Launching Data Analytics Intro July 2019



hello everyone and welcome to today's program introduction webinar for the launching data analytics bootcamp my name is Jeremy Clarkson a director here at upstream Academy excited to have all of you on the line today I know I've talked with quite a few of you about this program in the past and some of you I haven't so if I've not talked to you welcome look forward to talking to you a little bit about this bootcamp and giving you an overview as to what it is what we're looking to accomplish how the bootcamp is structured and answer any and all questions that you have about this bootcamp I know that I've talked with quite a few folks over the last few weeks alone about some questions that they have so what I'll mention right out of the gate is if you have any questions anything I can clarify even if you think I might talk about it in this session if you'll go ahead and start sending those questions into the question and answer panel on the GoToWebinar toolbar or the chat window either way is fine if you will start to send those in I want to make sure that we have all of those accumulated and in one spot and ready to go to make sure that we get all of those answered by the end of this webinar it's not done for CPE credit this webinar is not CPE eligible so we have some flexibility I can spend as much time answering questions as you'd like either during or after the webinar and just really want to make sure you have the information that you need to feel comfortable as you move forward after this and making your decision as to whether or not you'd like to attend the bootcamp here's what we're gonna do we're gonna hit why we're even talking about data analytics why this is so important the benefits of our program and then specifically the components of our program and then again question and answers I have it at the end I'm happy to answer any and all questions as we go throughout when they're relevant what we're talking about right out of the gate one of the things that I'll tell you is I have talked with a lot of firms about what analytics is I've talked with leaders at high-performing firms and there is still so much curiosity and interest and so many questions about what exactly analytics is and how it's going to impact our profession and I know some people look at that and they think oh that's so that's really a bad thing that we're still having those conversations from my viewpoint I think it's a great thing that we're still having the conversation what is analytics let's get a full understanding of this and start to understand how it's going to impact our profession I think that we all agree we know that technology and analytics will have an impact on our profession we're trying to figure out exactly what its gonna do and where it's gonna happen I think that it can really have an impact just about anywhere whether it's audit tax consulting wealth management practice management business development for our firms are you know just managing our own firms client accounting services there are so many different areas that we could talk about how analytics can impact our profession I think each and every one of those has the opportunity and I'm not going to go out there and and say to be disrupted so to speak but I do think that there is a lot of opportunity to enhance the services that we offer to our clients already using analytics and when I say analytics and how that will impact our profession I mean a variety of things it could be basic traditional analytics all the way through artificial intelligence and the applications and more emerging technologies and how we can help our clients see their data better predict make better decisions etc there are so many ways that it can go frankly we could talk about it for a number of days let alone just a few minutes here so what I'm gonna try to do is guide us a little bit more along the path here right out of the gate I will I will always tell people analytics is going to impact your firm in the way that you want it and allow it to impact your firm I know that some firms that I've talked to and some that have attended our bootcamp we've already had two sessions so far this summer some firms are just looking to apply it from an audit standpoint I will tell you that's not really the direction where I think you're going to have the most impact and the most successful impact I do think that there is a lot of opportunity to improve the audit through analytics that's that I've never heard of a client that's really reached out and said hey I'd like to pay you more for the audit just because you're using analytics so what we'll also focus on and we'll focus more on in boot camp is really how the advisory side of the house can be transformed by using analytics and that's what most of the firms that have gone through our program so far are doing as they are looking to offer new advisory services enhance existing advisory services and really build their consulting practice and to something more really grow that consulting practice some will do both I will tell you that if you start from the consulting standpoint you're going to be generating revenue that way and then you can take what you learn and apply it to the audit side of the house to me that seems to be a great way to do it because you're generating ROI before you use the technologies and then I've also had some firms we had one in particular that was solely focused on applying analytics from a practice management and business development standpoint for their firm so they're actually trying to transform how they run the firm through the use of analytics and I found the who came to be very successful there I think there are a lot of approaches you can take what I will say is that I personally believe the advisory side is where our biggest opportunity lies we have lots of opportunity on practice management we have some opportunity to change the audit I think what a lot of firms are understanding there is we're a little bit held back at the