Welcome to Today’s Webinar

Change Management 5 Key Approaches for Growth

Questions

• Attendees are in listen-only mode• This webinar is being recorded for future on-demand playback• Your participation represents acknowledgement that we are

recording• Tweet questions & comments to: #WelchChange

Windows

Mac Tablet

Ground Rules

Presenters

Micheal Burch, CPA, CA, CFP Managing Partnermburch@welchllp.comwww.welchllp.comca.linkedin.com/pub/micheal-burch/8/790/204

Peter EvansFounder & CEO of ExpertFilehttp://www.expertfile.comTwitter: @techmarketerca.linkedin.com/in/peterevansprofile

Setting out a plan for growth

Shifting to the entrepreneurial mindset

Changing perception & driving market visibility

Maintaining focus & momentum

Cultivating the conditions for growth

What we will cover today

Investment

Leadership

Brand

Culture

Vision

Setting a plan for growth

• Plan for tomorrow vs. working for

today• Set audacious goals• Identify all steps required to

achieve the vision• Know your enemy

• Focus on 3 key themes: trend,

relevance, differentiation• Balance long term vision with

quarterly sprints with “themes” • Balance core business with new

“experiments” that can drive

growth

Vision

Shifting to an entrepreneurial

mindset

Culture

• Identify skills gaps & develop programs• Network ! Network ! Network !

– make it a habit• Be selective about your ideal customer• Ask for the sale

Focus on 7 Habits

1. Informed: Specialized knowledge rules

2. Provocative: Challenge assumptions

3. Connected: Get to Local Events & Online

4. Ambient – Relevant, regular updates

5. Helpful – Give till it hurts (sometimes)

6. Resourceful – Create unexpected value

7. Responsive: Execs today are like ferrets ;-)

Changing perceptions & amplifying

market visibility

• Change the Public Perception from small

time player to heavy hitter

• Promote – nonstop! Never assume they

already know

• Focus on capabilities, depth, & expertise.

• Get active in your client’s community,

events, & associations

• Get everyone trained on the corporate pitch

• Identify Personas

• Add value to Conversations with: Proof,

Pain, Perspectives & Product

• Remember --- People buy from people

• The need for visible experts

Brand

Maintaining Focus & Momentum

• Playing the “long game” vs. quarter by quarter

• Adapting your employee culture for success

• Give staff the tools to match your expectations

• Proactively engage senior, or established, staff

who are reluctant to change

• Evangelize the vision

• Share the news – good or bad – in town hall

forums

• Expect turnover as a result of the change

• Horowitz’s Principles: Vision, Resources (Team)

& Capital

• Plan your work – work your plan

• Priorities (Plan), Progress (Measures), Pacing

Leadership

Creating the conditions for continued growth

• Put your money where your mouth is

• Protect yourself – more insurance,

better financial resources

• Save for a financial rainy day

• Incentivise your staff

Investment

Plan

Make plans with more detail than you

would ever expect to need or require

Communicate

Spend more time with the naysayers

upfront

Cultivate

Invest in the key people driving change

and proactively exit staff who will

negatively impact your results

Other Lessons Learned

Micheal Burch, CPA, CA, CFP Managing Partnermburch@welchllp.comwww.welchllp.comca.linkedin.com/pub/micheal-burch/8/790/204

Peter EvansFounder & CEO of ExpertFilehttp://www.expertfile.comTwitter: @techmarketerca.linkedin.com/in/peterevansprofile

Q & A