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Case Study: HOW A COMMERCIAL CLEANING BUSINESS DOUBLED PROFIT AND REDUCED STRESS IN 9 MONTHS

The Catalyst

Igor came to me frustrated. He had lost focus in his business, the fun was gone, he was tired and felt suffocated. Don’t get me wrong it was profitable but the workload was growing much faster than the profits.

He was the only decision maker in his business, was working a lot more hours than he wanted to, and felt it was destroying his family life. Igor had been thinking about throwing it all in.

In a last ditch attempt to rekindle his passion he reached out to me.

The Discovery

Igor was perhaps the nicest, most frustrated Business Owner I had ever met. Like many entrepreneurs he had his fingers in many pies and was chasing a number of new shiny objects (that were not his core business).

Igor wanted to reduce costs because he’d identified he was over-paying staff for jobs, as each job was fixed and staff were getting it done in record time.

However during our Roadmap session it became clear that neither his sales or his delivery processes were aligned to the one thing he focused on more than any other business in his industry Quality.

I had to find a way to explain to him that over-payment of staff was not his biggest concern, I didn’t think he should focus on reducing costs…. Let me explain…

The Prognosis

Igor is a process guy, he loves processes and he had them very well put together. However, After our review and some “back of the envelope” calculations I discovered that whilst staff were being overpaid for jobs the real gold was not in reducing costs but reallocating the lost time to create more revenue.

The job pricing contained a significant level of subjectivity. There is nothing wrong adjusting pricing to win jobs, but they should start form an objective point.

The sale process was set in low cost, high volume mode. This had to change to attract and convert customers looking for the highest quality service (over price) as that the key differentiation for this business.

The Solution

Using our Financial Peak Performance™ framework, we restructured the sales processes to focus on those quality and already great processes in place.

We also created an extremely objective pricing model based on existing “perfect client” jobs. These changes are scary because they reduce the number of jobs in pipeline you’re actually going to bid on.

The pricing model provided objective specific time allocation to jobs, this allowed us to reset the existing staff expectations on each job to a realistic workload estimate. Overall time was reduced on most job with staff being offered more jobs to compensate.

The Result

tIgor wrote me an email right after our Roadmap session, I was touched by his message:

“Thank you for everything! I feel like we have done or at least touched on many things that can be improved. I feel like you have increased my lungs capacity and now I can breath better …”

Wow and we’ve just begin. That was the beginning of great professional and personal relationship.

We revamped the sales process, Igor already had so many great processes; a quality audit process, job review regular before and after pics, staff job proof sheets and very personal service touches. These were fantastic but not covered in his sales material.

The current pricing model was not focused on the quality that was offered, we changed the offering to a 3 tiered pricing model based on the level of quality. Igor was sceptical “In this business everyone is focused on price rather than value”. But he was willing to give it a try.

Under the new approach he disqualified more customers over the phone, however the conversion rate for customers visited more than doubled, and 70% of new customers chose a higher level of service than increasing both the sales value and the margin.

With the new pricing model and the approach Net Profit on new customers increased by 100%.

Through the new pricing model we also discovered that a segment of the existing customer base was highly profitable whilst others were actually losing money. This meant that some customers were propping up the business whilst others were dragging it down. We went through a repricing exercise to ensure the business no longer had loss making customers – whilst his can be a risky undertaking we had a very clear strategic plan and approach making it hugely successful.

What about he staff over-payments you ask…?

Using the same pricing model we could accurately assess job times, Igor set about improving training and mentor-ship across the staff.

Over time the staff job payments started to come back into alignment, this was done slowly and deliberately as Igor valued his staff and did not want to lose anyone over this process. Once the staff understood what he was trying to achieve and why they were onboard with minimal disruption, in fact some staff even came to the party by offering ideas to speed up the jobs without compromising quality.

Whilst he had increased profit on the pricing side, he also reduced job costs by 10% in a fair way (by improving effectiveness) – wow that’s a double whammy.

Net Profit, cash flow and staff morale were up. Igor had the confidence and freedom to step away from his business (a key goal) reducing 5 days to 3.

When we caught up just before I was heading off to Europe of business, he said to me “I have gained energy and a spark back in my business. I have financial stability and time for my family. Thank you, I am enjoying my business and my life again!”

Service Businesses – Nailing a More Profitable Pricing Model

A Profitable Pricing Model is a Gift that Keeps on Giving

All too often businesses are afraid to raise prices, particularly service businesses with long-standing customers. Business owners are nervous that customers will leave and that is a real risk.

The real issue is that over time costs typically go up and profit goes down. This is not a sustainable model!

The Sales & Pricing Challenge

All too often I see service business owners trapped in an endless cycle of running to jobs making endless quotes and chasing business. Only to find they have been undercut, or are simply missing out on jobs.

There are several issues that tied up in this approach.

  1. Chasing customers that have a low probability of actually becoming clients
  2. Spending time and energy on quotes outside the customers budget (because you don’t know their budget)
  3. Assuming the level of service the customer desires
  4. The whole sales process becomes heavily focused on cost to the customer

For some businesses, in some industries, the quote must happen upfront due to government regulation or customer dictated processes (some of what we discuss in the video is still valuable for these businesses), but for many businesses, this is something that has just evolved and become standard practice.

