What existing CAD Partners have to Say
Contents:
30. Feedback on CFO On-Call Newsletter from Client
29. Brisbane Partners Response in regards to feedback of his marketing initiative
28. Workshop Testimonial from ANZ Bank
27. Workshop Tesitmonial from Victorian Landscape Association
26. Partner Feedback on Share Ownership Plan
25. Partner Feedback on Converted Client
24. Partner Feedback on Telemarketed Prospect Appointment
23. Partner Feedback on New CAD Communique newsletter
22. Brisbane Partner Daniel Cadart Comments on Share Ownership Plan
21. Melbourne Partner Arthur Alston Promotes new Bean-Talk Website
20. Feedback from Albury Partner Nick Toole
19. Feedback from the ANZ "Making Your Cash...Flow" Seminar in Perth
18. How does what you do as a CAD Partner compare to your work as a corporate CFO?
17. Feedback from Telemarketed Appointment
16. Comments from Partners after 2008 Conference in the Hunter Valley, NSW
15. Comments from Partners after 2007 Conference in Terrigal, NSW
14. Comments from Partners after 2006 Conference in Christchurch, NZ
13. Comments about CAD's new "Intelligent" Telemarketing
12. Comments from Partners after 2005 Conference
11. A Reflection on a decade with CAD
10. Business is Booming in Cairns
9. First Week as a new CAD Partner!
8. Unsolicited Comments Annual CAD Conference ... November 2004
7. Comments after CAD Seminar
6. Chartered Practice - Kelly & Bryant ... September 2004
5. First Month for a new CAD partner
4. Why I renewed with CAD partners after three years
3. How I doubled my income and get more out of life!
2. Seven years and loving it!
1. Buy Success Off the Shelf
July 2010
30. Feedback on CFO On-Call Newsletter from Client
From the client of Bruce Schaafsma. Sydney, NSW
Hi Bruce!
How are you doing? I love receiving your informative emails, thanks so much for forwarding such great tips from CAD.
Donna Kelso
TOur Supervisor
Sony Ericsson WTA Tour
June 2010
29. Brisbane Partner response in regards to feedback of his marketing initiative
Brisbane CAD Partner Daniel Cadart's response to fellow Partners, after he shared and got some very positive replies to his very well crafted end-of-year letter, that he sends to his clients:
To all my fellow CAD Partners.....you are all awsome!!!
Thanks for the positive feedback.
As primarily a numbers man, I know that sometimes I don't always get the message I want across, so I thought I would summaries the 'objectives' of the letter and mention a couple of things I would have included in hindsight:
1) To thank the client for putting their trust in me;
2) To reassure the client about their decision to invest in this service;
3) To make it clear that I will be taking calls from other clients on urgent matters when at their site...and visa versa.....gotta keep things moving;
4) Upsell, upsell, upsell !!! - Bean-talk and newsletters etc. Unfortunately BizTax was not sufficiently in place to include when I sent these letters out, but in hindsight, it should have been included. Never mind..... 90% of my clients have since agreed to replace their tax accountants with BizTax. I haven't discussed it with the other 10% yet.........bring it on !!!
5) Expectations around core deliverables in Q4 of the financial year - more upselling of services....bring it on !!!!
6) An attempt at quantifying the cost and value of the service, including an hourly rate equivalent if they want to compare to competitors, substitutes etc. Even I was shocked at how much money I made with such small effective hourly rate........so much upside......bring it on !!!!
7) Proposal for next year. Lock in fixed fees for fixed core service.....everyone knows where they stand for the next twlve months.......great for forecasting purposes
8) Disclaimer
9) The most important thing, which I can't believe I forgot to include...darn it. A summary of all the wonderfull 'intangible' things we achieved together wither the client in the business and personally during the year. Oh well, I'll just have to include it in next year's letter !.....BRING IT ON !!!
Happy New Year !
(Editors note:*BizTax refers to new in-house tax and compliance service being offered to existing clients who are unhappy with their tax accountant.)
June 2010
28. Workshop Testimonial from ANZ Bank
The "making your cash...flow" workshops provided small business owners with relevant and interesting information. Sue Hirst is a dynamic and knowledgeable presenter. Feedback received from workshop participants was very positive.
Example of feeback
"I left the workshop feeling more confident in making some decisions about how to invest my limited resources.“
May 2010
27. Workshop Testimonial from Victorian Landscape Association
"The CAD Partners (i.e. CFO On Call ) Cash Flow Workshop was an excellent short workshop that involved participants and was relevant to their business.
Ashley Arnott (local financial controller) was a fantastic trainer and able to make the topic enjoyable and relate to those working in the landscaping industry.
All attendees I spoke to said they found the topic was made interesting and enjoyed the break out sessions and the opportunity for group discussion. I think the 2 hour time frame was sufficient and I think there were several attendees who were interested in following up with Ashley after the workshop."
Laura Wandke
Training & Admin. Officer
Landscaping Victoria
May 2010
26. Partner Feedback on Share Ownership Plan Client
From Eric Tjoeng, Sydney, NSW
Congratulations for bringing the Share Ownership Plan into fruition.