moment by where the standards are and the fact that we can't always that we could actually get too far ahead of the standards with technology and we don't see a lot of benefit but the advisory side of the house is wide open for us and that's where we're gonna see I think the most impact in most of our firms follow very closely about the practice management side one of my favorite quotes and this is the key to why analytics can do so much and that is the data as neutrals to people using it then have an agenda and right out right there to me that tells us all of the potential that we have essentially what that means is we can do anything that we want to with analytics we're not going to be held back we're not going to be kind of tied by you know the data can only do a certain thing we can only use it certain ways that's not the case at all the biggest challenge that you're going to face in applying analytics and again those that have attended the bootcamp they they've echoed this they've said that that's the number one thing they're trying to figure out is what exactly does analytics mean for your firm it doesn't mean that you're going to better serve your healthcare clients by doing claims related analysis to identify opportunities to save to save money to generate more revenue is it going to be something where you're advising your clients through better financial transparency you're already doing the accounting services for them now you're providing them more transparency and more insights so instead of being a bookkeeper now you're a strategic CFO you've got to step back and say what exactly is analytics gonna mean for us and I'll tell you in part of the program is actually helping you figure out what analytics means for you that's one of the things that we will do a lot of firms that I've talked with think that it's harder to find the expertise the technicians the software all of that in my view is way easier then figuring out what you're even going to use analytics for to start with once you've figured that out the rest of it is I'm not gonna say it's easy but it is much more fluid and logical because once you figure out the problem you're gonna solve and what analytics means for your firm there are so many software solutions out there there are so many technologically proficient individuals probably already in your firm that you're gonna overcome those challenges probably more easily than you are figuring out okay exactly what does analytics mean because there's so much opportunity out there for us now there are some other challenges that are out there one of the key things is is through using analytics the thing you don't want to do is overwhelm clients with more data we have to be very intentional when we apply analytics so one of the approaches that we will take and even if you don't attend the bootcamp want an approach that I would encourage you to take is first figure out what are the client problems that you are going to solve using analytics once you figure out the problem that you're going to solve you can now start to understand how you're going to offer that as a solution what software you might need what technical expertise you might need do you need technicians you need somebody with more business acumen exactly what do you need but if you're solving clients problems especially your best clients problems you're gonna strengthen those relationships and to me that's one of the biggest opportunities that we have with data analytics is it's an opportunity for us to strengthen the relationships that we already have with our best clients so let me give you some examples as to client problems that you could solve using analytics it's one of the more common questions that I get or what are some client problems that you could solve one of the most common problems that we could you could solve using analytics that is a profession we could solve is helping our clients better understand their financial information and how their operational decisions tie to their financial information so what I mean by that client accounting services seems to be one of the most common areas and accounting firms today more and more firms I talked to are investing more heavily there they're offering more of that and I love that idea because it's truly an advisory area of the firm the other nice thing about client accounting services is we've got an advisory area of the firm that it's by definition an annuity project it's annuity work those clients that are hiring you to do their outsourced accounting or doing their bookkeeping or whatever you want to call it they likely don't have the financial expertise in-house to do it which is why they hired you and by definition that means they probably also don't have the financial expertise to tie those financial results back to business decisions and back to processes that they change on the operational side of the house if you can take that information that you get on a weekly daily monthly whatever the right frequency is however often you get the financial information once you get that now you lay some analytics on top of it that are focused on processes and operations and measuring how how operational decisions and changes impact the finances now you can go back to your client and instead of saying here's the financial statement you can say here the financial statements and oh by the way here are some recommendations that we have based on your operations and your processes that will help you make better decisions that will result in better financial performance that's one example of a problem that you can solve and that's probably one of the easiest problems out there to solve another one that we often see is fraud risk my background is with the National accounting firm in the forensics practice where I ran the big data and analytics and digital forensics practices for two years before I ended up believing in public accounting and we launched those practices and then led them and what we found is that fraud risk is a universal risk