Having a price or cost-driven sales process is flawed…

The reality is that the vast majority of people’s buying decisions are based on value.

A value decision usually considers there 4 key areas: Cost, Speed, Quality, Service

Let’s look at them more closely:

  • Cost – Price, what do I get for the price (including speed, quality, service)
  • Speed – Timeliness, Effectiveness, Scheduling
  • Quality – Trust, Risk, Reliability
  • Service – Convenience, Responsibility (do I have to think about it), Ownership (dealing with potential issues), Availability

are spinning your wheels, endless cycle of quotes and missing out on jobs from others undercutting you.

Watch the Video to design your own Profitable Pricing Model:

In this video you will learn:

✅ How changing your sales process will lead to more sales with less effort

✅ How a simple quoting tool will qualify leads and focus you on the best sales opportunities

How adding some psychology in your pricing will get you better profit margins

✅ Everything you need to know to design your own Profitable Pricing Model.

More of our most popular resources:

  1. How to Get More Money Fast in Your Business
  2. The best way to Measure Business Success
  3. Are you Ready for Growth? – Take the Growth Factor Quiz 
  4. KPI MASTERCLASS – Develop Kick-Ass metrics to elevate Customer Service and Increase Profit
  5. Roadmap to Recovery – Recession Proof and be a Corona Virus Winner
  6. Business Health Check – Recession Proof your Business

Here to help

If you’d like to learn more about cash flow and how to manage it in your business during these COVID times.

I’m offering a free cash flow strategy session.

It’s 45 minutes.

There’s no obligation.

Feel free to jump on and book an appointment with me.

Book An Appointment

Why a Coronavirus vaccine WON’T save the World Economy!

Why a Coronavirus vaccine WON’T save the World Economy!

COVID-19 is having a massive impact on the world economy.

Reports of a deep recession comparable to post World War II.

With almost 40 million infections and over 1 million deaths globally let’s not forget the real impact COVID-19 is having on real lives.

The great recession in history occurred after World War II, which was also hit by the Spanish Flu claiming 50 million lives.

The key factor now is the impact Coronavirus is having on economies primarily due to restriction of movement to limit the spread of the disease.

Therefore naturally if you can prevent the disease you can re-open the, movement of people and ultimately the economy.

Wouldn’t effective treatments also have a similar outcome?….

Why won’t a vaccine save us from a great Depression?

There are 3 key reasons why a vaccine on it’s own will not be the magic bullet every government in the world says it will be…

Let me explain…

In order to “save the World Economy” we need a solution quickly, the longer it takes the deeper governments go into debt and the more likely businesses are will cut staff and/or shut up shop….. leading to more unemployment and ultimately more government spending.

More people out of work means less consumer spending, less sales for businesses, less sales means less tax for governments.

The longer this goes on the more momentum this downward spiral gains and everything rapidly descends into darkness….

In order to “save the World Economy” we need to open up people movement, back to work, back to shops, back to normality.

Regardless of any solution people must have the confidence to get on with their daily lives.

When people feel their livelihood is uncertain they horde their money and time. Productivity and spending are reduced and we’re back to a downwards spiral….

In order to “save the World Economy” any vaccine but have a certain level effectiveness.

This effectiveness (called efficacy in the science world) will directly contribute to reducing spread and therefore boost confidence.

The level of efficacy of a Coronavirus vaccine to allow people to stop “social distancing” was found by a study by the American Journal of Preventative medicine…..

The Vaccine must be rolled out to a significant number of people to achieve efficacy – that takes time.

Let me explain what all this means….

 

By the way of you are reading this yo might also want know how you can win in a recession – check out our article Roadmap to Recovery – Recession Proof and be a Corona Virus Winner

3 Questions must be answered to determine whether a Coronavirus Vaccine will save the World Economy.

  1. When will a Safe & Effective Vaccine be available?

  2. How many people will take up the Vaccine?

  3. What efficacy is required to abolish social distancing?

Let’s explore each of these questions based on the latest information available…

When will a Safe & Effective Vaccine be available?

There’s lots of debate, and even more speculation on just how long it takes to make a safe & effective vaccine.

Historically the fastest vaccine ever produced was for Ebola – it took five years.

Now you could argue that we had already started research for a COVID-19 vaccine before we even knew about COVID-19… What???

SARS (discovered in Asia in 2003) and Corona virus are 80% identical. Back in 2003 scientist went searching for a SARS vaccine, many current vaccines are leveraging this research to get a head start.

Unfortunately a safe & effective SARS vaccine was not found.  The modern flu vaccine took 15 years and we still don’t have a vaccine for the common cold (there are also similar to Coronavirus).

But that was 2003 and we are now in 2020. The world has never seen so much money time and effort go into producing a vaccine. The scale of the current vaccine research is unfathomable.

