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Reunion 2022 Programme
Hilary Barry | Reunion MC
Originally from Wellington, Hilary started her career as a radio reporter in the Wairarapa. She moved to Christchurch in 1993 to take up a reporting role at TV3 and then Auckland as a reporter and presenter on 3 News. She anchored TV3’s news for many years before moving to TVNZ where she has been a presenter on both Breakfast and Seven Sharp.
One of the most recognisable and popular faces on New Zealand television, Hilary currently hosts the prime time TVNZ show, Seven Sharp, with Jeremy Wells.
Hilary is a multi-award winning newsreader and presenter, and we are thrilled to have secured her as our MC for Reunion 2022!
Co-founder and Director of Marketing and Strategic Partnerships
Everything is Marketing
And everyone is responsible. You may have nailed the mechanics of marketing, but until you see your business from the outside in, through the eyes of your clients and your team (both present and future), achieving your objectives may seem elusive.
We live in an age where everything seems ‘unprecedented’ - From the ‘Big Quit’ (with a fifth of workers tipped to resign in 2022), to competing in a national or even global pool for talent. At the same time, accounting firms have plenty of work on and tonnes of untapped potential within their client bases. Welcome to a world where marketing is not so much a department, or even a function. It’s a philosophy.
Co-founder and Director of Sales
What is Your Value?
The first sale is to yourself; if you and your team cannot articulate your value in a crisp, concise, and compelling way, clients and prospects simply won’t buy from you. Find out how you can use the ‘Now, Where, How’ mindset to:
- Identify and articulate the value you’re already providing (the ‘Now’)
- Demonstrate the measurable value you can add and link this to what your clients want in the future (the ‘Where’)
- Position value-added services without coming across as salesy or pushy (the ‘How’)
Leading in the Next Normal
In this age of change, our people have never been more aware of their passion (or lack of) for their ‘job’. Meanwhile, accounting firms still face an acute shortage of future talent and a rapidly evolving skillset required to meet the needs of clients.
Offering your people genuine flexibility is essential to team member engagement, loyalty, and productivity. It’s a mutual win.
Your team is your biggest asset and opportunity for leverage, ensuring your business is sustainable, scalable, and ultimately, saleable. Individuals thrive individually. An abundance mindset is critical to theirs and your success.
Business Development Manager (AU)
Start with your Existing Clients
Accountants have a great opportunity to grow advisory from compliance (at the same time providing even better service to existing clients). Yet, why is it that we tend to pitch to new clients first? The size of the advisory opportunity with existing clients is massive.
Start with your stock standard year-end meeting. Change up the process and add some value punch! Back it all up with a simple education marketing strategy. Your existing clients are your greatest starting point. They know, trust and like you. Starting with them isn’t just easier, it’s the right thing to do.
Leveraging yours and your clients’ potential
When we present to new or existing clients, the most effective way to talk is through our own core purpose and identity. This leads to a way of life and ultimately the outcomes we’re looking to achieve for our firms and our clients.
Mark will walk through a proven step by step method of how to sell your services with congruence – practicing what you teach. Further, he’ll show you how to lift the lid on your own client base to identify the latent potential within your firm and how you can lift your average fee per client group to ensure you’re living the life you want to, as a modern, commercially minded proactive advisor.
John Schol | Malloch McClean
Many people don’t understand what accountability is or where it starts. They know accountability is important, but instead of truly embracing it, they just keep hoping things will happen. Hope is not a strategy.
Learn how to create a real culture of accountability - with your clients, with your team, and yes, with your directors. Accountability doesn’t need to be aggressive, and it shouldn’t be a last resort. It can and should be a positive experience.
Business Growth Manager
Out of India
When Covid hit in 2020, Connect Outsourcing had 48 hours to move its almost 1,000 strong workforce out of its six level building in Mohali into home-based offices. In one of the direst pandemic environments, they focused on their team and made wholesale changes to their business. Despite the challenges, they’ve had their busiest year ever. Sound familiar?
Barry will be presenting the cloud-based workflow platform they're making freely available to Gap member firms who work with Connect, along with a new outsourced job preparation initiative that brings workflow efficiency to the next level.