everybody has it not everybody's willing to address it but everybody has it so it works across all clients and it's a great conversation it's a great way to get in the door with clients and identify in fraud risk is a great application of analytics one of my favorite areas were purchasing cards so if you think about it most companies have a procurement card or a corporate credit card and what we find is that there are policies and procedures around those cards and that really defines the risk policies and procedures give way to rules which give way to easy traditional analytics applications and that's such a great area to help clients solve a problem which is we have fraud risk that keeps us up at night may not even be material but it's one of our biggest concerns now we're able to solve that problem for them give them that peace of mind and it makes great an annuity work it's it's leverageable work so it's highly profitable work and it's strengthening that relationship that's just a couple examples of problems that you can solve the other thing that we have to consider and that we have to overcome a little bit is the fact that an analytics service line is gonna have a different business model on a different team then you're gonna have four auditor tax I actually think this challenge is a great opportunity because as we think about how our firms need to progress into the future this is such a good opportunity to introduce new ID and new perspectives and new ways to run the business one of my favorite ways to do that is through the pricing when it comes to analytics much of this is going to be leveraged because you're gonna be using technology and Terry I love your question here is there a software program that you see being used more frequently than others for data analytics and AI and I'll answer that in just a moment but those technologies those software solutions they are gonna allow us to leverage what we've done we're gonna be able to automate procedures which means we're not gonna sell our hours anymore we're gonna have value pricing if the project's worth 10 grand you're gonna price the project to 10 grand if it takes you five or two or three to eight to do it it's really irrelevant other than a profitability standpoint you want to make sure it doesn't cost you 20 but you're able to start using value pricing and higher realization and leveraged models and that's a different model than we're used to it's a great way to get that in the other thing that we have to consider is our team is going to be one that's likely going to be much more collaborative you're gonna have to have a mix of business acumen ability to communicate ability to do data visualization the ability to analyze data and think technologically and be technologically proficient it's rare that you're going to find one person that does it all you're likely going to have a team approach a collaborative approach the great thing there again this approach may have people that aren't your traditional CPAs on the team but now they're a resource to the entire firm and that's a both the challenge and an opportunity because now you're managing the leading people that aren't accountants to the question of software I don't know that I see a program that is used more often than others what I find is that most accounting firms from the traditional analytic space are typically using idea or ACL I don't know who is the market leader so to speak right now I can tell you from the firm's that have attended our bootcamp in the last last two months I would say about two-thirds have used idea just shy of a third of used ACL we had one firm that was using Arbutus which is another competitor in that space the other programs that a lot of folks are using or a mix of tableau power bi or domo which is another competitor in that same space from an artificial intelligence standpoint quite a few of the firms have been testing out solutions like mine bridge some are looking into solutions like SAS or Splunk outside of that in my experience even the open source programming solutions that allow you to build your own machine learning and artificial intelligence models are an option that requires a different skill set so from the off-the-shelf software standpoint those would be the ones that we see most often I don't know that there's a right one or a wrong one and one of the things that we actually talk about in the bootcamp and I mentioned this again in a moment is we're not so much focused on by the technology and then find the solutions that can solve a much rather you figure out what are the problems and the solutions you're gonna offer and then figure out the software that allows you to do that from that matter I have seen firms offer spectacular solutions using Microsoft Excel it's not the best solution but it is probably the most universal solution and you can do a lot with it it's a willingness to figure out what's the right problem and how can we solve it one of the things that some that we often in the advisory side you struggle with as well isn't going to be an annuity model and I'll tell you that I do think an analytic service can be an annuity model it has the potential to be to drive growth and actually transform what we're already offering into an ongoing advisory service I mentioned that with the client accounting services level one would be something like we're gonna be doing we're gonna be doing the bookkeeping level two is bookkeeping with some analytics level three is strategic CFO services it allows us to start to add more robust services to our offering which I think can be very important to us we have to be intentional about that we have to approach it that way we talk strategy around this on the second day of the bootcamp actually how are we gonna do that how are we gonna price it market it message it who are we gonna talk to and what are the right clients for this annuity model one of my favorite quotes and I heard this last summer at aicpa engage from Mark Koziol as we as a profession can't wait for regulation