I am very excited with the positive direction CAD Partners has and the new era the Share Ownership Plan will bring in term of a win win "Partnership".
Awesome!!!
From Con Hatzimanolis, Melbourne, VIC
I believe the plan is a great initiative and support it 100%; my only disappointment is that I had not joined CAD partners 6 months earlier. I look forward to a further allocation next year when I will be eligible to participate.
April 2010
25. Partner Feedback on Coverted Client
From Nick Toole, Albury, NSW
Hi Sue and Stuart
Just signed up new client ($1850/month)
I've still got it!!
Pass my sincere gratitude & thanks onto Laurie - he set the initial appointment.
Kind Regards,
Nicholas Toole
CAD Partners: 'CFO On Call'
March 2010
24. Partner Feedback on Telemarketed Prospect Appointment
From Nick Toole, Albury, NSW
Good Afternoon,
Just thought I would provide some feedback on the meeting I had this morning with Jeff Spierings of Ultimate Design & Build.
It went very very well!! I met both Jeff and his son Tye. They were very receptive to what I discussed with them. I am extremely confident of doing something with them based on their comments and concerns about their business.
It feels so good to back doing this work and talking to people that I believe I can genuinely help.
Thank you.
Kind Regards,
Nicholas Toole
CAD Partners: 'CFO On Call'
February 2010
23. Partner Feedback on new CAD Communique Newsletter
From Martin O'Connor, Perth WA
"It [CAD Communique] was useful for me! Clear and easy to read."
From Bruce Schaafsma, Sydney NSW
“I really liked it - as discussed, especially as it was all designed in MWS.”
From Ashley Arnott, Melbourne, VIC
“I thought the new style was really good and easy to read & use.”
February 2010
22. Brisbane Partner Daniel Cadart Comments on Share Ownership Plan
From My Business Magazine, February 2010
Daniel Cadart, a Brisbane based Partner with a knack for streamlining the profit and cashflow for his clients, joined CAD in August 2009 and has become a shareholder. He said about CAD Partners,
“CAD has almost created a whole new industry. I think the potential is enormous
and now it’s going to be huge. Out of the businesses I have been with, this is the most transparent opportunity that I have seen.”
Asked about why he became a shareholder Daniel said,
“Apart from dividends and capital growth, this creates a great sense of belonging to something. Whether it’s family, a tribe, a group or community – society is evolving and finding new ways to work together. It makes me feel part of this community. It provides motivation to invest yourself in the business.”
January 2010
21. Melbourne Partner Arthur Alston Promotes new Bean-Talk Website
Recently retired Melbourne CAD Partner Arthur Alston brought to our attention this great tactic he used for further promoting the new Bean-Talk website to his contacts.
G’day all,
Although I have been retired for a while now we (my previous organisation) have over many, many months, put together a website of collective accounting knowledge written in plain language aimed at assisting business owners in these tough times - and it’s FREE. Most accounting firms would charge a mint for the advice available here.
I’m broadcasting this to my address list as I think it is a resource for business people and bookkeepers that’s far too good to miss. I know lots of you don’t run a business but you will have friends & relatives who do and this is for them so please pass it on, not just to them but to your address list as well and ask them to send it to their list and so on, and so on etc.
Having spent more than a decade working in small & medium sized businesses I know how little information they get from their public accountants, certainly nothing like what is available here, so I want to disseminate this site as widely as possible to reach as many business owners as I can, for I am sure all will find the content most useful, and I repeat it’s FREE.
Please have a quick squiz to satisfy yourself about the quality and range of the website before you send it, as I’m sure you will see that you will be doing someone in business a real favour even though you may not know who.
Best Regards,
Arthur.
September 2009
20. Feedback from Albury Partner Nick Toole
Good morning (CAD office support team) .
I have blanked out my diary for the whole week soon for a bit of a catch-up. The appointments you have been getting for me have been tremendous - thank you. I need to take a breather and consolidate.
I am now starting to bring on new clients from the appointments and am currently up to 5 clients (with a further 1 very solid chance). This is certainly ahead of my forecasts, which is very pleasing.
Thanks for your efforts guys - much appreciated.
Kind Regards,
Nicholas Toole
CAD Partners: 'CFO On Call'
July 2009
19. Feedback from the ANZ "Making Your Cash...Flow" Seminar in Perth
From David Read, Signarama - Burswood (Winner of Free Profit & Cashflow Health Check with Perth Partner Alan McCamish
"Many Thanks Sue, We got a lot out of the workshop and are looking forward to Alan’s visit on Tuesday."
June 2009
18. How does what you do as a CAD Partner compare to your work as a corporate CFO?
From Lyle Holm, Sydney CAD Partner
"Firstly very enjoyable, as a corporate CFO your experience is typically limited to a single for a few organisations and often in one limited industry sectors which can be a little insular. Owning and operating my own business and having the opportunity to work with a large variety of companies, you never get bored, you grow more holistically as a person by learning and discovering new things. One reason I chose to do what I do was out of a desire to challenge myself and to show that what I could do in corporate with all the trappings and support that corporate provides, I could deliver myself and be successful at it. I have found this to be very personally rewarding."