Inside the Minds of Your Multi-Generational Workforce
We're living in a time where we can have five different generations in the workforce at once. Understanding the different mindsets, motivators, and challenges of your people helps create a thriving culture.
Jen will share:
- Best practice tips for how teams can collaborate and better understand each other
- What younger generations look for in their employer of choice
- The impacts of Covid-19 on workforce and team development: predictions and recommendations
The People’s Choice
Join Nathan and Pete and hear their complete story from woah to go. Starting with nothing but a blank sheet of paper, zero clients, and an abundance of naivety - fast forward six years and MHCo has two offices, 15 team members, and are the winners of multiple awards, including the Xero People’s Choice Award two years running.
Nathan and Pete will talk candidly about their pivotal moments, mistakes, key learnings, and what makes MHCo tick today.
They’ll share insights into their Core Values, including uncompromising dedication to a work-life balance and great team culture. They’ll also give you an ‘all-access’ look into how they work with clients and why they’ve been voted the Xero People’s Choice.
Simonne Liley | Uptraining
Your Mental Fitness
Mental fitness is driven by science. Being mentally ‘fit’ helps dissolve the many limiting beliefs that get in the way of success, for us and for our clients.
Self-sabotage, perfectionism, low self-worth, and Imposter Syndrome all contribute to a lack of resilience that blocks your ability to deliver high-value services at their true value.
Join Simonne as she provides you with practical tools to minimise these self-limiting behaviours and improve your mental fitness.
Matt Vincent | DVA
Getting Your Tech Stack Right
Getting your tech stack right in your firm is all about aiming for success, not perfection. It’s also about investing your time and being tolerant of trial and error.
Great tech and systemisation will give you a unique competitive advantage as the customer experience becomes the next marketing battleground. Automating workflow processes is just one way DVA has achieved this. Matt will share with you his five important ‘quick wins’ to upgrade your tech stack.
Jono Bredin | PKF Dunedin
CEO & Head of Tax
Turning tax pain into cash gain
How often do you leave cash on the table when it comes to pricing tax work? Line your clients’ (and your) pockets, not the IRD’s. Value pricing your tax services is all about empowering your team to stop, pause and engage!
Most firms don’t (or shouldn’t) provide all of their tax advisory services in house. Learn the keys to resourcing your (outsourced) specialist tax team.
CA Catalyst is on a mission to help accountants build new skills, tools and connections to unlock growth opportunities and keep pace with the disruptive change in the accounting profession.
This strategic initiative by CA ANZ focuses on developing practical human-centric innovation programmes to help firms enhance their performance and build value for themselves and their clients. This fireside chat will draw on observations and learnings from the programme and act as an interactive forum to discuss strategies to capitalise on the trends shaping your firm and your clients.
Director | Team Leader
Over to the Young Guns
Kendons has developed a clear strategy to arm their Young Guns with the knowledge, support, and experience needed to deliver Business Development and Advisory services.
This is your opportunity to find out why, and just as importantly, how, they have delivered on this strategy. You’ll hear both sides of the story - from Director Alastair Lloyd , and from Young Gun, Steve Ryan.
Co-Founder | Owner
Marketing Your Practice
In this session, Charles and Tom will cover the five golden rules for marketing your practice effectively, including how to work out what sets you apart, who is your target market, how to ensure a visible presence in the market and how to establish and build strong relationships. They will also cover simple, everyday habits you can easily implement to support clients to deliver increased satisfaction and loyalty.
Reunion Dinner - Friday, 28 October, Galaxy Ballroom (6.30pm till 11.00pm)
Be seated by 6.30pm | Dinner commences 7.00pm | Entertainment 8.30 pm
Nick Rado | Reunion Dinner Entertainment
Nelson-based Nick is all over the comedy scene and has been since he dropped out of his degree in Business Computing to pursue radio and comedy.
Whether it’s being a guest panellist and head writer of over 250 episodes of TV3’s Seven Days, opening for the likes of Russel Howard or Rob Brydon, or even having a slightly longer 15 minutes of fame on The Comedy Chanel Australia, he’s amongst it all.
Nick is a highly talented international award-winning comedian, who we’re excited to see live in action as our entertainment for the Reunion Dinner!