3% N.I.P.P.72,699

28. Net Income Per Partner (N.I.P.P.) Partners9 Total personnel28 Leverage L3.1 Chargeable hours38,910 Utilisation U1,390 Standard fees1,945,500 Billing rate per hour B50 Net fees1,907,563 Realisation R98.1% Net income654,294 Margin M34.3% N.I.P.P.72,699

29. N.I.P.P. Leverage L3.1 x Utilisation U1,390 x Billing rate per hour B50 x Realisation R98.1% x Margin M34.3% = 72,699

30. Net Income Per Partner (NIPP) Leverage L3.1 Utilisation (increase by 50) U1,440 Billing rate per hour B50 Realisation R98.1% Margin M36.7% N.I.P.P. (+ 7,630) = 80,329

31. Net Income Per Partner (NIPP) Leverage L3.1 Utilisation (increase by 50) U1,440 Billing rate per hour (increase by 1) B51 Realisation R98.1% Margin M38.1% N.I.P.P. (+ 4,771) = 85,100