From Scott Goffage, Brisbane CAD Partner
"More varied work, more opportunity to make a difference and add value to the business, more satisfaction, more challenging and more enjoyable"
From Frank Choy, Sydney CAD Partner
"There are two significant differences from working as a corporate CFO. Firstly my role can be broad ranging in scope of business functions and the range of people I work with. The other aspect is that working with owner managers, SME's by their nature are able to be more dynamic with decision making and generally are closer to customers. There is little red tape, and a get on with it approach. Accordingly I have to be flexible in my approach and be able to respond very quickly to clients requirements."
From Eric Tjoeng, Sydney CAD Partner
"Working in an SME environment which directly contributes to business owners end results is very rewarding. You really need to be pragmatic and get your hands dirty, not only doing the thinking but also implementing the strategy and required actions together. You become the trusted adviser and critical change agent moving the business forward."
February 2009
17. Feedback from Telemarketed Appointment
From Lyle Holm, Sydney CAD Partner
"I was pretty happy with this appointment. I seized the opportunity to drill home the principles of Good 2 Great around people and process which ulitmately led to this nice little gem."
November 2008
16. Comments From Partners after 2008 Hunter Valley Conference
From Basil Musca, Perth CAD Partner
"What a wonderful conference, thank you again to the CSO team and especially Jade in all her organising. A special thank you especially to you Stuart for your honest presentations. And special congratulations to the all CAD Partners for making this conference such a positive experience. I really do enjoy catching up with everyone and meeting the new CAD's once a year."
From Eric Tjoeng, Sydney CAD Partner
"Thanks CSO for another successful conference, I really enjoyed the learning, sharing and networking time with partners, CSO and sponsors. I think this year conference played a particularly significant role in getting an agreement to move forward with the CSO future direction including the Share Ownership Option. I am looking forward to the new challenges."
From Frank Choy, Sydney CAD Partner
"Thanks to everyone. It was an excellent conference with lots of knowledge sharing, and it was great to meet the other partners."
From Jason Carey, Auckland CAD Partner
"I'd like to add my thanks for the excellent conference too, and I'm also using the opportunity to use the forum as well."
From Ron Jekel, Auckland CAD Partner
"Following up from the conference presentation (on the CAD Knowledge Tree and Partner Fourm), I have spent the last few hours reviewing the “Knowledge Tree” database and felt I had to congratulate you and the team at CSO on an awesome job. Having everything up to date and easy to find will make a huge difference and is very much appreciated."
December 2007
15. Comments From Partners after 2007 Terrigal Conference
From Jeff Hughes, Perth CAD Partner
"As always, a big pat on the back to all at CSO who put a great amount of effort in to organising the whole thing; all those who did the presentations and put in a special effort to share their experiences and knowledge;and of course, everyone who attended."
From Craig Harper, Tauranga CAD Partner
"I want to express my thanks to all at CSO for organising the conference - you did a great job - and to everyone who participated. As I came away from the conference I appreciated again how much I enjoy being part of a larger group and how much impact so many of you have had upon my business & the way I run it."
From Peter George, Brisbane CAD Partner
"I agree the conference was brilliant, great information and assistance from those partners that shared their reasons for success and to others who presented. Lots of specific ideas and motivation for the coming year.
Thanks to all the CSO team for their preparation and delivery of the conference."
From Paul Vlasic, NZ Regional Licensor
"It was great to catch up with so many of you friendly CAD's at Terrigal. And thanks to CSO for such a well run event. It was a really enjoyable conference and I look forward to next years event."
December 2006
14. Comments From Partners after 2006 Christchurch Conference
From Jenny Harris, Gold Coast CAD Partner
"Thank you to everyone for a great conference! Special thanks to Central Support Office for all of your hard work, behind the scenes. It is always great to get together with everyone, share ideas and come back home all motivated to move forward again. Attending the conference is definitely a worthwhile investment of time & money, and I'm sure each of us will reap the rewards from going."
From Warwick Eves, Wellington CAD Partner
"My thanks also to all of those at Central Support Office who organised such a great event - Great to meet all the partners (old and new) and get some fresh ideas. I am re-motivated to up the ante with my business and win one of those awards next year."
From Graeme Wood, Mount Manganaui CAD Partner
"I would like to thank Sue, Stuart and all the CSO team for a fantastic conference. You continue to surpass all previous efforts and provide us all with very memorable experiences. The conference was as always, informative and educational with just the right amount of informality to ensure a great time for all participants."
From Helen Pascoe, Melbourne CAD Partner
"A heart felt thank you for a great conference. All that hard work paid off
big time. I have taken on board many extra ideas, and have plans to implement some ofthem right away."
From Julian Pye, Ipswich CAD Partner
"Just a quick one to thank-you for a wonderful first CAD Conference. It was extremely invaluable, and you guys definitely chose excellent topics. Well Done!! It was fantastic."
