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SlideShare utilise les cookies pour améliorer les fonctionnalités et les performances, et également pour vous montrer des publicités pertinentes. Si vous continuez à naviguer sur ce site, vous acceptez l’utilisation de cookies. Consultez notre Politique de confidentialité et nos Conditions d’utilisation pour en savoir plus.
“If you’re selling a service,
you’re selling a relationship.”
How about selling
Put yourself in the buyers
• Be prepared to answer the questions in their
• Ease of running…
• Emotional buy in…
• Team and Systems…
• Market potential…
12 points of culture
• Team work
Do the figures stack up?
It’s time to talk about
Does your Accountant help you to be a race winner or a lap
Let’s take Formula One as an
• Like Business it’s highly competitive
• It stirs passion and commitment
• Its as exciting to watch as it is to
• Constant feedback is both measured and
acted on immediately
• Being on the cutting edge is the only
• It’s a team effort
So what has your Accountant
got to do with a winning F1
Most accountants give
business owners historical
• Is this important? Yes
• In Formula One the team must know the
lap times to know how they are doing
• When your back at HQ, data
comparisons help you to build a better
car for the next time you race
• You can also know how you are doing
against the competition with the right
But what about the race
• Today’s formula One cars are crammed with
sensors to measure every aspect of the car as
it speeds around the track
• Often the technicians at the race track or even
in HQ miles away can make vital changes in
real time to the car to sharpen its performance.
• Radio contact from the team to the driver can
give minute to minute feedback which
maintains his competitive edge.
• And let’s not forget weather conditions and tyre
How does a top accountant
make a difference to your
In addition to the lap times (historical
figures). He can help you in real time with
Acting like a non exec director
Opening up his network of contacts
Going the extra lap to ensure your business
wins against the competition
So next time you see an
accountant with a
Ask him how he is going to help you to
“A winning F1 team is the same as a
winning business, its all about
how quickly you can turn data to your
How to ensure the maximum
return for your investment
when selling your business.
It’s all about ensuring your company runs
as a well oiled machine even when you
are not there personally driving it.
“This is where the greatest value lies for
a prospective purchaser.”
Lets examine the four pillars of
a high value business.
Mastery- control is the key
foundation to any business.
• This applies to monetary control with
excellent budgeting and reporting, time
control with the most efficient utilisation of
resources, and delivery control with
absolute consistency being the key to
• Mastery in these three areas is
fundamental to any business.
Your Team could be both in
house or outsourced, either
way their task is to serve
• who in turn support and grow the
business. The 80-20 rule applies in that
80% of the activities of the business
should be carried out by your team,
leaving the business owner to
concentrate on being the Ideas maker,
Innovator, Leader, Director and Marketer.
Systems- here’s another
• 80% of the business should be
systemised. Put another way, systemize
the routine and humanize the exception.
• If your business is run like a franchised
operation it will be easy for a purchaser to
see the real value of your business.
Marketing- a high value
business will have built a
tangible value in its niche.
• As the entrepreneur the business owner
would have had a clear ultimate objective
- start with the end in mind. The aim
should always be to create a better more
valuable, more results certain item or
service for your customer. This means
giving your greatest talents and service to
High value businesses
are run by passionate
people who are always
customer centred, their
primary function is to
serve and deliver
How to turn your dreams