As of July 2020, there were 26 vaccines in clinical evaluation and 139 in pre-clinical evaluation.

That gives us some hope, but also shows how complex it is to produce….

Update: In record time we have 2 Vaccines approved! 

How many people will take up the Vaccine?

The answer to this one question can derail all other good or great work.

The real challenge here is the differences that different countries and leaders have taken during this pandemic.

The reality is that it doesn’t matter ow long it takes to produce a vaccine if people don’t feel confident to take it.

How many people will take up the Vaccine?

This graph shows that overall 61% of people strongly believe a vaccine will be safe. Great!

Oh hold on let’s look a little closer…

What is concerning about this graph is the divergence in confidence in a vaccine across regions.

As I explore these results I am assuming that people will only get the vaccine jab once they strongly agree that it is safe.

In some of the less developed nations we have 80%+ people feeling safe to take the vaccine.

The real issue is that in the more developed regions like North America (48%), Western Europe (36%), and Australia & NZ (58%) the confidence is quite low.

Currently most of the viable early stage vaccines are coming from these developed regions where there is high scepticism as to their safety….

Remember earlier when we said confidence was a key factor why a Coronavirus vaccine WON’T save the World Economy!

What efficacy is required to abolish social distancing?

Okay, so we’ve got a vaccine, it’s effective, and some people are willing to take it.

How effective must it be before we can stop social distancing?

This question actually comprises 2 parts:

  1. What is the efficacy of the vaccine i.e. how well does it work
  2. How many people actually get the vaccine (hence the last question around the confidence of people taking the vaccine).

We know that Social Distancing is the key thing that has put the handbrake on the economy.

  • Restaurants, Travel, Hotels, Sports & Music Venues, even The Office have their capacity significantly reduced by social distancing.

Therefore the goal of any vaccine must be to eradicate the need for Social Distancing.

A study published in the American Journal of Preventative Medicine found that a vaccine would have to be more than 70% effective before Americans could safely stop practising social distancing.

This means both a high efficacy and a high level of up take of people actually receiving the vaccine.

To put this into perspective, the current flu vaccine is 20% – 60% effective now (given Coronavirus is similar in some ways to the flu this is a reasonable comparison).

But there’s some hope. The measles vaccine for example is 92% – 98% effective.

Let’s bring it all together…

So when you take into account there 3 critical factors:

  1. How long it takes to produce a Safe & Effective Vaccine.

  2. How many people must take up the Vaccine.

  3. The high level of efficacy required to stop social distancing.

It is easy to see why a Coronavirus vaccine WON’T save the World Economy!

Or at least why the odds are stacked so severely against it!

Unfortnately tis opens up more questions than answers…

  • Why are governments pushing this low probability solution?
  • Why have we put so many eggs (money & resources) in one basket (a vaccine)?
  • Why are we not also looking into existing and new treatments rather than being so heavily invested in vaccines?
  • What about other general health & preventative therapies for those at risk?
  • What will happen if a vaccine is produced but it does not reach 70% effectiveness?

This is super important if you are in business.

Why because you must make your own plans rather than rely on a vaccine as the silver bullet solution.

What you can do for your business!

There are actually many things you can and should do to set your business up for success in the coming months or years.

In reality these things will make your business much stronger in any economy.

  1. Profit Acceleration – this is one of the quickest and most effective ways to strengthen your business. When done well it skyrockets confidence, staff engagement, customer experience and Cash Flow. That’s a win, win, win , win.
    • If you want to join our 25k Profit Acceleration program to get at least 25k more profit in 45 days – contact us.
  2. Readiness Planning – be ready in your business, it’s simple and effective. We have a great tool to help you.
  3. Regular strategy review  – this is critical in times of uncertainty. I’m not talking about a 25 page report. It’s a simple approach to stay on top of the key things in your business. We have a great planner for you.

Cash Flow Management – this is often overlooked. Staying on top of cash flow is critical for success both during tough times and during high growth. (Tip: Profit Acceleration is a great tool here too).

Want someone to talk to about your business Book a Free Consultation.

How to get More Money Fast in your business

Need to get More Money FAST in your business?

I’ll show you how…

Watch the video and/or read below:

(You might also want to check out Roadmap to Recovery – Recession Proof and be a Corona Virus Winner)

Cash Flow is King, Queen and everything in between.

There’s a lot of uncertainty in the world right now and in times of uncertainty.

With COVID-19 we expect ups and downs. The trick is to capitalise on the ups and weather the downs.

Unless you can predict these waves with accuracy you need to know which techniques you can use to get More Money Fast.

Now is the time for businesses to focus on cash flow because that’s what’s going to give you that little bit of extra security to get you through any down period.

There are many techniques and approaches to mange your cash flow we will focus on five 100% legal and ethical ways to boost your cash flow.

Each approach has pros and cons, short and long term costs which we will explore.

Sorry – there is NO one size fits all you need to decide what works best for your business….

But don’t worry I will help you to decide.

5 ways to Get More Money Fast.