to disrupt us we need to disrupt ourselves and I really believe that I think that the challenge that we're seen as some of the disruption right now is coming on the attest side where we have standards and we do have to make sure that we don't get ahead of them the advisory side provides us the opportunity to kind of get away from the regulation and actually start new business models and new approaches and that's what we're talking about with this some of the big benefits and the why you would want to have data analytics the big one is the top one up there it's really organic growth analytics services are a great way to tap into your best clients your AMD level clients that you've already got really utilize them to be successful grow more revenue deepen those relationships you know develop those raving fans and that's such a great benefit of this type of a service line it can also help I hope in a number of other ways differentiation and positioning in the market I heard somebody here recently asked me on LinkedIn when I was posted something about this boot camp and somebody said oh I thought all accounting firms have in analytics service line and no it's really not the case not that many firms do a lot of firms are still in those early phases so it can be a really good differentiator and a really good marketing position market position type of service for you the other thing from my vantage point is it can really help create some new career opportunities within the firm and especially for those individuals that may not be the traditional I want to go audit our tax route but they're very technologically proficient and they have that passion it's such a great way to let someone maybe younger in their career with that passion and that drive for technology to really take something and run with it and build a whole new service line and revenue line for the firm and it's a great way to create new career opportunities because they're essentially building it themselves which i think is wonderful and then you've obviously got some other benefits you know it's going to help clients with our operations if we apply it internally it helps us with operations and we're not waiting for technology to change our industry we're going out or being more proactive so what are some of the benefits of our program specifically and we were very intentional about this program when we when we were thinking about and designing this program what we found and this has been my experience for a number of years if you go to conferences you go to programs there's roundtables mastermind groups all these different things there is an enormous amount of discussion that is very theoretical about what analytics could do and I'll admit I have given those conference presentations about what it could do they're very theoretical it's not actually a how-to and it's not it's not the here's what you need to actually create and build a service line it's very much more here all of the wonderful things you might be able to do at some point in addition to that here at upstream we very very much been a proponent of exploring new service offerings new service lines new partnerships developing processes but one of the things that we realized we have not done is we haven't actually put together a program that step-by-step walks you through how do you actually launch a new service line again we've talked a lot about its importance the benefits of it why you should do it but we've never done this step-by-step so that's really where this program comes in it takes the theoretical discussion around analytics and the benefits of launching a new service line and it really puts it into a two-and-a-half day program with some homework in advance where you really are talking about the how to launch a new service line now I'm not going to get technical on the how to use software we're not doing that the software companies do that really well I don't need to do that what we're gonna do is we're gonna give you the knowledge the framework the strategy to actually create and execute and implement a brand new service line within your firm and we are very intentional about how we do this you've got to work when you're at this bootcamp I will tell you that in advance there's probably a good 15 hours maybe worth of work it's gonna depend on how much effort you've already put into this I've talked with some firms that said you know we had already done a lot of research planning thoughts around launching an analytic service line it only took us a couple hours to go through and really get all of it on paper we already had most of it had some questions and then we've had some firms that signed off late toward the beginning of the bootcamp and they said oh my gosh I didn't have near enough time to go through this and they had a good three weeks it wasn't that they were working forty hours a week for three weeks to do it but having those conversations are mentally thinking through and having the the discussions internally around what is the vision why are we doing it what are our goals what are the financial aspects all of that comes together so it's very intentional and how we do this because what this will do is when you leave you will not only have the framework and then the strategy you're also going to have your initial solutions you're gonna have what you need to go back and actually create and launch this service line within your firm and we give you a hundred and eighty day launch plan at the very end that will get you from the bootcamp to actually launching the service line now some firms may do it faster or slower but that we've used 180 days as our goal so this moves away from the theoretical and it really gets into the application side of things so here are the program components and again if you have additional questions by all means please send these in as as as we go here I'd love to answer any of them that you have I will be instructing the bootcamp as I mentioned earlier I actually helped to build and launch and then I led for