Improve your business 1 small, bite-sized (2 hour) module at a time
24 modules over 12 months, with built-in revision to make sure you’re making good use of what you learn.
Each of the 24 self-contained modules, delivered live by your practical, skills-oriented advisor has:
How much time do you need to allow?
Outside of attending the module sessions, there is very little pre-work. What there WILL be is an action to be taken after it. This does not need to be time consuming – but we suggest that you allow an hour or two. (If you can’t afford an hour to take action afterwards, then you’re probably not ready for the program.)
We also have revision sessions to ensure your understanding, along with email and phone support. So when you get back to work and find out that you “missed something” – you can get access to what you need when you need it.
We don’t TALK about how you should work on your business – we get you WORKING on your business – with all the support you need to take action.
Too much structure?
If fortnightly group meetings are not your speed – that’s fine, we have Virtual delivery modules available as well. These self pace modules provide full coverage of the module content – including the tools and recommended homework.
They also include regular live Q&A sessions for complete learning.
Explore the program modules:
MODULE 1 - STRATEGY
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Understand the difference between Strategy and Tactics
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Define your Business Strategy
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Discuss the importance for business elements to be in balance – it’s a collective being
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Audit and understand your capabilities
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Define your vision (important to have a target)
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5 Zones of customer value
ACTION TASKS – Identify 3 Actions to start migrating your business towards this strategy position.
MODULE 2 - FINANCE
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Providing and understand of your margin
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P&L basics – what you need to know
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Incremental improvement – the Power of 1
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Basic Overhead Cost Recovery Calculator – with pricing being part myth and part mechanics
ACTION TASK: Identify 1-2 clear actions to improve your pricing, billing efficiency or incrementally improve your net profit performance.
MODULE 3 - MARKETING
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Marketing is all about attracting interest
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360 degree definition of your Target Market
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Defining the problem you are solving and why you are special
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Marketing options and costs
ACTION TASKS: Identify 2 actions that you will take to improve the marketing of your operation.
MODULE 4 - REVENUE/SALES
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Selling – process, presentation and collateral
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Define you sales pathway – map it out for duplication and efficiency
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Up-sell / cross-sell for maximum value
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Pitfalls – identifying them and how to avoid
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Asking for the business
ACTION TASKS: Identify 2 actions to improve either your closure rate or the volume of your sale.
MODULE 5 - WASTE
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Waste comes in many forms and is a dangerous cashflow thief
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Small incremental loss adds up
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Identify the areas and actively reduce them
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Regular measuring and monitoring are your friends
ACTION TASKS: Identify 2-3 anti-waste actions to improve your bottom line profit position.
MODULE 6 - CASHFLOW
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Cash V Cashflow – two very different, but related cousins
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No cashflow = No business
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Understanding your cash cycle
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Effective invoicing – correct and frequent
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Business Growth costs
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What to monitor for improvement
ACTION TASKS: Identify 2 actions to improve your cashflow position.
MODULE 7 - PEOPLE
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People – a critical element for business growth
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Top 3 expense items in your business
- Why efficiency measurement and management are profit drivers
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Managing a team – role, employment terms, recruitment, training, efficiency and performance review
ACTION TASKS: Identify 2 actions to provide stronger and more engaging people management in your business.
MODULE 8 - SUMMARY & RECAP (1-7)
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Overview of modules 1-7 to ensure full understanding and implementation
- Offer an extended Q&A forum for more detailed group questions or specific case examples (offered up by the group)
- Coverage of key points of learning
ACTION TASKS: Follow up on the accountability for the implementation of actions (use random checking).
MODULE 9 - PLANNING & VISION
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Clarity on your target / vision for your business
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Planning can take many forms – but all should include considered thought
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It’s cheap and easy to plan on paper – but far more expensive to experiment in the real world
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From a considered business plan….to….tangible actions
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Only action achieves result
ACTION TASKS: Write up the vision for 5 years out, create the plan and associated task list.
MODULE 10 - PRODUCT & SERVICE
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Product/service – fulfilling a need in the buyers eyes
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4 key questions….so, who, what & why?
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Customer Segment and Value Proposition Canvas – gap spotting
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Other points of note – evolution, pricing, packaging, companion product, repeat sales & packages
ACTION TASKS: Identify 2 actions to improve your product or service offering.
MODULE 11 - TIME EFFICIENCY
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You make 100% of your income in around 20% of your time
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Time is a very valuable commodity – clock only ticks one way
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Where you spend your time V how important is the task
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Eisenhower Matrix, 4×5 Planner and the Infill factor
ACTION TASKS: Identify 2 actions to buy back some time in your business day.