I’ll go through one and explain the advantages and disadvantages. (I’ve saved the best for last)

 

  1. Capital Injection
  2. Borrow Money
  3. Inventory / Stock / Work In Progress Management
  4. Payables and Receivables
  5. Profit Maximisation 💥💥💥💥💥

Let’s explore each of these options to Get you More Money Fast.

Capital Injection

Difficulty level: ✔✔✔✔✔

Speed: 🕛

Cost: 💲💲💲💲💲

Capital injection. An investor or someone else buys into your business.

This is very difficult and time consuming as you must pout together a lot of material, have meeting after meeting to convince investors. It can take years.

Having an investor can add lots of value in many ways. But it’s the most expensive way, long term, for you to get cash now because you’re giving up control, you’re going to give up future profits.

An investor is only putting money on the line because they expect to get a whole lot more back…..

Borrow money

Difficulty level: ✔✔✔

Speed: 🕛🕛🕛

Costs: 💲💲💲

Borrowing money is a great strategy for any business if it’s used the right way.

To borrow money to invest (i.e. get a benefit) is a great way to go.

But if you’re borrowing money, just to pay the bills, you end up with interest charges on top of the bills and it just gets harder and harder to pay…. This can harm your cash flow rather than help it.

However borrowing money is cheapest it’s ever been.

Use this strategy where you get an advantage e.g. borrow and pay early to get a discount if I can borrow at 5% (per year) and get a 2% discount every month (24% per year) to pay early. – This gives you a clear wining borrowing strategy.

Inventory / WIP Management

Difficulty level: ✔✔✔

Speed: 🕛🕛

Cost: 💲

Inventory, Stock, Work in Progress management is a fairly quick and extremely effective method of getting more money back in your bank.

For service businesses, it’s work in progress. Any work you’ve done but not yet billed.

For non-service businesses it is whatever you have sitting around that you haven’t yet sold. – the products that are sitting on the shelf.

This is real money sitting idle – it’s money but not in your bank.

You really want to strip this down to a bare minimum, there’s lots of strategies and ways to do that. The difficulty depends on your business model and the types of products/services you have.

Now is the time to focus on managing this area of your business.

Payables & Receivables

Difficulty level: ✔

Speed: 🕛🕛🕛🕛🕛

Cost: 💲

Payables and receivables, payments and receipts is a very quick, cheap, and very easy way to get more money fast in your business.

Once you’ve billed something, how quickly can you get the money in?

The quicker you can get that money in the more you have in your bank, the more cash flow you have.

In recession there is also a risk of people that owe you money not being able to pay. Keeping in front of your customers by making it easy to pay and reminding them even before its can provide fantastic results.

Other strategies (with various costs) include; upfront payment (maybe with a discount offer), buy now – pay later services, factoring (selling your customer debts to a 3rd party).

When you’re making payments make sure that you’re paying on time. Not early.

If you pay early, make sure you get a decent benefit, e.g. a discount greater than your borrowing costs.

You can pay late but of course that could impact your future supplies. You don’t want credit cut-off from a major vendor. Instead think about the borrowing strategy to get a discount for those vendors.

Profit Maximisation

Difficulty level: ✔✔

Speed: 🕛🕛🕛🕛🕛

Cost: 💲

The final one is all around profit. It is the most often overlooked, but provides the most benefit over time.

The key secret about focusing on profit is that it’s fast, it’s effective, it’s cheap to do, and its the gift that keeps on giving into the future.

Most business owners see this task as too hard because the don’t have a framework to drive profit focused decisions.

But the reality is there are not many levers that you can pull to drive profit, when you break it down essentially you have revenue and you have costs.

And so if you think about that. There’s two key things you can look at 1) Effectiveness and 2)Efficiency.

We have, really interesting formula, the 10 X revenue formula that you understand how much benefit you get from being more effective and/or more efficient.

Our clients easily easily pull out $25,000 – $30,000 profit in 45 days.

Profit Maximisation should be at the top of your to do list.

Here to help

If you’d like to learn more about cash flow and how to manage it in your business during these COVID times.

I’m offering a free cash flow strategy session.

It’s 45 minutes.

There’s no obligation.

Feel free to jump on and book an appointment with me.

Book An Appointment

More of our most popular resources:

  1. The best way to Measure Business Success
  2. Coronavirus COVID-19 BUSINESS READINESS CHECKLIST
  3. Roadmap to Recovery – Recession Proof and be a Corona Virus Winner
  4. Business Health Check – Recession Proof your Business
  5. KPI MASTERCLASS – Develop Kick-Ass metrics to elevate Customer Service and Increase Profit

The best way to Measure Business Success

measure business success

The Best way to Measure Business Success in YOUR business.

Humans love scores, we love to know how we compare to others. Just look at exams, sports, employee evaluations, even surveys.

How many surveys do you see that say test your XXXX score (love appeal, beauty, knowledge etc) I know a few have caught me hook, line and sinker.

It is really hard to know where we fit if we don’t score, it is impossible to know whether we succeeded if we don’t know the goal.

Not sure how you measure up? I’ll show you how….