two years the big data and analytics practice for a national accounting firm I was with bkd out of Springfield Missouri I've been speaking on this topic for a number of years I've been speaking on analytics probably for about the last seven or eight years I now speak internationally and nationally for the Association of Certified Fraud examiner's as a faculty member again on analytics in that case the specific application is fraud prevention and detection but I've that experience and what I've learned along the ways and what worked what didn't work and try to bring all of that to you to help you get there and a much more streamlined manner than I did learned a lot along the way I want to make sure we bring that experience to you our goal for this program is simply that once you've completed it you will have what you need to go launch a successful analytic service line the one thing that I can't give you is the actual ability to execute that's the thing that you're gonna have to do on your own but we'll give you the plan and the steps that you need so that you can go back and execute on it and actually launch this service line within your firm to do this here are the things that we're gonna help you understand we're gonna help you figure out what is required to actually be successful with an analytic service line we'll talk about what works what doesn't work challenges to overcome pitfalls to avoid the approaches that typically are more successful so we'll talk about that then we'll help you develop a plan to actually get this analytic service line off the land off the ground and we will provide you the steps that you need to actually launch it we will do part of that both before you get to the bootcamp you will have some homework and then when you get to the bootcamp we will be working hard that entire time it is not a two and a half day lecture series I will tell you that it is not two and a half days of lecture what it is it is it is a mix of lecture and you working in your with your firm on your plan so the seating at this is not mixed up where we have different seating or where you're with other people from other firms and your brain know what's gonna happen is you're gonna bring another individual at least one so we've got to have at least two people from a firm could be more you're gonna have a table for your firm and you will be working at that table and as you're working I'll be doing some lecture then well as you're working I'll be coming around answering any questions helping you overcome any barriers hurdles struggles that you're facing we'll share collectively as a group so we'll learn from the other firms in the room as well so the end of this we've answered as many questions as possible and you have the most detailed plan possible to go back and launch this service line within your firm now the program itself the bootcamp is designed for your launch team and your launch team we define that as the group of individuals that are responsible for building and then leading the service line we require that you have at least two individuals come that's how the pricing is built out because we don't want one person doing it becoming a silo you want at least two people some firms bring three we've got a couple at this at the one up coming in October that where we've got firms bringing four people but you want to make sure that the individuals that are responsible for building and leading the service line are the ones that are there that does not mean that they're the IT expert or the technical expert there are benefits of bringing a technician because typically they can think a little bit more about what the software could do and how you could apply it that said they don't have to be the one that's there you do need somebody that understands how to run a service line and how to lead a service line within the firm you will want that person there sometimes that's at the partner level sometimes it is senior manager or a manager level if you've got a young staff that you're thinking might be the one that leads this and has the passion I'd encourage you to bring them we have had individuals attend the bootcamp ranging from I think the youngest had four years of experience with the firm I take that back two years of experience with the firm and we've had managing partners attend as well so there's a variety that can attend it's up to you as to who is gonna lead and launch this service line that's who we would encourage you to attend they don't have to know how to use the software that is not the important part the logistics of this next session the next session will be held October 14th through 16th in Atlanta Georgia the cost for the program is thirty seven hundred dollars for two attendees plus you have to pay your travel expenses of course but the registration fee is 3,700 each additional member that you would like to attend from your firm would be $1100 they're free URI if you're an upstream Academy Network member there are discounts off of that that'll be reflected in their registration we do limit the number of firms that can attend each of our boot camps to 12 firms that way we have the right number of firms for sharing and to where you have the opportunity for the one-on-one conversations with me at the boot camp so we limit it to 12 at this point just before the start of the boot camp I double check to confirm eight firms are already registered for the October 2019 session so we have four spots available for firms that doesn't mean that eight people it which simply means four more firms are are able to sign up for the October event so if you're thinking that you would like to attend the October event I say that to encourage you to sign up sooner not later we only have four spots available at this point for October we've had a quite a few registrations just in the last week alone there is a likelihood that high likelihood we will do a session in 2020 we do not have any dates or locations or anything set on that yet that will be dependent on demand for an additional