MODULE 12 - COST OF GOODS SOLD
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The significance of Cost of Good Sold and it’s impact on your Gross Margin
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The ripple effect of incremental improvement
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Supplier assessment
- COGS impact drivers
ACTION TASKS: Identify 3 actions to improve your Cost of Goods Sold / Gross Margin.
MODULE 13 - BUSINESS MANAGEMENT
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Management defined in real terms
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What practical management oversight should include
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Effective frameworks – the what, the how and also the when
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Past actions, performance metrics, strategy, pipeline and people
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Tools and dashboards
ACTION TASKS: Define your own management action framework.
MODULE 14 - RISK
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The save money module
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Risk can’t be avoided – but can be identified, quantified and potentially mitigated
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Critically important that risk is considered – can be exceedingly costly otherwise
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Risk identification in your business – how much is at stake
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Your hand in mitigating risk
ACTION TASKS: Identify your top 5 risks and how to mitigate them.
MODULE 15 - STRUCTURE
- Structure framework – plant and people
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The right structure trumps mere volume
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The impacts of poor structure to the owner and on profit
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Business structure assessment
ACTION TASKS: Objective was to identify what structural elements need to be addressed.
MODULE 16 - SUMMARY & RECAP (9-15)
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Overview of modules 9-15 to ensure full understanding and implementation
- Offer an extended Q&A forum for more detailed group questions or specific case examples (offered up by the group)
- Coverage of key points of learning
ACTION TASKS: Follow up on the accountability for the implementation of actions (use random checking).
MODULE 17 - FINANCE & BANKING
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Financial reports, what they are and what they tell you
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Understanding your Budget, Cashflow and Cash Cycle
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The real impact of trade terms
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The right financial tools to fund and power your business
ACTION TASKS: Identify 3 clear actions to improve your financial performance now or position you better for the future.
MODULE 18 - MARKETING & PIPELINES
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Define the difference – Marketing is sourcing the lead / Sales is converting it
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Marketing is = 100% expense / Zero% revenue
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Marketing types and forms – choosing what’s right for you and cost effective
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The role of CRM’s in consistency and follow up
ACTION TASKS: Identify 2 clear actions to improve the marketing of your business, product or service.
MODULE 19 - DIGITAL BUSINESS
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Being compelling in the digital space – or not! – 7 seconds to capture attention
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Web site features – pro’s, con’s and costs
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Social Media – you can’t ignore it
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Measure your effort, cost and performance
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Business Automation – drives process cost down and reach up
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Digital Brochures have their place
ACTION TASKS: Identify 3 clear actions to improve your operational performance now or position you better for the future.
MODULE 20 - SALES & SELLING
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Shark V Anemone – which one are you?
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Define you sales pathway – map it for duplication and efficiency
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Track your data and your conversions
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Maximise every sale opportunity for greatest value
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The secret to selling is to demonstrate value….
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Sales people, proposals and mindset
ACTION TASKS: Identify 3 actions to improve your sales conversion (one being the creation of a sales process).
MODULE 21 - EXPENSES
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Understand your spending numbers – plug the gaps
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Financial reports can tell you a lot, if you take the time to listen
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Different types of expenses – Overheads V COGS, Productive V Non Productive
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Get the housekeeping right – Chart of Accounts and Authorities
ACTION TASKS: Segregate your expenses and then identify 5 that you can either wind back or stop.
MODULE 22 - PEOPLE & CULTURE
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People can be your greatest business asset
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Role creation, definition, selection and advertising
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Recruitment methods and tools
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Culture is your business atmosphere
and how you deal -
A strong team can do great things
ACTION TASKS: Develop a culture statement which describes the ideal culture of your business.
MODULE 23 - CLIENT MANAGEMENT
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Clients – lifeblood of business (actually, cash is the lifeblood – with clients the source)
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Defining the right clients
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Assessing and setting delivery expectations
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Maintain clients – cheaper than finding new ones
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Measuring client satisfaction
ACTION TASKS: Identify 3-5 actions that you can take to improve your customer relations.
MODULE 24 - SUMMARY & RECAP (17-23)
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Overview of modules 17-23 to ensure full understanding and implementation
- Offer an extended Q&A forum for more detailed group questions or specific case examples (offered up by the group)
- Coverage of key points of learning
ACTION TASKS: Follow up on the accountability for the implementation of actions (use random checking).