It can help to use and existing framework define how you will score – the most popular in business are:

  1. KPI – Key Performance Indicators
  2. OKR – Objective and Key Results
  3. KRA – Key Result Areas
  4. GMH – Goals, Methods, Habits

Some “experts” will say you must use KPI or only OKR work. I believe you must use what you as a business find resonates.

Ultimately the all have the same task…

To translate goals into measurable targets in order to compare results.

They are all designed to help you Measure Business Success.

 Ultimate Customer Value (KPI | OKR | KRA | GMH)

The gold is not in the method you use but how well you execute them.

Our clients use the Ultimate Customer Value metrics system with great success.

Customer Value is made up of the 4 proven analytical (non-emotional) response elements built into the human buying decision.

  1. Cost
  2. Quality
  3. Speed
  4. Customer Service

By setting up a goal and measurement of these 4 things in your business it gives you the Ultimate Customer Value advantage.

You can clearly see the experience your customers are having on a daily basis when they work with you.

They also allow you to do some powerful what-if analysis.

E.g. What if we want to improve quality?

  • We could take more time and care to improve quality – what does that affect
    • Time may affect cost and speed, will it impact service?
  • Perhaps we invest in technology to improve quality
    • This may come at a cost but may actually improve speed
  •   Can we improve the process, training, other component to improve quality
    • what areas will this impact.

Regardless of which area you want to improve you can model the expected impact on other key components of the buyers decision making process.

Check out our masterclass for on developing your Ultimate Customer Value measures. KPI MASTERCLASS – Develop Kick-Ass metrics to elevate Customer Service and Increase Profit

Compare the business next door….

The most important thing is to set your own goals and measure business success against them.

Often we want to compare ourselves to other businesses – this is a trap.

Every business is different. To compare will always be apples to oranges.

As you achieve increase the target of the goal, aim higher, get better.

Get your staff involved in setting and owning the targets.

Have fun with it, prize givings, awards & recognition – you may be surprised how your staff take over and find ways to improve.

Soon your will know exactly how successful you are!

That is how you measure business success!

If you liked this you might also want to check out:

Coronavirus COVID-19 BUSINESS READINESS CHECKLIST

The coronavirus has taken the world by storm.

It’s not the deadliest virus ever seen but it is extremely infectious.

This has resulted in strict quarantine procedures for possible candidates, which has in turn put a large portion of the population out of action in affected areas,

There are travel bans in place and we have seen panic buying activities.

One business commentator said “This is the largest restriction on the movement of people around the globe since World War II.”

Don’t Panic, Plan

Don’t panic we have seen other similar issues in the past, SARS, MERS, EBOLA etc. all of which were more deadly but less infectious.

What this tells us is that the biggest impact to your business is likely to be the unavailability of something; staff, customers, supplies, cash…

Use the Coronavirus COVID-19 Business Readiness Checklist to formulate your plan.  

How to protect your Business from Coronavirus COVID-19 fallout!

There is little you can do to stop the virus, the best you can do is plan to weather the storm.

Lucrature and Jazoodle have been working in collaboration to provide businesses with a series of useful tools to help provide clarity and plan for anything that may eventuate from the  Corona Virus outbreak.

Download the check list CORONAVIRUS COVID-19 BUSINESS READINESS CHECKLIST

Here

Coronavirus Business Readiness Checklist

Get your business Coronavirus ready.

Download the check list here: CORONAVIRUS BUSINESS READINESS CHECKLIST

💥💥 New 💥💥

How to survive a corona-virus pandemic induced recession. Check our latest article and free tools; here.


Other Tools for Your Business

  1. Roadmap to Recovery – Recession Proof and be a Corona Virus Winner
  2. How to get More Money Fast in your business
  3. Business Health Check – Recession Proof your Business
  4. KPI MASTERCLASS – Develop Kick-Ass metrics to elevate Customer Service and Increase Profit

How to use the checklist:

This checklist is design to make you think about your readiness, any policies you may need to put in place, risks in your business and outside your business.
It should help you make a plan.
  1. If you have a plan compare your plan to the checklist items and add any items that are missing and relevant to you business
    • For each item that is missing of different to your plan follow the steps in 2) below
    • If you have something in your plan that is not in our checklist please let me know by commenting on this post or message me
  2. If you don’t have a plan yet. Please make one. A plan will help put your and your staff’s minds at ease.
    • Review each checklist item and determine if it is relevant to your business
    • Think about possible positive and negative impacts for each checklist item (there will be opportunities brought by the Coronavirus outbreak)
    • Determine the best course of action for your business.
    • Write down the problems you need to solve
    • Write down your guesstimate of the impact it may have on your business (best, expected, worst case)
    • Write down things you can do to reduce the impact.
    • Rate the things you can do by impact on solving the problem and effort (this is a simple approach to assess cost /benefit)
  3. Take step back, a break, grab a coffee whatever to take your mind off it for 15-30 min
    • Come back and rank each of the impacts and solutions.
    • Take the top 5-10 items and formulate a plan

You cannot do everything so important to focus on the key things for your business.