April 2006
13. Comments about CAD's new "Intelligent" Telemarketing
The following comments were made by participating CAD Partners about the Appointments made for them during trials of the above which CAD plans to adopt as a standard marketing method.
"I think it is important that you get feedback on this as it is by far the most effective marketing campaign I have yet encountered. I am impressed with this program. As I said before the class of contact made has improved markedly. It seems to me that if you can get a contact by talking to them they generally have a parachute mind (works best when open)." Peter Della-Marta Perth CAD Partner.
"The quality of leads has been surprisingly good. That's a bonus" - Ian Hartley Perth CAD Partner.
"The quality of leads has been a great help ... being able to go to an appointment knowing that the client has a genuine interest is very important." - Basil Musca Perth CAD Partner.
"I enjoy telemarketing appointments and like the concept as it provides an excellent opportunity to get in front of a client to convey what we do and the value." - Peter George Brisbane CAD Partner.
"There's a lot of potential in telemarketing campaigns moving forward. It is a relatively inexpensive way to get in front of potential clients." - Simon Reed Sydney CAD Partner.
"This is definately the way forward." - Eric Tjeong Sydney CAD Partner.
December 2005
12. Comments From Partners after 2005 Conference
The following comments were from Partners responding an email forum immediately following the CAD 2005 Conference:
"Back hard at it this Monday morning – 2 hours before you Aussies – it’s no wonder the NZ average earnings are the highest!! But seriously, I had a very enjoyable time and learned a lot of great tips to help take my income to the next level (special thanks to Aldo De Luca & Helen Pascoe for their presentation which will certainly pay for my trip many times over). As Financial Controller for Franchise Association of NZ I get to see & hear a lot about the performance of many franchisors in this country. I thank God for our exceptional team at CSO. They listen, they work hard and they do their utmost to help grow our businesses as well as their own. Look forward to catching up with you all again next year."
"Thanks you for yet another memorable Conference. I can honestly say that I received much more than I gave. I have so much to go away with and work on to improve my business. I feel like I am still a babe in the woods, who got results from hard work. I can learn to work smarter. If you think about the collective brains and talent we have at each Conference, why can't we apply some of that skill to help each other? Why do we always help others, but not ourselves? What about those who don't come to the Conference for all sorts of reasons, maybe they need our collective help most."
"To all concerned - I agree with all the comments - a great bunch of people to meet for the first time and all very happy to pass on their little tips and tricks!"
"It was a wonderful few days, great venue, great food and most of all great company. Thank you team for a successful event. I am yet again ready to tear down the house. Bring on 2006. "
"I can only agree with everybody else. A fantastic and very worthwhile few days. Being a fairly new partner, it was great for me to be able to meet so many CAD partners who were so keen and willing to share advice and iideas. Thanks to everybody for your many words of wisdom! Thanks heaps to the CSO team for all the time and effort put into the arrangements. We all know that such great events don't just happen, they take a lot of thought and organising. I've come back with such a wealth of ideas and enthusiasm for building my business that I'm not quite sure where to start! Am already looking forward to next year's conference, wherever it may be!!
"Being my first, I wasn't sure what it would be like, but I have to say I have walked away with so much more than I expected."
"I have gained new friends, a great support network, lots of motivation and plans to put into action. The conference was packed with information to help us all in our businesses and I must say a lot of that information was also gained from talking to the other CAD partners there. Thank you all for being so open with your experiences and willingness to see others succeed."
"CSO Team you did a marvelous job....Congratulations!"
"I have been to 3 conferences now but this is the first I have played golf at. What a great start which I really enjoyed - but the content of the conference was unreal. Thank you very much Scott, Stuart & Sue, the value I got out of the days is immense. Also must thank Alexis for all the planning she contributed. Just checked my data base and have located what I think 2 good prospects for the new Job Costing product.."
"I say it every year, but WOW, what a conference!!!! Guys, could you cram any more in?
They do get better every year, and I wouldn’t miss them for the world, or is it as per this years theme, do they keep evolving to meet our needs at that time? Maybe too deep, after a sleep deprived few days!! This is my one time per year to step back, and work ON my business, not IN my business. Review what I have been doing well, reflect on what I should stop doing, and plan what I should be doing for the next year. I have not missed a conference, and hopefully will not miss one in the future. It must be working! Just a very very brief email to say a HUGE thank you to all of you for making my first conference such an inspiring event.
"Wow, that was a great conference!"
"One thing I forgot to mention, as it's largely a reflection on the CAD philosophy and training - some great feedback from yesterday's new client, Mortgage House Southport. She told me that the main reason that she asked me to come to help her was because she was so impressed with my manner - my willingness to talk and give her info on the phone, my follow-up by email, my mailing her a copy of that email (as she had only just got her email set up and was a bit unsure whether she would be able to access it), and my cooperative attitude when she changed our appointment time last minute due to her daughter being sick. She said her husband asked her how many quotes she had, but she didn't get any others, as she thought mine was reasonable and she was so happy with my manner. (She called from the Gold Coast Sun ad). I thought you should hear this feedback, as it's largely due to your guidance and training that I am aware of the value of good customer servicing. So, thanks! At the conference, a number of established partners recommended to me the "over-servicing" of clients, as that's one of our points of difference - so true!"
