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Develop Relationships: Business & Friends Improve Substantive Skills Share Collective Wisdom Develop Business Connections Influence Someone Providing major portfolio owners with a single source for all their property tax reporting and tax reduction needs. Local Expertise with National Representation Inclusive Advocacy - from Administrative Levels Through the Courts APTC's effectiveness on behalf of its clients is enhanced by its knowledge sharing techniques. Our member firms are on the forefront of the legal precedents and valuation methodologies "Our mission is to provide the best quality property tax service locally and nationally by understanding and addressing the needs of our clients, focusing on continually improving our substantive ability and creating an organizational culture committed to mutually supportive and responsive behavioral values" Commitment to continue to improve our substantive property tax abilities so that we are truly the best at what we do“ "Commitment to understand and provide the range of property tax services that are routinely provided in your jurisdiction“ "Commitment to be a team player that respects and understands the needs of your fellow members and the organization and attempts to address and fulfill those needs“ "Commitment to create an organizational culture that values and nurtures professionalism, integrity, accountability, loyalty and trust“ "Commitment to continue to develop an understanding of and address the needs of the clients you service on behalf of your members“ "Commitment to assisting fellow members in providing a national network“ "Commitment to perpetuate the organization" Client Value Added: Trusted Referral Source Make Money Double-click image to play video. A Summary What? How? Why? Why does not mean making a profit that is a result that everyone wants. By Why I Mean: ◦ ◦ ◦ ◦ ◦ ◦ What's Your Purpose? What's Your Cause? What’s Your Belief Why does your Organization Exist? Why do you get out of bed in the morning? And why should anyone care? To Be “of service” to You To Make Your Property Tax Life Better Because We Have a Passion for What We Do There is No Finish Line So This is How I Get To Why “Our Mission (our why) is: to provide the best quality property tax service from start to finish by understanding and addressing the needs of our clients focusing on continually improving our substantive ability creating a team culture based on mutually supported high standards” Continue to Improve Our Client Connections So They are Better Than Any Other Firm By Far Continue to Improve Our Substantive Abilities so that Individually and Collectively We are the Best at What We Do Create an Efficient and Effective Business Structure Create a Team Culture That Values and Nurtures Professionalism, Integrity, Loyalty, Accountability and Trust Foster Business Development to Ensure a Strong Economic Foundation for the Strength, Security and Future of Our Team and Ourselves Improve Our Marketing Ability Improve Our Legal Ability Improve Our Appraisal Ability Improve Our Client Service and Connection Ads in two publications Writing Articles for placement Hank Sherry Marketing Budget Client Seminar Web site and e-blasts APTC currently does not have a comprehensive effective marketing plan APTC marketing efforts contribute very little to finding, developing and finally obtaining clients either for the Group of for Individuals APTC marketing efforts contribute very little to developing marketing skills The collective skills of APTC should be utilized to improve our individual and group marketing skills. As a starting point, it is recommended that attention should be directed to the following areas: How do we cross-market better? from EXISTING CLIENTS) (BRING IN BUSINESS How do we become better individual marketers of prospects? (LEARN SOMETHING USEFUL) First: Identify the Prospects (currently unknown) and Make Some Physical Contact Who are potential prospects (What property owners/companies) Who are the decision makers What states are they in What properties do they have Who represents them now if not us Second: Pitch our Story Over Time and Assuming It is a Good Story They Will Come Why Should Members Actively Pitch APTC to Their Clients What Limits Members Pitching APTC to the Clients Why are We Better or Different Than Ryan or Poer (and it is not because we are more skilled) Develop the APTC Story Line Develop a format in which we discuss who our closest and best clients are Develop a generic prospect list without member client affiliation based upon the cross marketing principals What property owners/companies Who are the decision makers What states are they in What properties do they have Develop a Written APTC Marketing Pitch Each of us have marketing experience Gather ideas of how various members market What have you found successful and what have you not found successful. Marketing is a dynamic process and the more ideas and concepts you have in your marketing arsenal the more effective you may be. How do you identify prospects? How do you make contact with prospects? How do you describe your firm to prospects? How do you distinguish your firm from other law firms? How do you distinguish yourself from consulting firms? What questions do you ask prospects to get them engaged? How do you address the lack of a national platform? What kind of fee arrangements do you offer? How do you address properties that you have limited experience with? How do you pitch the APTC? What do you view as the role of your website in marketing? What role does IPT and similar meetings play in your marketing. Do you hold client seminars? What worked and did not work at your client seminar? What role do you believe going to dinner and other socializing plays in your marketing? Do you join trade groups for marketing purposes? Do you market to lawyers? If so what is the pitch? Do you use a firm brochure or other handouts? Do you write articles other than for APTC and how do you get them published. Whether You Say it Out Loud or Not… Review of