Building your organisational chart as part of growth planning

Building your organisational chart as part of growth planning

Feb 26, 2016

One of the most common challenges I see with the entrepreneurs I work with is the bottleneck that forms around the entrepreneurs themselves. This is because they are usually playing a number of roles. Business Development, Lead Technician in whatever field their business is, as well as numerous roles that could often be replaced by quite junior employees and/or contractors. The best way to address this is to draw up an organisational chart for their business: CEO, Sales & Marketing, Operations/Delivery, Admin/Finance etc. Then place names against the roles played by each person in the business.  This is often an…

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Great to be featured in a book & in BRW

Great to be featured in a book & in BRW

Apr 8, 2015

Michael Bunting, who was a business coach of mine when I was the CEO of Ogilvy PR, has just released a book – “Extraordinary Leadership in Australia & New Zealand” with best selling authors James Kouzes and Barry Posner. The book was based on research using the 360 degree feedback tool, the LPI, that ranks you as a leader against all other leaders who have undertaken the same review. Scary! I remember my first test and how humbling it was to receive feedback from my team on what I needed to do to improve my performance as a CEO. Fortunately,…

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The Hong Kong Test

The Hong Kong Test

Jan 27, 2015

Imagine you are about to hire someone or take onboard a new client, supplier or investor that you are going to spend a lot of time with. From my perspective it is important that you can envisage a successful relationship in terms of contribution and chemistry. So how do you predict chemistry? Well, one test I learned to apply was my Hong Kong Test. If you have ever flown from Sydney to Hong Kong you will recall it takes approximately 10 hours.  Now imagine that the person you are considering is going to be flying to Hong Kong with you…

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Are you meeting the five essential criteria for clients to buy your services?

Are you meeting the five essential criteria for clients to buy your services?

Aug 28, 2014

We have all had our fair share of new client meetings that went well but went nowhere.  In most cases its because we didn’t address one of the five criteria below. Focus your attention on the list below and make the most of your new business meetings. The five criteria are: 1. Big Problem or Opportunity. The client believes they have a significant problem or opportunity to address. 2. Ownership. You are talking to the person who “owns” the problem. They have the authority to decide on the best response. 3. Dissatisfaction. The buyer has a significant dissatisfaction with their…

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BRW interviews a client Zenshifts at the launch of Start Up Australia

BRW interviews a client Zenshifts at the launch of Start Up Australia

Aug 2, 2014

BRW Article on Zenshifts Also delighted to see that a couple of my clients – Andrew Longworth and Julian Cartwright were interviewed by BRW at the launch.  

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Start Up Australia launches

Start Up Australia launches

Aug 2, 2014

Start Up Australia Great to see my friend Brian Sher and the Minister for Small Business, Bruce Bilson launching Start Up Australia on Wednesday. I am delighted to be on the Advisory Board for this not for profit as it is promoting such a worthwhile message – the promotion of entrepreneurship in Australia and the importance of entrepreneurial education.  

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Answer these 3 questions to drive growth

Answer these 3 questions to drive growth

Jul 26, 2014

There are three areas in which every business must excel in order to build sustainable, profitable growth. So its no surprise that a lot of the focus of the discussions I have with clients are on these areas. 1. What can you do to increase the number & quality of the leads that you generate for your business? 2. What can be done to improve the conversion of leads into clients? 3. What can be done to improve the effectiveness & efficiency of your business model? That is – how well you are able to deliver an outstanding result for…

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We are into the 2nd Quarter of 2014 already!

We are into the 2nd Quarter of 2014 already!

Apr 6, 2014

After 25 years of leading businesses I have well and truly learned to appreciate the value of breaking the year up into quarters. The end of a quarter is a great time to review how I’m performing against the goals I set for the year. What am I doing that is driving the business towards my goals? What is holding me back? How can I adjust my strategy to make sure I stay on track or get back on track in the next quarter? Where did I let myself get distracted with bright shiny new objects that took me away…

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