John Warrillow

Speaker, L&D


John Warrillow

Award-Winning Entrepreneur and Advisor

John Warrillow is the founder of five companies, and the bestselling author of  Built To Sell: Creating A Business That Can Thrive Without You, which was recognized by both Fortune and Inc magazines as one of the best books of 2011, and his new book, The Automatic Customer: Creating A Subscription Business In Any Industry. A regular contributor to Inc.com and The Globe and Mail, Warrillow was called one of the “Top Ten Business-To-Business Marketers” by B2B Marketing. Assessing businesses for over 15 years, he shares his expertise in areas ranging from entrepreneurship, sellability, and the benefits of subscription-based marketing to build–and sustain–success.

John is the founder of The Value Builder System, a cloud-based assessment tool business owners use to assess the “sellability” of their company. The Value Builder System is licensed to a network of 1,700 accountants and other advisors around the world who use it as a succession planning “conversation starter” with their clients. Prior to starting The Value Builder System, John started and exited four companies, including a quantitative market research business that was acquired by The Corporate Executive Board (NYSE: CEB) in 2008.

Warrillow is also the host of Built to Sell Radio, ranked by Forbes Magazine as one of the world’s 10 best podcasts for business owners, and the author of Drilling for Gold: How Corporations Can Successfully Market to Small Businesses.


NEW! Built to Sell: 8 Things That Drive The Value Of Your Company

If you’re like a lot of entrepreneurs, you use your Profit & Loss statement as your report card at the end of the year. You may even use your P&L to figure out what your company is worth by applying a multiple to your profit. But, having worked with more than 17,000 entrepreneurs, John Warrillow has seen examples of companies that fetch up to three times more than the average price for companies in their industry. Likewise, he’s seen cases where companies are worth less than half the average multiple of their peer group.

Why would one company be worth two or three times more than a similar company in the same industry?

John has discovered that there are eight factors that actually impact your company’s value more than the industry you’re in.

During this informative and engaging talk, you’ll learn how to:

*Increase your score on each of the eight drivers of company value

*Maximize your company’s overall value

*Find strategic buyers for your business

*Structure your business to maximize its value

*Accelerate the pace of positive word-of-mouth for your business using the same technique as companies like Eventbrite, Intuit, Google and Apple

*Boost your company’s cash flow in the same way Harley Davidson finances its business

*Differentiate your business using the same methodology Warren Buffet looks for in the companies he invests in

*Minimize your company’s reliance on your personal involvement using some of the strategies Tim Ferriss used to reduce the time he spent in this business to just four hours a week.

The Automatic Customer: Creating A Subscription Business In Any Industry

In January 2013, Avis Budget Group announced they had acquired ZipCar and its 760,000 subscribers for $491 million.

Three months later, Morningstar estimated that Amazon Prime had garnered 10 million subscribers, making it Amazon’s latest billion-dollar business.

Nine months after the Prime announcement, subscription-based messaging service WhatsApp, after gaining 450 million users in five years, was acquired by Facebook for $19 billion dollars in the largest ever acquisition of an Internet company.

What do ZipCar, Amazon and WhatsApp all have in common? They are the pioneers of the new subscription economy. John Warrillow, the author of The Automatic Customer: Creating a Subscription Business in Any Industry, will give you blueprint for building a subscription business. You’ll learn:

  • The five trends driving the subscription economy;
  • How one company turned a $29-dollar average sale into a $7,540 sale and dropped its spoilage rates from 30% to 3%;
  • Why the average Amazon Prime customer spends $709 per year more than the average Amazon customer;
  • The 9 different subscription models and how to apply each to your business;
  • How TIGER 21, the world’s most exclusive investment club for investors with $10 million or more in liquid assets, turned to the subscription model to build their network;
  • How Dollar Shave Club and BirchBox make money;
  • How to capitalize on the Trojan Horse subscription model;
  • The secret psychology of selling a subscription;
  • How to value a subscription business, and the most important ratio you need to understand and optimize in order to attract venture capital investment;
  • 8 reasons why customers quit subscribing and how to make customers sticky for life.