You can use this Checklist in conjunction with other tools Jazzodle.com & Lucrature.com are creating as you read this. But please don’t wait get planning.

Whats coming next?

In the coming days I will be releasing more tools, tips etc. Here is a preview:
  • Risk assessment tool – this will help you assess the biggest risks in your business
  • Financial Health checklist – this will come with no obligation 3 months free access to Jazoodle.com to help you model possible financial outcomes from Coronavirus
  • Early warning KPI – these are 3 KPI you can track to alert you to issues in your business before they happen.

Why be concerned about Coronavirus?

As you will be well aware Coronavirus extremely effective a spreading within our communities. It is not particularly deadly what is all the fuss about?
  • First there are a lot of unknowns which scare people.
  • Second It is highly infectious. far more than common flu and previous Coronaviruses e.g. SARS/MERS (but not as deadly)
  • Third people that are severely affected need intensive care, and may need help with breathing. This combined with the need to quarantine means the use of ICU units – these are in relatively short supply, making it easy for our hospital systems to overwhelmed.
    • The contagiousness of the virus also means that many staff will be unavailable (in quarantine) at any given time (when the Doctor in NSW tested positive over 50 other staff in the same hospital went into quarantine). How can we run hospitals without staff?

Business Health Check – Recession Proof your Business

Your Business Health Check assesses the resilience and robustness of your operations. Business Health Check

Ensuring your biggest income generating asset is healthy is more important than ever.

The COVID-19 pandemic recession has caused severe damage to economies.

Many businesses are propped up by government stimulus. Banks have provided deferred payment options. Landlords have provided rental relief.

All of these benefits WILL come to an end. Sooner than most businesses would like.

4 Pillars for Success

There are 4 key aspects that businesses must have working together to ensure success.

Businesses can and do survive without these but if you want to do more than just survive, if you want to have a true success, these are a “must have”:

  1. Vision, Strategy & Goals
  2. Business Functions & Processes
  3. Customer focused KPI
  4. People Management

The Business Health Check

You go to your doctor for physical, you put your car in for warrant of fitness/service.

But what about your business? It also needs regular check-up and care.

This is the same health check we use with our clients on a regular basis.

The Business Health Check looks at capabilities, systems, and processes across 3 key areas of your operations.

  • Planning
  • Execution
  • Results Management

This automatically hones in on the problem area without wasting any time or energy!

The Check-Up Process

I find it interesting that when I bring this out, my customers often let our a big sigh. I feel like I’m a teacher giving a report card to a naughty child.

The reality is, that this has nothing to do with me, they are holding themselves accountable through this process.

It’s a super simple process to assess yourself.

Simply answer each question openly and honestly. Once all questions have been answered you will get a score in the blue box.

For more information about what your score means register your email and I’ll send you a comprehensive report that tells you how you scored and what you need to take your business to the next level.

You can do the Business Health Check online below or sign up to get the free excel version that you can use over and over and over again – just as my clients do.

(if using a mobile phone turn screen on it’s side to widescreen)

If you need any help with the Business Health Check feel free to book an appointment here.

Register your email for your own copy of the full featured Business Health Check



     

    Other great reading:

    1. Roadmap to Recovery – Recession Proof and be a Corona Virus Winner
    2. How to get More Money Fast in your business
    3. The best way to Measure Business Success
    4. How to Protect your business from a COVID-19 Coronavirus Recession

    Roadmap to Recovery – Recession Proof and be a Corona Virus Winner

    (Scroll down to get your Free COVID-19 Priority Planner)

    On the Corona Virus | COVID-19 Roadmap to Recovery there will be clear winners (and unfortunately some casualties).  I’m guessing, like me, you’d prefer to be a winner.

    I’ll show you how…

    Although I work primarily with Service businesses and therefore my tools and techniques focus on the specific needs of service businesses, this approach has been applied to many industries with incredible success.

    The pandemic driven recession is a bit different to other recent recessions primarily due to the extended period of uncertainty that we will likely experience. We have seen 2nd and 3rd waves of COVID-19 around the world which has resulted in further restrictions, thereby increasing the depth of recession.

    It is also likely that governments will not continue to fund stimulus at the same rate as more waves of the pandemic occur purely due to the enormous cost and future political fallout (they still want to be in power on the Road to Recovery).

    As we’ve seen from previous flu like pandemics the virus will mutate, this brings with it further challenges and opportunities.

    COVID-19 the road to recovery will be bumpy and at times may feel more like a rollercoaster, but you are not alone, hang in there and focus on the few key thing you need to get through this.

    Just like any other recession there will be massive risks but also massive opportunities. Be ready to grab on to any opportunities that come knocking! – The Most successful businesses will not just reopen but reinvent…

    Don’t miss:

    1. The Road To Recovery video
    2. The Road to Recovery planner link
    3. I’ve also added a link to a vlog series that shows you how you can develop your strategy for 2021.
    4. Check out our Content-Hub for loads of free information to make your business great

    What to focus on:

    With so much uncertainty and change it is important to be stay focused on what is really important and remove the noise. There are 7 key areas that we have identified are critical to success in the current recession. Forget the rest!

