You can quantify successful sales well before they arrive. This identification and analysis starts with raw numbers then looks at conversion rates and probabilities and with the incorporation of your market strengths and competitive advantages gets formulated to success rates. It can be complex or it can be simple, but the numbers don’t lie. It [...]

Promotion, demotion and opportunity You can learn a new skill, today, for free. You can take on a new task at work, right now, without asking anyone. You can make a connection, find a flaw, contribute an insight, now. Or not. In a fluid system, when people are moving forward, others are falling behind. The [...]

In looking for fresh insights and opportunities to change, inviting a colleague, business associate or discipline specialist to come in and spend a day in your shoes may well create more opportunities than you’ve considered. It’s our business and we become de-sensitised to a lot of the activities that right now need to be addressed [...]

The vital piece of this analysis is recognition of two things: Pay rates and how they’re based Your expectations Q1. Revolves around whether you paying them what they were worth (based on history and yes they’ve tried hard) or is it what they’re currently bringing in in terms of return on your investment, or is [...]

Do you deliver more than you take out? Do your key staff members deliver more than you pay them? Often this can be done based on a calculation of total sales against total staff and find out just how much the “average staff member” is costing you and how much the average staff member delivers [...]

There are hundreds of decisions made in your organisation each day and these can be categorised into mission critical or cash critical. The challenge is always for the cash critical decisions to end up on the owners/directors desk and the mission critical elements to be managed by your team. Having difficulty in delegating in these [...]

Our evolving businesses require these on a far more frequent basis than ever before. These will start when we ask ourselves those difficult questions that we have been avoiding. The conversations that follow with our advisors are the start of questions that we need to be pitching to our clients, our developers, our artisans, our [...]

Every grocer has to decide: when packing a quart of strawberries, should your people put the best ones on top? If you do, you'll sell more and disappoint people when they get to the moldy ones on the bottom. Or, perhaps you could put the moldy ones on top, and pleasantly surprise the few that [...]

This relates to clients, it relates to your directors, it relates to your suppliers and it means you’ve got to understand what these stakeholders need. When you know these things, you will be able to prioritise your responses, remove the fluff and distraction, and focus on mission critical, mission building exercises.

It’s only through understanding your strengths and weakness, your points of knowledge or your points of ignorance that you can develop a meaningful and functional network. At a very personal level, I know little about the vagaries of digital technology, but I’m fortunate enough to know specialists in this area who can advise and support [...]