June 2005
11. A Decade with CAD!
Comments from Arthur Alston appointed a Lifetime Member of CAD partners
Starting date: August 1995
A Reflection on a decade with CAD:
Arthur Alston was the first CAD partner in Victoria (or Computer Accounting Doctor as it was then). During his time he has steadily built the Melbourne region and been a source of help and guidance for those that followed. He now semi-retired and agreed to continue with CAD and help Victorian based partners on an as-needed technical and advisory capacity and will remain part of the team. In recognition of this, his ground breaking work in the early days of CAD in Victoria and his strong support in general, we have asked Arthur to become a Life Partner of CAD partners and he has accepted.
Arthur will no doubt, be spending more time on that magnificent golf course of his! Following Arthur's story:
"I commenced with CAD partners on 1 August 1995 after most of the middle management positions in my place of employment were made redundant earlier that year. I had read an article in the CPA magazine about 'The Flying Accountants' ( February issue I think) and that had interested me very much, so when I was put into the job seekers position it became a strong contender as an alternative to another employed position.
In my 10 years with CAD partners our market place has changed markedly. The introduction of GST caused a massive upheaval in the SME sector and, although initially creating a lot of ad hoc work, it eventually led to the need for us to change the way we saw and were seen by the market; the simple MYOB/Quick Books installation & fix-it work which served us so well up to then faded out as SMEs were forced to computerise accounting to cope.
I started out offering MYOB & Quick Books supply, installation and training with monthly bookkeeping/accounting services where required. Being the first to set up in Melbourne , I became very busy very fast, but it is an entirely different market place now.
Since GST arrived I have seen SME owners come to grips with what keeping good records really means and by computerising it, moving to asking "what else can I get from this package". Most of them lack any real management or financial advice, many have cash flow issues and virtually none have any aids to looking forward to results or the effects of business decisions. I get a real buzz when I can give a client a good solution to an issue and it is usually something I would call simple.
For a new starter I reckon persistence, commitment and patience are paramount virtues. I helped over a dozen CADs start up here and this proved true in every case. Never give up on a lead - one here took 2 years to become a client but then led on to other clients - persistence pays. We must give our full effort in servicing clients treating them and their businesses with respect, they will quickly realise if we are half-hearted or keen for a fee and go elsewhere - commitment to their cause is noticed. Clients will not trust a new face with their confidential information, this is achieved over time by earning their respect through smaller jobs done well and over performed - patience is a virtue.
My personal life took a big turn for the better when I joined CAD partners. I was able to control the hours I worked and I got paid for them - no more unpaid overtime. I used to suffer severe headaches - they ceased soon after I joined - the stress and worry of going on my own were there but it was entirely different, it was for myself and brought commensurate rewards. As my business grew I soon passed my employed salary level and began to enjoy the fruits of my own hard work and it's a great feeling to know that your livelihood is no longer at the whim of someone else.
Of all the jobs I have had there is no doubt that working as a CAD partner is the best. It pays better; I have made many new friends in clients and associates; I receive gratitude from the people I do work for instead of grumbles from a boss, and that is a big bonus psychologically; for the first time I have been able to work where and when I want & determine my own lifestyle; I make appointments after peak hour traffic and don't have to fight it. The list is endless..
My plans for the future...a long, comfortable retirement."
May 2005
10. Business is Booming in Cairns
Comments from established Cairns CAD partner Debbie Innes
Starting date: January 1999
"Just a quick note to thank all those who participated in providing information for notes on "Working Capital" and "Cash Flow".
I initially started preparing this type of information and soon realised how big a job it was and how I really needed to discuss strategies etc with others to see what ideas they had. Being in Cairns this was a little difficult and the reason why I suggested to Sue that they add it to their agenda for (other regional) meetings. Thanks Sue for taking up this request.
Even though we are spread from one end of the country to the other and all the way to NZ we can still help each other out. This is what I love about CAD and the great network of people we have.
By the way .... I am still looking for someone to come to Cairns to help me out. Business is booming up here!"
February 2005
9. First Week as a new CAD partner
Comments from new Gold Coast CAD partner Jenny Harris
Starting date: February 7th 2005
Brief Summary of Jenny's background:
Jenny has over 15 years experience in accountancy and is a member of the CPA, Bachelor of Business and a registered tax agent. Before joining CAD partners Jenny worked for Michael Unicomb & Associates as Accountant/Manager and has previously been employed at DJ McLachlan Accounting and Our Town Tax Professionals. Jenny has two sons aged 8 and 5.
