1. Think, Plan, Grow!™ L. Gary Boomer, CPA.CITP, CGMA www.boomer.com lgboomer@boomer.com

2. Think, Plan, Grow! ™ Leader-Staffing-Platform-Service- Pricing-Capabilities-Technology- Opportunities-Complexity- Regulations

3. Think, Plan, Grow! ™ Transformational Adjacent Core Breakthroughs New services Expanding existing business New to the firm business Accounting Tax How to Win

4. Think, Plan, Grow! ™ Communication QuestionsListen Package & Name

5. Think, Plan, Grow! ™ Entrepreneurship Cool Innovative Exciting Management Dull Serious Bland Success Reduces Waste Reduces risk Depends on innovation for growth Learning New kind of accounting

6. Think, Plan, Grow! ™ 1.Lack of leadership 2.Allure of a plan, strategy & market research 3.Lack of knowledge about client’s changing needs 4.“Just do it” attitude 5.“Accounting firm” management methods

7. Think, Plan, Grow! ™ Business Model Back office Front office Platform

8. Think, Plan, Grow! ™ Collaborative Creates Value Scope & price upfront Fixed fee – change order Decision - advocate or independent?

9. Think, Plan, Grow! ™ Success Process Learned Taught

10. Think, Plan, Grow! ™ Vision DefineExperimentLearn Navigate TestMeasureAdjust Accelerate PackageGrowInnovate

11. Think, Plan, Grow! ™ Innovation Startups Tools to change – Industries – Professions – The World

12. Think, Plan, Grow! ™ The accounting profession is at risk, but on the cusp of higher value services as The Trusted Business Advisor

13. Think, Plan, Grow! ™

14. Time Passion Unique abilities

15. Think, Plan, Grow! ™ Define your marketExperimentLearn

16. Think, Plan, Grow! ™ TestMeasureAdjust

17. Think, Plan, Grow! ™ PackageGrowInnovate

18. Think, Plan, Grow! ™ Platform Unique Ability Team Champion Existing Clients

19. Think, Plan, Grow! ™ ChampionTeamPlatform(s)Clients/Prospects Jack SmithBo Jones - Sales  Intacct Melinda Roberts -IT  Intuit Ty Reynolds- Acctg  Bill.com Cory Allan - Tax  Paychex Bill Nu - Payroll  CSA  Xero  Other

20. Think, Plan, Grow! ™ ChampionTeamPlatform(s)Clients/Prospects Mike RobertsTommy Butler IntacctFranchises Karen Taylor  IntuitHealthcare Business Analyst Bill.comFinancial Institutions Dee Boykin - Franchise  PaychexConstruction Joel Bobo  CSA  Xero Other

21. Think, Plan, Grow! ™ PackageGrowInnovate

22. Think, Plan, Grow! ™ Narrow focus on website (options) Name the package Graphic of your process Focus on Team, not partners Focus on client DOS Address value and price – define client profile

23. Think, Plan, Grow! ™ Champion Level 5 Leader Team Builder Access to Resources Politically Connected Proven Track Record Passion

24. Think, Plan, Grow! ™ The Horne Franchise System The Horne Franchise Builder The Horne Franchise Solution The Horne Construction _________

25. Think, Plan, Grow! ™ L-3 Strategic Planning L-2 Budgeting L-2 CFO L-2 Cash Flow L-1 Financial Reporting L-1 Payroll L-1 Bill Payment L-1 Sales Tax L-1 Income Tax TierPrice/Month L-3$ 2,000 L-2$ 3,000 L-1$ 2,000 Total$ 7,000

26. Think, Plan, Grow! ™ The Project Filter Kolbe Index Selling to Entrepreneurs Worksheet Scope & Pricing Checklist

27. Think, Plan, Grow! ™

30. Steve Job’s Law on Creativity Creativity is connecting stuff. The more stuff you connect, the more creative you become. 1955-2011

31. Ray Kroc’s Law on Focus I didn’t invent the hamburger. I just took it more seriously than anyone else. 1902-1984

32. Sakaiya’s Law on Resources Fully exploit resources that are abundant, and economize on those that are in short supply. Born in 1935

33. Value Added Services Planning Strategic 90 Day Game Plans Accountability Reviews Technology Review & Plan Succession Marketing Sales Mid-year review Life insurance review Other CFO Services Budgeting & cash flow Review financial performance – Monthly Insurance review Pricing study Other

34. SOC 1-2-3 Service Organization Control Reports SOC 1 Based upon Statement on Standards for Attestation Engagements (SSAE) # 16 – Type 1 - report on the fairness of the presentation of management's description of the service organization's system and the suitability of the design of controls in meeting the applicable criteria. – Type 2 - same as a Type 1 report but also includes (1) the service auditor's opinion on the operating effectiveness of the controls in meeting the applicable criteria and (2) a description of the service auditor's tests of the operating effectiveness of the controls and the results of those tests. SOC 2 Report on Controls at a Service Organization Relevant to Security, Availability, Processing Integrity, Confidentiality or Privacy SOC 3 General Use Report

35. The Difference Order Taker Due date Hours Rugged individual Hates to sell Professional Sales Pipeline Quota Relationships Loves to sell

36. Gödel’s Law on Perspective To understand the system you are in, you have to get outside of it. 1906-1978

37. Kettering’s Law on Committees If you want to grow an idea, keep it away from committees. 1876-1958

38. Edison’s Law on Systems Invent whole and complete systems rather than the components of systems. 1847-1931

39. Think, Plan, Grow!™ L. Gary Boomer, CPA.CITP, CGMA www.boomer.com lgboomer@boomer.com