    1. The six key components you need to ensure maximum success as we navigate through the next recession
    2. What keeps you up at night – critical to give you the confidence you need to move forward
    3. Cash flow matters – critical to success in uncertain times
    4. Innovation – critical to get and stay on top
    5. Communication – in our new world this may have the biggest impact on your business
    6. Opportunities – discovering and assessing ability to exploit opportunities is the key
    7. Well Being – surprisingly important in current times

    Watch the 3 min video below to learn more.

    After watching the video keep reading to learn how to recession proof your business.

    How can you ensure your business wins?

    I’m about to give you all the tools you need to beat the competition.

    Best of all because I believe in the KISS (keep it simple stupid) method anyone can do it for their business.

    So how bad is it?

    SCOMO (the Australian Prime Minister) calls it “The recession we didn’t have to have”.

    I don’t agree,  as I posted back on 11 March:

    As you can see I thought there were already cracks in the economy and had a high probability of a recession.

    IT IS BAD!

    Take a look the major headline and the statistics that go with it.

    Worst recession in 100 years.

      • I don’t know about 100 years, but it is certainly much much worse globally than the 2009 Global Financial Crisis (GFC).
      • 3000% greater reduction in GDP (global production) is expected.
        • See the following from the IMF website
    • Unemployment is a major indicator of economic health. Although the numbers are bad, it is not uniform
      • Globally it has been estimated that we have over 350,000,000 job losses from COVID-19 whereas the number was around 25,000,000 during the GFC. (I heard this statistic from a call with global business leaders but have yet been able to verify it).
      • In Australia during the 1990’s recession unemployment peaked at 11%, now we are sitting right around 7.1%. Ahh so maybe we are ok…? Ahhh well… There are some catches:
        • 6.6 million Australians (estimated) are on Job keepers, who might otherwise be unemployed. They are counted as employed.
          • What will the end of reduction of Job Keeper look like? 
        • Australian Bureau of Statistics tells us that “unemployment rates have become successively higher with each economic downturn”. (Also jobs don’t fully recover…)
          • This indicates that based on history the worst is yet to come…
        • Under-employment sits at 13.1% that means these people are employed but with reduce wages.  Unfortunately this stastictic is relatively new so we don’t know what it looked like back in the 90’s

     

    What do all these numbers and graphs really mean?

    Essentially what all this tells us is that the current state is very bad. The worst that anybody currently working in a job or has a business has ever seen.

    It is significantly (10 times) worse than the GFC and likely worse than the 80’s/90’s recessions.

    Sorry to be the bearer of bad news!

    But there is hope.

    There is history and history tells us that we can get through it and there are some specific things you can do to protect your business to ensure your come out a winner.

    Watch the Roadmap to Recovery 3 min video to learn how.

    This simple priority planner brings all the key strategic, financial, customer, staff, and well-being focal points into a simple 2 page plan.

    It should be updated and revisited regularly. You can use for yourself personally, your whole business or for each key business department/function.

    It’s simple but powerful!

    Get your free copy of the Corona Virus | Roadmap to Recovery Priority Planner, make sure you come out a winner:

    Roadmap To Recovery Priority Planner V1.0

    Download the planner to use in your business today. It’s free, no obligation no sign-up. It’s a simple 2 page plan.

    It is your plan, feel free to adjust it, change it to specific things in your business and life, make it your own. Use this plan with your managers and staff, let them adjust it for their needs.

    The key thing with any plan is motivation, when someone is engaged in the planning process and writes their own plan they are more likely to hold themselves accountable and ultimately achieve against it.

    This plan is for you, make the most of it!

    Want some help ensuring your business is on the winning side?

    I am opening up my calendar to support businesses. If you want help to understand and/or apply these tools to your business. Please book a 45 min phone meeting with me here.

    Book An Appointment

    Recession-proof Your Business

    In good times and in bad there are some things you can do in your business to ensure your prosper no matter what the conditions are.

    1. Create and Live your Vision – this is critical. The vision sets the scene for decisions made in your business.  These serve as the “house rules” that help people choose right over wrong.
      1. Learn how to create your vision & strategy here.
    2. Design deliberate Business Processes – these are the engine room of your business. They must fit your Vision and easier they are to follow the better they are. Business processes are happening with or without you… Make it with you.
      1. We have some great articles about setting up your business processes here.
    3. Measure – you only “manage what you measure”. There are some rules around measuring your business. My absolute No.1 rule is make then Customer Focused.
      1. Get our Ultimate Customer Value KPI Masterclass here.
    4. Actively Manage your business – this is not for your to do it is for you to manage. You didn’t build your business to work 100 hrs a week. You don’t need to if you have the right people management framework in place.
      1. Learn more about Active Management here.

    Create your Roadmap to recovery today!

    More Corona Virus | COVID-19 Free tools:

    Free Downloads:

    Make your business a winner with our proven  Corona Virus | COVID-19 Roadmap to Recovery Planner

    COVID-19 Road to Recovery

    FAQ (Frequently Asked Questions):

    Will this work for my business?