Whether you want to transform your entire business model into a recurring revenue engine or just pick up an extra 5% of automatic sales, you won’t want to miss John’s session.

 

How To Attract The High Net Worth Investor

Do you have enough High Net Worth (HNW) clients on your book?

Attracting HNW clients is a challenge for most financial advisors. HNW investors typically have established relationships with their existing adviser, and the hassle to switch often means affluent clients stay put, even in the face of relatively poor service or performance.

Ambitious financial advisors can feel handcuffed, resigning themselves to waiting decades in hopes that a few of their existing clients blossom into the HNW category.

The alternative approach is to target business owners today. During How To Attract The High Net Worth Investor, John Warrillow will reveal:

  • The three psychographic profiles of the business owner market and how to build a trusting relationship with each segment
  • How to avoid the biggest mistake financial advisors make it targeting HNW investors
  • How financial advisors can capitalize on the natural biorhythms of any business owner
  • How to guarantee that Centers of Influence refer HNW investors to you
  • The secret to converting HNW investors into clients

An Accounting Firm That Is Built to Sell

You started your accounting practice in order to have the freedom to do your own thing – to control your time and your earnings.

But for many accountants, the dream has faded, replaced by the day-to-day reality of running an accounting firm: clients demanding your individual attention, trading time for money, chasing receivables, arguing with the IRS, and worrying about disappointing clients.

It’s time to get back to the reasons you started your practice and create An Accounting Firm That Is Built to Sell.  During this 55-minute presentation, John Warrillow, five-time entrepreneur and the author of the bestselling book Built to Sell: Creating a Business That Can Thrive Without You, will show you how to:

  • Structure your practice (using The Scalability Trifecta) so it runs without your personal involvement;
  • Scale up your practice so it can grow without you having to do any selling;
  • Value your firm in the same way that an acquirer will;
  • Drive up the value of your practice so you can achieve a premium multiple over the industry standard of one times gross recurring fees;
  • Accurately predict the performance of your company in the future so you can sleep well at night knowing that your clients will stay and will refer you to others;
  • Benchmark your practice against other CPA firms in the United States and the best-of-the-best businesses anywhere in the world.

**See video clip “How to Create a Sellable Business”**

The Freedom Workshop

Target Audience: Business Owners
Duration: ½ day to Full Day

You started your business for the freedom that comes with running your own company: the freedom to earn what you deserve and to work for whoever you want, when you want, and from wherever you want.

The challenge is that for many business owners the dream remains elusive. In fact, you may feel trapped in your business because:

  • you know more than anyone else in your company about your industry;
  • your customers ask to deal with you personally;
  • you are involved in the building or creating of what you sell;
  • and you are your company’s best sales person.

The Freedom Workshop is an interactive, sleeves-rolled-up session, dedicated to getting you back on track to gaining the freedom you deserve as a business owner. You’ll learn:

  • How to recognize when you’ve fallen into The Owner’s Trap and the steps to take to pull yourself out;
  • The three attributes of a scalable business model;
  • The eight factors that drive the value of your business;
  • The valuation technique used by professional business buyers;
  • How The Switzerland Structure bulletproofs your business from demanding employees, overbearing customers, and suppliers who hold you hostage;
  • One simple technique for eliminating cash flow worries;
  • The one kind of revenue that can triple the value of your business;
  • The six forms of Recurring Revenue;
  • The two essential elements of your marketing plan you need in order to avoid commoditization and costly price wars;
  • The one question you need to ask your customers to predict the likelihood that they will buy again in the future and refer you to others.
  • How to benchmark your business operations against the world’s greatest companies like Amazon.com, Apple, and Google.

Give John one day of your time, and he’ll give you your life back.