You’ve always known where you wanted to be…
…and the old spaceship had got you a long way, but wasn’t quite up to the job any more…
Blue
Rocket
Accounting
So, we’ve streamlined it; redesigned it to work more efficiently; made it more fuel efficient; clarified Crew member roles and responsibilities, and now everything works like clockwork…
Blue
Rocket
Accounting
Blue
Rocket
Accounting
Blue
Rocket
Accounting
…and you’re ready to conquer new worlds!
It’s been a delight to work with you.
Kirsten
How we became an Ace Pilot
The Blue Rocket Story
Where we were….
• Julie had recently taken over the business and very much wanted to make it her own, delivering the services
the way she had envisaged for years.
• We were going through a re-branding and marketing exercise.
• We are very creative, highly customer focused and never afraid to do brave things or take action. When we
started work with Kirsten we had just won “Accountancy Firm of the Year” and a Customer Service award from
AVN.
• We’ve always known ‘systems’ are important, but had never found the right tools to do the job so that it could all
be communicated easily and actually followed. We had a set of ‘instructions’ that were so detailed and hard to
follow that of course, hardly anyone did.
• Things weren’t happening consistently the way we wanted. People were doing things their own way instead of
‘the Blue Rocket way’.
• “I was promising things that I couldn’t be sure would actually happen that way, if at all, which made me worry
when taking on new clients”
Where we are now...
• The Monday after we finished, we became the first ever firm to achieve AVN Excellence 6-star status.
• We have a big picture of how everything fits together to win clients, serve those clients and run the Blue Rocket
business around them.
• Everything is defined in one place, online and easily usable. We have process manuals for Win, Serve and
Run, plus a playbook for useful techniques, tips and tricks that everyone can share.
• We have clearly defined roles and responsibilities and a clear and exhaustive map of all our business
processes that Gibbs & Partners will look after for us on an ongoing basis. We’re now officially Investors in
People too.
• We’ve simplified and clarified our product offerings, and streamlined the way we charge.
• We’ve stopped measuring ourselves on turnover. Now we measure ourselves on how well we’re delivering to
the customer and the turnover takes care of itself. In fact it’s up 30%.
• We can share with our prospects and clients just how much we do for them – which means we can attract the
businesses we want and charge the right price for what we do.
• We’ve opened the door to expansion. We can add new people and new offices easily, knowing that the Blue
Rocket Way of doing things will be preserved to continue delighting our clients.
How Gibbs & Partners helped us get there
1. CLARITY
• Kirsten pulled together the work we had already done on values, our existing
marketing materials and what she could see herself into a ‘Promise of Value’
statement.
• Kirsten helped us simplify and clarify our offerings to make it easier to buy from us.
How We Behave
Caring
Capable
KnowledgeableDifferent
Clear-thinking
Above board
Resourceful
Proud
Fun
Systematic
Personal
FriendlyExpert
Accurate
Happy
Supportive
There
Honest
Easy
Efficient
Organised
InnovativeSimple
Likeable
Prompt
On time
Fair
Proactive
What We Do
Help you get the
most from your
business
Cover
everything
Empower
growth
Help you
get it right
Keep you
in control
Hold your hand
while you get
going
Talk your
language
Save
unnecessary
taxes
Support you
through
growth
Help you use your
numbers to drive your
business growth
Help you act on
the numbers
Keep you
on course
Fire-proof
your business
Re-kindle
enthusiasm for
your business
Make running your
business enjoyable
Watch out for
asteroids
What We Are
Houston to your
Apollo mission
Your accounting
infrastructure
The right
support
Your financial
dashboard
Your ground
control New boostersThe business
you've always
wanted
A rocket up
your bum
Your back-
up radar
The way to
the stars
The Blue Rocket Accounting Promise of Value
Copyright © 2014 Blue Rocket Accounting 6
“We put honest, professional
and committed business
owners firmly on course to
reach their business goals
with a tailored programme of
accounting support that
gives them the critical
information they need to
build the business they
always wanted”
Copyright © 2014 Blue Rocket Accounting 7
Blast Off – BENEFITS
We talk your
language, not
ours
We hold your
hand while you
get going
We help you get it right
We fire-proof
your business
The right support for you right now – just what you need to get going and keep on track
So you can enjoy
getting started in
business
Friendly
Caring
Fun
Personal
Above board
SupportiveKnowledgeable
Copyright © 2014 Blue Rocket Accounting 8
Maintain Orbit – BENEFITS
We talk your
language, not ours
We keep you on
course and
in control
We help you get it right
We fire-proof your
business
The right support for you right now – just what you need to stay in a comfortable orbit for as long as
you want to.
