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#94 – Greg Sheehan – Scaling Your Firm
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Greg Sheehan of Rightway joins Steve Major on the podcast.
Greg Sheehan is the CEO of Rightway which is not your usual accounting firm. Greg believes passionately in helping small business grow and thrive.
On the way to doing what he loves to do now (helping clients grow their business), he was CFO for Nike Australia, where he learnt much of his business development trade. He also crunched numbers for Air New Zealand as their Group Financial Controller.
Unfortunately, he’s often overlooked for selection in the lower to middle order of the Martinborough Wombles cricket team, but at least it allows him time to spend with his wife Nickie and their three kids.
Show Notes
Previous structures of accountants have been based on the ownership of knowledge. A criticism of accountants is that they are not proactive.
Rightway has adopted a corporate structure rather than previous partnership based on knowledge. Therefore the role of the accountant becomes a total focus on the customer and don’t have to deal with running a business.
The accounting profession is well placed to be in cockpit of small business.
Accountants have never struggled for work but the opportunity is way beyond rules based work.
The second biggest market is small business market – trusted advisor channel
Accountants need skill improvement – to help build small business.
Small businesses have huge challenges and want assistance.
Scaling the eyeballs – nothing beats the conversation.
Start with customer and work backwards.
The question of packages on your website – if put prices on the site then you are encouraging people to price shop. Having packages on the sites allows you to start the conversation on the final package.
In the first meeting Rightway go through a Business Needs Analysis. This gives the information to build appropriate service package. It is all about listening – use the power of questions.
There are some metrics from the SAAS world that can work such as :-
- Average revenue per unit
- Cost of acquiring customer
- Lifetime value
Key Advice
Put your plan in place. What does you endgame look like. Be bold.
Rightway – http://rightway.co.nz
Linkedin – Greg Sheehan
The post #94 – Greg Sheehan – Scaling Your Firm appeared first on Decision HQ.
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