"What a busy first week! I have learnt so much already about how to approach the appointment. The clients really are looking for someone to solve their problem and when you do, they are so grateful. I started the week with 2 appointments on Monday. The first appointment was to look at a MYOB inventory problem for a cosmetics manufacturer. After sitting down anddiscussing with them the details of their business and the problem they were havingwith MYOB I discovered that this wasn't going to be a "quick fix" job. They were aware of the extent of the problem and the time involved to fix it. They asked "so is it $199 for an hour?". I explained that it was a fixed fee for the service. I wasn't charging for each minute I was there and that I would fix the problem for the$199. It was amazing to see how their whole attitude changed . They relaxed, knowing that they would have a solution to their MYOB problem AND they knew how much thatwas going to cost them. From that point onwards, they trusted me and that enabled meto build a better relationship with them. It was also interesting to note that oneof the directors had left the meeting early on to attend to other matters and when he returned some time later there was not the same level of trust.
The second client was a MYOB install and restoration of company files. The client was very stressed as her computer had been stolen and she was behind in her accounting work. I was able to bring into the conversation about the cost being afixed price, not a time-based fee. Again, I was amazed to see the transformation that happens when the client finds out that the price is not open ended. She felt at ease then to ask me to set up some word and excel documents for her, knowing that itwasn't costing her extrA. I was happy to do that for her as it was a simple task for me, yet in her eyes made me seem like a "super hero". That in turn, enabled me tobuild a better relationship with her.
As it turned out, both clients asked me back to do more work. So I invoiced a totalof $1694.00 in my first week. I had projected $1000.00 for my first month so I'mpretty happy!
I have proposals to do today for both of those clients for monthly work and anotherbrilliant client that I had an appointment with yesterday."
Jenny Harris
November 2004
8. COMMENTS BY CAD PARTNERS AFTER CONFERENCE
Annual Conference held at Nara Sea World on the Gold Coast Nov 2nd to Nov 6th.
From Carlos Rodriguez CAD partner Brisbane
"The conference is what I would regard as a great investment of my time. For those who know me . you know my time is very precious and expensive. In the two days that I attended I can say that I was exposed to new ideas, new software and new management techniques. I would not have been exposed to these had it not for my relationship with CAD Partners. We are so lucky to know of these before our competitors. I must also say that I enjoy tremendously meeting up with my fellow CAD partners each year and just simply catching up on how they are going. I have made so many friends throughout our country and across the Tasman."
From Paul Hutchison CAD partner Auckland
"Many thanks for a great conference and location, made even more memorable for me of course by the accolade "Partner of the Year". I really appreciate the recognition. I must admit I was quite dumbstruck! Joining CAD has been one of the very best decisions I have made, I enjoy the work, the customers, the excellent support we get from CSO and earning a good income. Locally, I put a lot of faith in Paul Vlasic and enjoy the team spirit we have in Auckland . I am looking forward to the NZ conference in July."
From Ralph Rossteucher CAD partner Sydney
"The information that I got from the conference this year has made it mind blowing. The potential income from the different products presented that are available to us all is amazing. I have made the decision to start work on Future Financials, and I am sure it will improve the way I can inform my clients about their business. The other products will have to wait their turn, as we cannot do it all at once. However, just knowing that they are available and there are CPs out there doing it will make referrals easy. I have to say I enjoyed the company and the networking with other CP's and the presenters. This is very important when you are one out in business. The fact that we were all at one venue made this extremely easy and rewarding."
From Debbie Innes CAD partner Mossman (FNQ)
"A big thank you to all the staff at Central Support Office (CSO) who I never get to meet in person but tirelessly help us all in so many ways. Over the years I have often asked CSO to help with my business and often without much notice (as I don't make enough time to plan) ... they always do everything in their power to meet my demands.
I am so glad you guys are continuing to move this great organisation ahead with such enthusiasm. Keep up the great work.
Each year I attend the conference I have similar thoughts ... can I afford it ... sometimes I sacrifice to attend but have always come away realising that I really cannot afford NOT attend. The value in the new ideas/products presented is a great way for me to see options for my business development. It also provides the opportunity to evaluate these ideas with my peers. This years conference was definitely worth the investment and I am convinced I will make this investment back many times over. Forced to spend time on my business ... I get so caught up in servicing my clients and staff that I do not set enough time aside to work on my business. The conference forces me to do this and each year I come away wanting to spend time planning the next year(s) ahead. Benefits of the networking is essential in keeping me abreast with what everyone else is doing. Living in Far North Qld I do not get to mingle too much with my peers face to face - maybe that's lucky for them! My networking into the wee hours of the morning are all for one cause only - to soak up as much information (and a little alcohol) as I can. After all where else could you have a two hour session with a consultant that charges $5000 per hour - myself and four other lucky CPs did just that. What a great bunch of people we are. We have so much knowledge amongst us to share it is great to be in an environment where we can do just that and have a lot of fun along the way."
From Stephen Hunt CAD partner NZ Northland
"Another great conference! New products, new opportunities and even better networking. (I hope some of you beat the credit card bills home !!) The selection of topics and speakers was superb as well as the new partnership model. Even if a CP does not use any of the software options, to be able to refer the client to either the software or another CP is invaluable."