So you can enjoy the
lifestyle your business
creates for you
Friendly
Personal
Above board
Knowledgeable
We save you
unnecessary taxes
Capable
Efficient
We cover
everything
We make things
simple
Copyright © 2014 Blue Rocket Accounting 9
Expand Orbit – BENEFITS
So you can use
the numbers to
drive your growth
We give you new
boosters
We give you a financial
dashboard
The right support for you right now – just what you need to take your business into a bigger orbit
So you can enjoy
running the dynamic growing
business
you've always wanted.
Clear thinking
Above board
Knowledgeable
Innovative
Efficient
We become your financial infrastructure –
you don't have to think about it
PromptExpert
And rekindle your
enthusiasm for your
businessResourceful
We save you
unnecessary taxes so
you can fuel growth
Copyright © 2014 Blue Rocket Accounting 10
Reach for the Stars – BENEFITS
So you can use the
numbers to keep on track
and drive your growth
We give you new
boosters - and a plan
We give you a financial dashboard
and a Finance Director
The right support for you right now – just what you need to take your business out of this world
So you can enjoy
growing the business empire
you've always
dreamed of.
Clear thinking
Above board
Knowledgeable
Innovative
Efficient
We're Houston to your moon landing –
a proactive financial infrastructure you
don't have to think about
Prompt
Expert
And rekindle your
enthusiasm for your
business
Resourceful
We save you
unnecessary taxes so
you can fuel growth We watch out for
asteroids
How Gibbs & Partners helped us get there
2. PROCESS - WIN
• Kirsten drafted a process for attracting prospects and converting them to clients,
based on what we were already doing, her knowledge of how people buy, and the
Dale Carnegie Sales Advantage process.
• Kirsten sent Miguel on the Dale Carnegie Sales Advantage course too.
• We’ve refined this to suit our business, and now have a complete and fully
documented WIN process that shows how we identify, attract and convert prospects:
Copyright © 2014 Blue Rocket Accounting 12
Blue Rocket Win – Overview
Deliver Taster
Respond to Enquiry
AgreeService
ResearchProspect
DeliverService
BUYSEE BONDQUALIFY TRY
PromoteBlue Rocket
ReceiveIntroducer
Referral ReleaseClient
SERVEWIN
ReceiveClient
Referral
Back to Run Blue Rocket
Day
NurtureClient
ScheduleMonthly
Marketing
Plan AnnualMarketing
Set UpBlue RocketOne-page
Plan
Plan Resources
Adjust Resources
HoldMonthlyTarget Update
Copyright © 2014 Blue Rocket Accounting
Promote Blue Rocket – Overview
Run DirectCampaign
SEE QUALIFY TRY
NurtureIntroducer
Exhibit Blue Rocket
EnterBusiness
Award
PublishBlue Rocket
Article
Network
ScheduleMonthly
Marketing
Give toOpportunity
IdentifyOpportunity
ReceiveIntroducerReferral
Deliver Taster
Respond to Enquiry
13
Back to WIN
How Gibbs & Partners helped us get there
2. PROCESS - SERVE
• Kirsten captured everything we do to serve our clients once we have won them – as
Julie and Miguel want it to be rather than as it actually is.
• Often that meant questioning why we were doing certain things or suggesting
alternatives, or encouraging us to come up with new ideas. This was a mammoth
task, and the Wednesday afternoons spent thinking hard and reviewing what Kirsten
produced were the hardest part of the project for us.
• We now have a complete, fully documented SERVE process that shows how we all
work together to deliver an amazing service to our clients, and we’ve already put a lot
of it into action.
