A briefing about ...
The Clientshare™ Academy -
Marketing Training &
Implementation Course
Michael ‘MC’ Carter - Director of Practice Paradox

Ranking of Top 3 Challenges Facing Firms
2010 Rank Challenge 2008 2009 2010 ↑ or ↓
No.1 Growth 25% 31% 37% ↑ 6%
No.2 Profitability 24% 27% 28% ↑ 1%
No.3 Cash Flow 15% 23% 26% ↑ 3%
No.4 Productivity 24% 23% 20% ↓ 3%
No.5 Introducing New Services 14% 12% 20% ↑ 8%
No.6 Debtor Management 13% 16% 19% ↑ 3%
No.7 Write Offs 21% 23% 18% ↓ 5%
No.8 Getting New Clients 12% 14% 18% ↑ 4%
No.9 Efficiency of Firm’s Processes 23% 20% 14% ↓ 6%
No.10 Client Relationships 7% 9% 12% ↑ 3%

Survey Practice Paradox™ Conducts
• Marketing skills training
• 41% have never been trained in marketing
• 14% haven’t received training in over 5 years
61%
• 6% haven’t received training within the past 2 years
• Selling skills training
•
•
48% have never been trained in selling skills
16% haven’t received training in over 5 years
77%
• 13% haven’t received training within the past 2 years

The Golden Triangle
Leadership
Client Managers Marketing Coordinator

Why a Marketing Machine?
• There’s a process and a logic to it
• You can learn to operate it
• Your team can learn to operate it!
• Doesn’t rely on YOU to run it
• Predictable … works like clockwork
• Scalable: You ‘turn it up’ when it suits
• Much of it can be automated

“You do the math”
Your Revenue $
÷
No. of Clients
=
Fee Per Client $
AVERAGE

“You do the math”
Fee Per Client $
AVERAGE
x
Growth Rate %
=
New Revenue $

What does it take
to get good, at
anything?
Intention
Money Time

How much should
a firm invest in
Your Firm’s Revenue
marketing?
$
Money

Money
marketing?
a firm invest in
How much should
$
Your Firm’s Revenue
5% on INTERNAL resources
3% on EXTERNAL resources

Example
How much should $1,000,000 Firm
a firm invest in
marketing? 5% on INTERNAL resources $ 50,000
+
3% on EXTERNAL resources $ 30,000
Money
=
$ 80,000

How much should Your Figures
a firm invest in
marketing? 5% on INTERNAL resources $
+
3% on EXTERNAL resources $
Money
=
$

Which would you prefer?
Higher value clients? More clients?
That is, a higher average fee per client
because you are doing more
for your clients?

50%
growth potential
in your existing clientbase
Higher value clients? More clients?
That is, a higher average fee per client
because you are doing more
for your clients?

$58,890 in additional Year 1 fees
from first 11 clients stepped through
Clientshare™ Growth Process

$194,613 in additional fees from
these 11 clients in next 5 years

Over $400,000 in additional fees
from these 11 clients
in next 10 years

From only eleven clients.
They have many
hundreds of clients.

$1,000,000 Firm’s revenue now
+
$500,000 50% growth potential in
+ your existing clientbase
$200,000 20% growth via
= new clients
$1,700,000 Firm’s new revenue
< 20% CAGR over 3 years
Higher value clients? More clients?
That is, a higher average fee per client
because you are doing more
for your clients?

Guaranteed?
Yes. Conditions Apply.
Higher value clients? More clients?
That is, a higher average fee per client
because you are doing more
for your clients?

:) :)
:( :|
Which are happier clients?
:|
:|
Higher value clients? Lower value clients?

Happier owners
Happier team
:) :)
:( :|
Happier clients
:|
:|
Higher value clients? Lower value clients?
:)
Everyone wins!

Steph Hinds Benefits Steph reports:
Director
Growthwise • on a roll with our marketing and
growth, with 5 new clients coming on
board last week alone
• Grown more in past 3 months than we
did in previous 9 months
• gave us a focus, now know who to target
• actionable ideas, action plan is brilliant
• referral rate has increased
• have also essentially doubled what we
can do with clients

Adam Ramage Benefits Adam reports:
Director
MBR Group • already acquired a new $15k client
using what we learned at Masterclass
• another new client meeting through
better use of social media
• has energised and engaged our team
in a whole new way
• might well be the best thing we have
ever done for the firm
• is changing the future of our business,
and the value we provide our clients

Jeremy Harris Benefits Jeremy reports:
Partner
Gill, McKerrow & Associates • helped us really define our strategy
• educated our team members and
shifted their mindset
• amazing value for money with the
Classes, Nuts & Bolts Sessions and
Masterclass workshops
• great follow-up and substance
• authentic advice, real experience
• Paradox has a deep understanding of
our business and our industry
• I say to other accounting firms,
“You’ve got to do this”

Results
+
Education
=
Lasting Change

Education
Structured program = CPE/CPD

Limit of 30 Firms
Be amongst one-third of 1% of firms

What is The Clientshare™ Academy?
• Structured training course and
implementation support program
• Marketing and selling focus
• Mindset, skills and systems
• Build a Marketing Machine™
• Create a High Clientshare™ Firm
• Grow your firm’s revenue

What is The Clientshare™ Academy?
• Structured training course and
implementation support program
Implementation
Education + Support
!
!
Skills Results

What does the program cover?
• 10 Modules delivered over 11 months
• Two semesters with a one-month break
• First semester is about marketing
• Second semester is about selling

Your Marketing Machine

Your Marketing Machine - Semester 1
Marketing
Communication of value
one-to-many

Your Marketing Machine - Semester 2
Selling
Communication of value
one-to-one

George Saab and David Cartwright David Cartwright summed up the
Joint Managing Directors Practice Paradox™ difference:
Cartwright Brown & Company
• In over 20 years of subscribing to all the
information available on how to grow
our accounting firm, the difference with
Practice Paradox is how practical and
easy to implement the strategies
are. I would sum it up by saying, all the
rest are vague, and Practice Paradox
is specific.

Program format
• Monthly Classes live online
• Monthly ‘Nuts & Bolts’ Sessions live online
• 2 weeks after each class
Nuts & Bolts
• Q&A Session and Open Forum
SESSION
Clientshare™ Academy Q&A • Implementation accountability and guidance
• Member Only Online Discussion Forum
• Next Actions reporting in
• Tests for each module

Plus two Masterclass Workshops
• 2-day workshops
• $997 per ticket for general public
• Member-Only Pricing
Only $297 for Members of
The Clientshare™ Academy
• See our ‘Buzz’ page on our site to
read the brilliant feedback we got
from our recent Masterclass

Guaranteed?
Yes. Conditions Apply.
Growth Potential Consultation
We conduct this with you first, after your Application

The greatest potential cost is the opportunity cost of not growing
And the cost of that is more than financial
Don’t let the ‘flatline’ continue
Your Firm’s Revenue?
Your Firm’s Revenue?
$
This Next
Year? Year?

Your next steps
1. Go to this page on our website:
www.practiceparadox.com.au/application
and complete the Application Form
Reminder of what’s included:
• 10 Classes Live Online
2. Growth Potential Consultation
• 10 Nuts & Bolts Sessions Live Online over the telephone or web with Practice Paradox
• $4,163 in bonuses (first 15 approved firms only)
• Member pricing on Masterclass workshops 3. If accepted into the program, your first payment is due
• Access to member-only online resources within 7 days of your interview to secure your place
Go now to www.practiceparadox.com.au/application