From Peter Crewe-Brown CAD partner Sydney
"I certainly learned a lot and have already bought and installed ____ on my notebook. I will be taking on a number of the other tools we saw. Also, to all the CAD Partners who so generously gave of their time and shared their insights with the group (both formally and alcohol induced), your contributions were invaluable and greatly appreciated. Like Taronga last year, I know that my investment in time and money for attending the conference will be repaid many times over."
From Helen Pascoe CAD partner Melbourne
"This has been a watershed conference for me. I am looking forward to implementing the next phase of my career with FF. Thank you so very much for all the work and planning you all put into the conference. They say that the more work that goes in behind the scenes, the easier it looks to run. Well, you guys must have put in heaps."
From Paul Cordingley CAD partner Auckland
"The conference was extremely well organised with a huge amount of content/new material for us to use if we choose. The amount of preparation for this is huge and I would like to say a big thanks to (all) as well as to (CSO support staff) for their assistance."
From Arthur Alston* CAD partner Melbourne
"In the nine and a bit years I have been in CAD they just keep getting better and better. Thanks to all at CSO for the effort you have put into this one - the best yet! The focus was right on the money for Financial Control and other high-end services we are targeting and they will certainly get a substantial kick-on from the content of this conference for CADs putting it into practice. We from Melbourne were so impressed we unanimously agreed (even before the end of the conference) that we should call a meeting and pass on as much as we can to those who didn't manage to be there and to set a date for (Profit Planner) training here as early as possible. Thanks again for all your support." *First partner in Melbourne, Arthur plays a senior support role for colleagues.
From Simon Reed CAD partner Sydney
"One of the reasons I joined CAD was the fellowship and I really enjoyed talking to everybody. It gave me some great ideas on how to improve my business over the next year."
From Ian Flynn CAD partner Auckland
"This was an exceptional conference. Like the previous conferences in NZ and Oz this has been inspirational. Like all CADs I suspect, upon our return to home turf, you have a different perspective on things. It is easy to get caught up in the day to day stuff and forget the CAD philosophies. Thank you to all those who attended for your generous contributions. Finally I would like to acknowledge and thank Paul Vlasic who does so much behind the scenes for the NZ contingent. (Great NZ turn out!)"
September 2004
7. COMMENTS BY CAD PARTNER AFTER SEMINAR
This seminar was organised by the company with Peter Crewe-Brown as the host. (Subsequently in October Peter confirmed initial consulting business for this seminar was in the order of $15,000.)
From Peter Crewe-Brown CAD partner Sydney
"I wish to thank you again for all your time and effort in making the seminar so successful. I have booked appointments with 6 people who attended, including the CEO from the RSL whom I am seeing tomorrow at 2pm. It was a big effort in bringing it all together, but I feel the effort will be rewarded many times over if the early discussions are anything to go by. I will keep you posted. I have received loads of compliments from at least 12 different attendees today and feel well satisfied."
6. CA FIRM CASE HISTORY
Kelly and Bryant is a four partner, eighteen staff accounting firm located in Te Awamutu in the Waikato region of New Zealand . It is a commercial and rural practice servicing predominantly local businesses and farmers. Their services include:
- Tax and Compliance
- Financial Planning
- Broking/leasing services
- Business and Strategic Planning
In 2001 they decided the firm was missing out on income and referral from the Accounting systems and Financial Control services and hence elected to also become a "Partner" of the CAD Partners group.
The following is a transcript from a discussion between Sue Hirst, CAD Partner director and Stephen Gibson a partner with Kelly & Bryant.
Q. How did you find out about CAD Partners and what prompted your interest?
A. We saw CAD in the NZ Franchise Magazine and our interest was the issue of diversification. We had been attempting to do something similar for years . but were too busy. Accountants in practice think they can do everything their own way but we thought it would be easier to use someone else's system, rather than developing our own.
Q. How did you integrate the CAD Partnership into your practice?
A. We have a team here who focuses on MYOB as that is the preferred system for most of our clients. We set one of our team up to filter and allocate new enquiries that were generated from marketing, while Craig and I immediately started using some of the tools on our existing clients. The model is now working well and the MYOB work generates other work. Initially having our staff balance their own workloads between compliance and CAD partners work was hard.
Q. Were there any barriers to becoming a CAD Partners?
A. The only barrier at partner level was that we had to convince the other partners that we could make the investment pay. It's not easy to be precise about the value but we are getting a lot of referrals that becomes business. Client servicing levels have grown quite a bit because we convert existing customers to using CAD systems. We now have the systems and a network of 'like minded' people in both NZ and AustraliA.
Q. How has being a CAD Partner enhanced your practice?
A. We would definitely recommend it. The CAD Partners marketing is good because it gives us a point of difference. It strengthens the services to existing clients and we have been able to attract new ones as a result. The CAD Partners system is a marketing tool we are comfortable with for attracting new business.
The Services that are promoted by CAD are more in tune with what CA firms call business development and management accounting. We have all had plenty of people sell us the idea that we have to diversify to do more than compliance work. I am sure most CAs will agree it is the right thing to do, but the reality is, accounting firms find it difficult to sell new services like business development to existing clients.