DeliverBlast Off
DeliverMaintain
Orbit
DeliverExpand
Orbit
DeliverReach for the Stars
Serve - Overview
ReleaseClient
Set UpClient
Back to Run
Blue RocketDay
Copyright © 2014 Blue Rocket Accounting 15
DeliverPersonal
Tax Service
DeliverSelf Employed
Service
Sign UpClient(WIN)
TransferClient
Records
Book Transfer
TakeTransferDelivery
ReviewFamily Tax
DeliverLandlordService
CollectTransferred
Records
Copyright © 2014 Blue Rocket Accounting 16
Deliver Expand Orbit – Overview
Set UpClient
HoldDraft Accounts
Meeting
SendDraft Accounts
Reminder
Set upDraft Accounts
Meeting
ReceiveVisitor
ArrangeDraft Accounts
Meeting
DraftEnd of Year
Accounts
ApproveEnd of Year
Accounts
FileEnd of Year
Accounts
HandleEnquiry(WIN)
AdjustEnd of Year
Accounts
UpdateAccounts
FileVAT
FileP11D
FileMonthlyPayroll
FileAnnual Return
FileCIS
DeliverFast
Accounts
Set UpRegistered
Office
Set UpAsteroid
Protection
FileDirector
Tax
FileDirectorPayroll
FileWeeklyPayroll
Set UpDirector Payroll
Set UpWeeklyPayroll
PlanTax
Deliver KashFlowTraining
Introduce Team
Add Service
Sign UpClient(WIN)
Back to Serve
HandleAsteroid
Set UpOne-page
Plan
ReviewOne-page
Plan
Introduce Team
Introduce Team
How Gibbs & Partners helped us get there
2. PROCESS - RUN
• Finally, Kirsten captured everything we do to run the Blue Rocket business to support
the Win and Serve process.
• That means everything from Team Huddles to recruiting training and appraising staff;
from opening the office to paying the bills and collecting fees – and of course to
updating our processes..
• We now have a complete, fully documented RUN process that shows how we all work
together to keep Blue Rocket functioning smoothly and profitably – so we have time
and space to make it fun too.
Copyright © 2014 Blue Rocket Accounting
Run Blue Rocket Day - Overview
HoldTeam Huddle
CloseOffice
Win
ServeOpenOffice
FinishWorking
Day
HoldProduction
Meeting
StartWorking
Day
RunBlue RocketReach For the Stars
18
Copyright © 2014 Blue Rocket Accounting 19
Blue Rocket Reach for the Stars – Overview
ReviewBlue Rocket
One-page Plan
DraftBlue RocketEnd of Year
Accounts
ApproveBlue RocketEnd of Year
Accounts
FileBlue RocketEnd of Year
Accounts
UpdateBlue Rocket
Accounts
File Blue Rocket
VAT
File Blue Rocket
P11D
RunBlue Rocket
Payroll
File Blue Rocket
Annual Return
File Blue Rocket
DirectorTax
Plan Blue Rocket
Tax
ReviewPerformance
CollectClient
PaymentPay Supplier
HoldMonthly
Target Update
Schedule Monthly
Marketing
Plan AnnualMarketing
PlanResources
AdjustResources
AcquireResources
Set UpBlue RocketOne-page
Plan
Back to Run Blue Rocket
Day
InvoiceAsteroid Protector
What’s behind the bubbles?
• Sometimes more bubbles….
Copyright © 2014 Blue Rocket Accounting 21
File VAT - Overview
ProduceVAT Return
File VATReturn
NotifyClient
AdjustBooks
Back toMaintain
Orbit
Back toExpand
Orbit
Back toRFTS
What’s behind the bubbles?
• Eventually a sketch of what needs to be done to complete an Activity:
Copyright © 2014 Blue Rocket Accounting 23
Produce VAT Return - Roles
Back To File VAT
Flight Dynamics Officer
Copyright © 2014 Blue Rocket Accounting 24
Produce VAT Return - Props
KashFlow
VATReturn
Accounts System
VAT Report
Back To File VAT
Produce VAT Return 1 –Generate VAT Report
Copyright © 2014 Blue Rocket Accounting 25
• 1 day after Update Accounts, in the month following the end of the VAT quarter for this
Client:
• From the Client’s account System, generate a VAT Report for the last VAT Quarter - in
KashFlow this is called the VAT Calculation, in other systems it is usually called a VAT
Detail Report.