Co-Counsel Fee Amounts Review of Co-Counsel Fee Entitlements & Rules Review of Co-Counsel Fees for Small Properties Review of Co-Counsel Fees for Small States The Marketing Committee should interview members of the group and make a presentation or have members make a presentation at each meeting regarding these and similar concepts. . APTC has extensive legal knowledge and experience. This includes cases we have worked on, cases we are aware of, brief’s we have written, trials participated in, appraisers hired and appraisals reviewed There are many aspects of this legal knowledge and experience which would be beneficial to share. Currently, there is no efficient and effective way to share that legal knowledge and experience. For example, we mention cases on a surface level. However, there is no elaboration of what is to be learned. It would be useful to have an in depth presentation of a case or several cases that has potential impact or potential thought provoking This would increase knowledge and through brain storming provide some useful tools in our own state. It would also be useful to discuss trials, use of expert witnesses and review of appraisal reports. There also may be some related discovery or expert cases that would be of interest. Trial court ordered production of all projected financial statements, income statements, balance sheets, cash flows and operating economics related to the property Trade secret privilege Material and necessary for the fair adjudication of the case What types of properties impacted. Create a Legal Education Committee responsible for improving our legal ability by making a presentations or arranging for member presentations at each meeting with an in depth discussion of an important case or legal related issue or experience. The fundamental basis of what we do is the evaluation of the market value of a property. It is clear that we have different levels of knowledge, ability and sophistication in appraisal ability. Are you satisfied with your appraisal ability? Do you think your appraisal ability is the elite of tax consultants and tax lawyers? When a member refers a client to another member of APTC, we are in a sense vetting the member and assuring the client that the member has a high degree of appraisal ability. Have you ever had this APTC experience? You refer a case and a member responds with who is going to do the valuation workup or analysis. It would seem to be a crucial element that we all strive to improve our appraisal ability. Are you a big box store expert? Big-box stores are becoming obsolete due to online shopping “Sale-leaseback” transactions are no good The best sales are “dark stores” The success of a store is irrelevant. In fact -that’s value in use Big-box stores have functional obsolescence due to the cost to convert to something Restrictions on Future Use Create an Appraisal Education Committee responsible for developing an appraisal education program so that at each meeting we increase our individual and collective appraisal ability APTC Membership Goal: Improving Client Service and Connection Each firm is a service provider APTC members should do more than provide a service they should be “of service” There should be no finish line when it comes to improving client service A worthwhile goal would be to learn how to better develop our client service and client connection Much of the day to day operation of a law firm involves service to our client’s and prevention of mistakes that diminish the connection with the client. A focus on what firms do to enhance this goal would be very useful. What are client needs for billing? What are client needs for reporting? What are client needs for budgeting? How do you process refunds? Do you have a telephone call return policy? How do you keep your clients updated? How often do you meet with clients? What kind of management and reporting software do you use? What is the image you want your receptionist to project and how do you get there? What image are you trying to project with regard to business cards and stationary? Do you have a mission statement and or core value statements? How do you use them. Do you send out Christmas greetings and if so what do you wish to convey and why? How do you handle compliance work. How do you train your new lawyers or consultants? Do you have a succession plan? What do your valuation workups look like and what are you trying to convey? What are the particular strengths of each firm. What are the Essential Elements of a National Platform? ◦ Appeal capability in required states which includes developing workups, appearing at the administrative level and representation if necessary at the court or tax appeal level. ◦ Single source negotiation of fee and service contract. ◦ Single source management of appeal process. ◦ Single source of reporting ◦ Provision of compliance services ◦ Provision of budgeting/accrual services TASK THE DEVELOPING BEST A PRACTICES CLIENT COMMITTEE CONNECTION AND WITH CLIENT SERVICES EDUCATION PROGRAM SO THAT AT EACH MEETING WE INCREASE OUR ABILITY Change our committee structure to provide the foundation for action so that at each meeting we continue to provide the opportunity to improve our skills Refocus Marketing Committee Appoint a Legal Education Committee Appoint Appraisal Education Committee Refocus Best Practices Committee on Client Service and Connection Friday February 5, 2016 8:00 – 8:30 Continental Breakfast in hotel- Crystal Room 8:30 - 9:00 President’s Report 9:00 - 9:30 Treasurer’s Report/Budget 9:30 – 9:45 Break 9:45 – 11:00 Appraisal Education Committee Presentation 11:00- 12:00 Marketing Committee Presentation 12:00 – 1:00 Working Lunch: Comments on “items of interest” from various states (sign up required-coordinated by Best Practices Committee) Saturday February 6, 2016 8:00 – 8:30 Continental Breakfast in hotel- Crystal Room 8:30 - 9:00 Seminar Committee Report 9:00 – 10:00 Legal Education Committee Presentations 10:15- 10:30 Break 10:30 – 11:30 Best Practices Committee Presentations 11:30 – 12:00 Misc. Committee Reports (if any)