CAD has certainly made it easy for us to bridge the gap between compliance and business development work and the clients like it.
Q. What benefit do you get from being a CAD partner that you didn't have before?
A. The big difference is the new software tools, the business development side of things and the network. I have confidence when a new client comes to me . I can talk more than just numbers. I get a lot of good ideas from other CAD Partners which clients react to well. They comment they like help with their business on the development and analytical side rather than with just the numbers. There is a marketing point of difference, it is value for money and shows to the market we are not just a chartered accounting firm.
It has created a lot of awareness for our firm.
August 2004
5. First Month for a new CAD partner
New Perth CAD partner Tony Cull, has been a little taken aback at how quickly his new business has started to grow. The CAD partner before Tony who joined the Perth team twelve months ago has just recorded a first year income of over $100,000*. Now Tony thinks he could too! Formerly a Financial Controller with British sugar group Tate & Lyle, Tony elected to join CAD partners after 20+ years in the corporate world and to get some "life" back. Acknowledging it is early days yet because he only started on July 19th 2004, he recorded an income of $1250 to July 31st and projects $3,600 in his first full month of August.
CAD partners General Manager Scott Henshaw was quick to say that this was a very good start only ... but he could see no reason why it wouldn't lead to regular $10,000 income months within six to twelve months.
Tony said, "I have been extremely busy following up leads generated by CSO (CP support office) and working for the new clients I converted. The enquiries have been high quality so it was far easier to turn them into paying clients. The number of enquiries also took me by surprise. Being somewhat conservative I had discounted the number of enquiries CAD CSO had forecast during my first few weeks. The CAD Start Up Marketing System appears to work well and has opened doors for me with a wide variety of industry, business size and location."
4. "Why I renewed with CAD partners after three years"
"I could not have made any other decision" was the comment to CAD partners GM Scott Henshaw from 3 year Auckland CAD partner Hugh Stewart on renewing his License:
"My decision to continue with CAD was based primarily on the hard work of yourself and Paul Vlasic. I get so much benefit belonging to the group that I could not have made any other decision."
3. "How I doubled my income and get more out of life!"
Auckland CAD partner Paul Hutchison has more than doubled his income from his first year to his second and now has a much more acceptable income than when he was employed. Most would say $64,000* in the first year of your own business is quite a respectable, bearing it mind that was from a standing start. Paul's second year was over $140,000*.
He had this to say about how he has improved and changed his focus for the second year:
"Each month I set myself a target and work out in advance what my daily average needs to be:
I bill daily and I work out every few days where I'm at against target.
I've become committed to earning a good income and it really required a change in focus.
I've become more confident about my worth and I do fewer free jobs .I've put up my hourly rate twice in the past year - now $99* per hr plus GST.
After the NZ conference I continued to detail the work on invoices but left off the number of hours being charged - no one has queried me since on that or my rate!
I concentrated more on work that will give me regular monthly income (FC Services) and for good regular work
I do agree on a discount for prompt payment - I invoice such jobs on a Friday and they get 7 days credit.
If they don't pay on time I don't do any more work until they do. My terms are strictly 7 days.
I find my higher rate has dealt very effectively with the phone shoppers who look for the best prices - invariably they are the most demanding - I don't need them. I now focus on the work I enjoy and what brings the best income and I ignore much of the rest. My major problem right now is that I don't have any extra hours left to work and my wife is very definite - cloning is out - she will only ever allow one of me loose at a time."
2. Seven years and loving it!
Every organisation has special people that you love to work with and Melbourne CAD partner Helen Pascoe is one such long standing partner.
She said in a recent message to director Sue Hirst:
"I can't believe it has been 7 years since I joined, for the time has flown by. This has been the best move for me.
It has brought together all my work skills, teaching, computers and accounting. I enjoy going to work to see my friendly clients and feel great when I leave because they and I know that my contribution has been useful and valued.
To summarise, three reasons I enjoy my work are that I am helping people in a way they couldn't help themselves, I feel greatly respected and valued for the work I do for my clients and the remuneration is good."
Thanks for the opportunity."
1. "Buy success off the shelf with a Franchise"
The following is an extract from an article in the Australian Financial Review published on 24th June 2004 called "Buy success off the shelf with a franchise"
There's no point in reinventing the wheel. It's easier to buy the rights to use a tried and tested format, writes Susannah Moran.
Sydney partner Patrick Boyle, a former financial controller with Competitive Foods, decided to join CAD partners after 25 years in commerce. He first tried consulting but found it did not meet his income expectations.
"I came across CAD Partners in 1995 and saw the benefits of group marketing and ongoing support", he says. "After six months I was beginning to establish a reasonable income to live on and I've not looked back since."
He says his income has recently increased through offering add-on services. Support from the franchisor, CAD Partners, comes in the form of quarterly meetings, newsletters, an online forum to discuss issues, and updates whenever new software or applications come onto the market. Boyle says guidelines are set down by CAD Partners, he has recently renewed his licence with no ongoing capital requirement.
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