session so again October 14th through 16th I understand that goes across the October 15th deadline traditionally the individuals that attend this aren't busy on tax work because normally on the advisory side so that hasn't been a huge concern I do understand that in smaller firms that is a possible concern and we we recognize that but wanted to let you know there are still four spots available for firms now with that registration here's what you get the launch team and really whoever it's those individuals that are registered will have access to this obviously they can provide it as a resource for the firm there will be a launching data analytics one on one online tutorial that we will provide that is a video tutorial that will walk you through the bootcamp preparation workbook though and they will get access to that workbook and additionally the two and a half day launching data analytics bootcamp after the boot camp we've added this just in the last last couple days the other thing that we will add that's tied to that boot camp is there will be a private LinkedIn group for all attendees of the October boot camp to continue sharing and resources and asking questions and successes and failures and struggles and all of that if you'd like to continue networking with the attendees from your from your group so that will be available as well so that's what you have access to the launching data analytics 101 online tutorial will help you in defining what analytics mean where you're initially going to be focused what your client's needs are some of your competitors differentiators and help you identify what is your who is your launch team what roles do they need to fill if you already know your launch team you can just have them watch the tutorial and go through the workbook if you aren't sure have the partner group or whoever is going to be tasked with identifying the launch team watch this tutorial and that will help guide you in that way as well from there the bootcamp preparation you will have a workbook that will help walk you through and capture as much of the information as you need it's really designed it is your resource it is designed to help you get the information that you need all pulled together in one spot so that we're we're together in Atlanta we can work you through that and actually get you that plan that you need and get that defined so you've got to have a little bit of pre-work in advance for the bootcamp itself it's a two and a half day interactive boot camp again we're gonna do a lot of different things within that you will define what the services and the solutions you're gonna offer are we'll talk about the technology and how to use it we will talk about training marketing both inside and outside so internal marketing outside marketing we'll talk about sustainability and profitability one thing I would encourage you whoever is leading this and is gonna be on your launch team should have a fairly basic understanding of how profitability works within your firm it's a useful useful knowledge to have here's the agenda just to give you a little bit more meat on the bone so to speak day one is all about defining the service line by the end of day one you will know here are the client problems that we're gonna solve probably three to five is what most firms are coming up with three to five problems you're gonna solve what the solution looks like how you're gonna deliver it what your differentiate errs are why you're gonna be able to stand out from your competitors and how we're gonna price it and we'll talk strategic and value pricing along the way so you will have the service line defined by the end of day one we'll talk challenges we'll talk barriers we'll talk what will be required for success we'll get all of that on day one on day two we're gonna talk about how do we integrate this thing into your service and into your firm so we'll talk about making an annuity practice what are the additional values that are added for the firm how do we actually make sure that this is sustainable and has longevity and it doesn't die within a year and it's not all tied to one person we'll talk about finding the right clients for a new service line and we'll also talk about a methodology and a process for how to implement change because a new service line is change and how to get that buy-in to make this a successful change within your firm and then day three wraps up by talking about profitability we'll talk more technology then this is our first focus technology discussion it comes up in other times and then we conclude the morning going through your first hundred and eighty days here the things you need to do the people you need to talk to the clients you need to be marketing to the training that needs to be performed to give you a 180 day launch plan and then we'll conclude with the golden nuggets which we conclude almost every upstream event with what are the things that were the key takeaways for you that we need to make sure our action items beyond your launch plan for you so that's what the bootcamp looks like that's the the program the components and everything what I'd like to do now is just completely open it up feel free to chat in send in through the Q&A panel any questions that you have a love to answer those anything that you have about the program I'll stay on here and try to answer those for you all right the first question that I see that's come in is how do we register so if you go to our website upstream Academy comm on the left hand side there is a launching data analytics link if you click on that you can register directly from there in addition Georgia will be emailing you a link after this call that will contain that registration link in it as well so that will allow you to go ahead and get registered if you'd like to do that let's see another question here what about software do we need to bring anything with us from a software standpoint you don't have to have any software before you get before you get to the bootcamp in fact we will