• Generate the VAT return for the last VAT Quarter.
Diary
VATReturn
VAT Report
Accounts System
Flight Dynamics Officer
Back To File VAT
Produce VAT Return 2 – Log Documents
Copyright © 2014 Blue Rocket Accounting 26
• Log the VAT Report and the VAT Return against this Client in IRIS.
IRIS
VAT Report
VATReturn
Flight Dynamics Officer
Back To File VAT
What this means for our team
• The beauty of these manuals is that they are easy to use and they are not too
detailed.
• We have an excellent team in place who know their jobs, and we didn’t want to make
them feel or act like robots.
• Kirsten’s manuals hold everything at just the right level – like a play, they make
everyone’s role clear and give cues on how the performance should work, but still
leave room for each person’s personality to shine through.
Role: Flight Dynamics Officer
Copyright © 2014 Blue Rocket Accounting 28
• THIS IS WHAT I DO:
• I look after my own set of Blue Rocket Clients.
• I do whatever I can to help my clients to get want they want from their business.
• I ensure my Clients' accounts are always compliant and up to date with the current tax regime
• I keep up to date with legislation and regulation that will affect their ability to achieve what they want.
• I keep abreast of resources that my be of use to them.
• I proactively warn them of upcoming dangers.
• I am there for them whenever they need help.
• I prepare their accounts.
• I benchmark them against their competitors.
• I suggest improvements and changes to keep them on track.
• I put them in touch with trusted suppliers who can help them.
• I look out for ways to help them more with other Blue Rocket services.Back To File VAT
Role: Flight Dynamics Officer
• THIS IS WHAT I AM RESPONSIBLE FOR:
• Making sure my Clients get all the help they need to achieve their business goals
• Making sure my Clients get all the advice and help they need to stay compliant with
relevant legislation.
• Preparing my Clients' accounts
• Benchmarking my Clients against competitors
• Managing Client meetings
Copyright © 2014 Blue Rocket Accounting 29
Back toFDO
Role: Flight Dynamics Officer runs these Serve Processes:
Copyright © 2014 Blue Rocket Accounting 30
• Collect Transferred Records
• Deliver Self Employed Service
• Deliver Personal Tax Service
• Deliver Landlord Service
• Deliver Tax Credit Service
• Deliver Blast-Off
• Deliver Maintain Orbit
• Deliver Expand Orbit
• Deliver Reach for the Stars
Back toFDO
Now where?
• Now we have everything packaged for Blue Rocket we can:
• Grow our team
• Open new offices
• Franchise if we want to
• The sky’s the limit
• And Julie gets to spend more time on holiday with her family!
We are now an Ace Pilot!
Do you know anyone who would like to work towards becoming an Ace Pilot?
• Gibbs & Partners can do this for any business:
• DogKnows (a dog walking business – now a franchise)
• Simply Dancing Partners (a virtual dance school)
• Recruitment Genius (online recruitment - now with an office in Scotland)
• Bailey Ahmad (Insolvency and turnaround).
• Blue Rocket Accounting (an award winning accountancy - poised for ambitious
growth).
With clarity and process you can build profitability, scalability and value in your business
so you can sell it for more or leave it as a sustainable legacy after you’ve gone.
SOAR
• Hello. I’m Kirsten Gibbs from Gibbs and Partners.
• I work with ambitious business owners who want more people to have what they do, because they know what they do is exceptional.
• I help those business owners to turn their business into an enterprise that can grow well beyond what they can manage themselves, without losing the vision and values that drove them to set it up in the first place.
• The way I do this is by ‘ghost-writing’ the play they have in their heads of how their business should work.
• Last year I worked with Julie and Miguel to do this for Blue Rocket Accounting.
• The result is a fast-growing, award-winning accountancy practice that delights its customers like clockwork (I am one of them so I know), and this message from the Maldives…
• VIDEO
• If you would like to do this yourself, or you know an ambitious business owner who would, let’s have a chat over coffee.
• Enjoy your morning. It’s on me. Thank you.