Commencement Luncheon

Rob Johnson

Ed Kless

Thank you!

Sage Summit 2012

Transform• Change Your Focus

• Move from Service to

Knowledge

• Change your

Profitability

• Engage the Arc of Your

Potential

The “Helping our Customers Solve Problems and Create new Opportunities” Business

“What business are we in?”

6

Become Very Selective at selecting customers

1. Focus your greatest

strengths on your highest

potential opportunities

2. Define and blueprint your

‘ideal customer’

• Demographic

• Geographic

• Psychographic

3. Expand into a niche’

• Focus on high value, high

profit opportunities within

niche’

SIC Annual Geographic Construction Ownership Associations CPACode Revenue footprint type Group Firm

Get Blue – redefine the business model and make your competition irrelevant

Professional Service Firm

Revenue =Capacity

management + Efficiency + Cost-plus pricing

↓ ↓ ↓ ↓

Profit =Capital

management X Effectiveness XPricing on Purpose

Professional Knowledge Firm

Cost$0

$5,000

$10,000

$15,000

$20,000

$25,000

$30,000

$35,000

$40,000

The Will, Skill & Drill of Change

Will

Skill

Drill

The Arc of your Potential is EndlessReality is accepted. Then, a new Vision is created. Then Goals are set and met. Then, Adversity happens and is overcome. Then, a new reality is created and accepted. Then, a new vision is created. Then, new goals are set and met. Then, adversity happens and is overcome. Then, a new reality is created and accepted. . . .Over and Over Over and Over.Faster and faster.

Commencement Address

Congratulations Graduates!

See you at Sage Summit 2012

Gaylord Opryland, Nashville, TN

August 12 – 17, 2012