talk about different solutions as we define the service line and then if there are certain solutions that we talked about that you would like to learn more about we do have some contacts some that I've worked with over the years that the various software providers out there I'm happy to do introductions to help you kind of get to the right person there but you do not need to have any software you don't need to have anybody that is IT technical there is not a requirement to attend this at all but the last question that I'm seeing right now and Ginny if you see any others who's the ideal candidate for the launch team yeah as I think about the launch team two different candidates two different types of people really do come to mind the first like I said is somebody that can they can really lead a service line somebody that has that ability to to lead a service that does have the ability to really develop business and think big picture I think that's a great person to have now the other the other ideal candidate from my mind a couple firms have actually taken this approach and I think it's been really successful for and talking with them after the fact if you've got a young rising star in your firm that you're looking to really get engaged and you're really and they're really technologically proficient and passionate about technology that's such a great person to bring because this really gets them engaged in the process early on and it allows the to see maybe a path forward to building a new career opportunity so I think that could be a really really good ideal candidate let's see does the bootcamp qualify for CPE yes it does the bootcamp does qualify for CPE the natural follow-up question that's gonna be how many hours and as I think about it Ginny you can correct me if I'm wrong I want to say I want to say it's right around somewhere between 16 and 20 hours I believe is how many CPE credits it is because we go eight to five both Monday and Tuesday or I'm sorry yeah Monday and Tuesday and then we'll go eight to noon on on Wednesday so it'll be a good two and a half days so you do get a decent amount of CPE in addition in my experience how quickly after the boot camp do firms obtain their first data analytics client you know it's been mixed we have some firms that have not yet landed in an analytics client because they are still really early in the process I had a couple firms that actually had prospects and clients lined up that they were meeting with the next week where they were able to get a project to just simply based on some of the approaches that we had talked about so it's it's gonna depend on how far along in the process the firms are if your firm has not really contemplated analytics yet it may take a little bit longer if you've been thinking about it and it's really this is just kind of solidifying it and putting it into a plan it can be much quicker like I said the fastest has been the week after and then we have some that have yet to do that which makes a lot of sense our most are most firms only using an out-of-the-box system or others using larger more extensible services that require sequel experience I don't I would say that most of the firms that I have worked with through this bootcamp are using out-of-the-box systems because they are easier to use quicker to get up to speed on and they allow more flexibility and who can work the projects a lot of it depends on what client problems you're looking to solve I know that in the practice that I was leading a lot of our solutions were out of the box we had a couple solutions that we started to offer that did require sequel experience and for that we were very intentional about making sure that we had the right expertise in-house before we offered those services so there is a little bit of a mix most firms will start with the out-of-the-box solutions where they can get that traction a whole lot quicker and Ginny thank you for the update the total available CPE credits for the bootcamp is 22 so there's a possibility of 22 CV credits assuming you attend all of the sessions our most firm starting out with value pricing services or working up to it over time with analytics we are encouraging that they start with value pricing services especially with the fact that a lot of leverageable analytics services are going to become more efficient over time it works really well to use value pricing right out of the gate because what it allows for is a more predictable revenue stream and knowing that over time the realization while it may not be great at the start is going to get better as they go so we encourage that you start on this new service with value pricing the only exception is if you're providing analytics services for litigation support projects for attorneys most of the time they will not allow for value pricing that's going to be by the hour that's about the only exception so we encourage and most firms have decided that was that we've talked to that have gone through this program are using the value pricing right out of the gate all right I don't see any other questions coming in just yet I'll leave my email address here on the screen Jeremy see it upstream academy.com I am welcome I'm happy to answer any questions that you have you're welcome to send me an email give me a call I'd be happy to talk with you about about the bootcamp questions additional questions that you have that maybe you didn't want to send through the questions panel anything that we can do to help answer your questions about this or help get you started with this please let me know I hope that this has been beneficial for you and I sincerely look forward to seeing all of you that decide to join in Atlanta to this October I think it's going to be an outstanding bootcamp I think it will really help you make a big difference in launching the analytic service line in your firm with that I hope you all have a wonderful rest of your day and I look forward to talking to you soon thank you

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