    • Yes. The concepts addressed in this article are tried and true business and management techniques. They have been around for decades – and with good reason – they work.

    Do I need special IT systems or knowledge to use your Roadmap to recovery planner?

    • We use Excel and have built this planner in Excel however you can use a PDF versions and print a hard copy, if you are a google user you can usually open Excel files and convert to google sheets. If you have any issues just reach out to me.  (If using a hard copy you may need calculator…)
    • This is a simple planner and I don’t think you need any specialised knowledge, but you may need to apply some thought to some areas if you have not considered them before.

    If I have questions about this article how can I get them answered?

    • I love questions particularly difficult ones. Please feel free to reach out to me using the contact us form or connect with me on LinkedIn and we can chat.

    What happens if I download the planner but need some help?

    • Great if yo need help that means you are taking action. I love helping action takers. Reach out me via our contact page, or simply reach out to me via LinkedIn for a chat. I’m also offering a free call to anyone that gets “stuck” book a call with me here (they are 45 min slots but we can finish early).

    Why are you giving away great content for free?

    • I am passionate about helping businesses achieve their goals. I strongly believe that in most cases great advice comes at great expense, however, I am working hard to bring costs down by leveraging technology and new approaches. Despite this I recognise not everyone is ready or in the financial position to use my paid services. However, if I help you now hopefully you will see the value and join me when you are ready.

     

    Case Study: HOW A MARKET RESEARCH BUSINESS CHANGED THEIR BUSINESS MODEL TO CARVE OUT MARKET SHARE

    The Catalyst

    I have known Chris for a number of years, we are friends and we all know that sometimes business and friendship don’t mix. Fortunately we did not have that issue here.

    Chris and I were chatting at a BBQ, I mentioned I was reformatting my roadmap approach to ensure clients get the most value.

    After further discussion I thought he might be a good guinea pig to test my new approach.

    Chris agreed however he assured me that it was unlikely we would find anything of interest.

    The Discovery

    Within a couple of hours it became very clear that Chris’ business processes were totally misaligned with his key business goals.

    His business had some unique assets and ideas that his competitors just did not have on their radars.

    They were heavily focused on selling data and delivering data, whereas the real value in what they provided to clients was not data but insights. Time and time again his customers revelled in the insights, but often they were the last minute injection into the sales and delivery processes – making them an afterthought rather than a main event.

    The Prognosis

    After some digging we found that the least amount of effort and focus was put on the very thing that customers wanted. We also found that it was being sold as a free add-on e.g. “would you like fries with that (for free)”….

    Not only was this a goldmine opportunity they are virtually the only ones in their industry offering it.

    We also found that the teams were in silos this meant that real opportunities across the 3 main lines of business were being totally missed.

    Customers were looking for end to end solutions but no-one was giving them one.

    The Solution

    Using our Financial Peak Performance™ framework, we put together a Road-map plan that focused on 2 key processes:

    1. Sales Process – Make insights a selling point, be a knowledge consultant rather than a data researcher.  The other major missed opportunity in sales was that each business type was managed in a silo, there was not client cross pollination.
    2. Delivery Process – Make insights the deliverable. Not only does this reduce effort down the track but it allows the

    We also created a set of customer focused KPI that could immediately see whether changes we made to these processes resulted in the gains we expected – this is important because you don’t want to be going by gut feel on whether changes are adding value or not – you want to go by value actually added.

    The Result

    Chris told me right after our Roadmap session “Thank you. I did not expect to get so much from our session. It has changed the way I look at my business forever.…”

    I was so happy because I was secretly nervous about working with someone I knew socially.

     

    Secret to Success: Don’t set your Business Goals. Crazy but it works!

    Setting Business Goals has proven to increase success by 33-47%.

    I’ve personally added 32%-86% more value to businesses just by implement our management framework that sets and tracks the right business goals. (Although there is a key difference which I will tell you about).

    So why do I say you shouldn’t set goals in your business?

    Business Goals are critical to success:

    • Success takes drive.
    • Setting goals is a very effective way for people to focus on that drive.
    • The key here is that we are individual people that need to ignite the drive in each and every one of us.

    If you want to achieve your business goals you must be able to mobilise everyone involved in your business to focus on the thing you want to achieve.

    This includes employees, customers, suppliers and business partners.

    The problem here is that each if these people may not align with your business goals, they may have their own person direction and desire that aren’t perfrctly in line with what you want to achieve in your business.

    So how do you get all these parties aligned to Your Business Goals and hold all them accountable?

    Every successful business owner I have met has business goals, and the those that publicise their goals do even better. That goes some way towards informing others about what your trying to achieve and bring them on the journey.

    But it’s just not enough….

    9.5 times out of 10, this type of publication of your business goals is a one way street, it is simply a presentation of what you want to happen.

    Others will hear but they will not be 100% on-board with your business goals.

    This is a fundamental mistake most businesses make.

    Size doesn’t matter here, I’ve seen this in global multi-nationals and in small family owned and operated businesses.

    Ending in the same result…. Lack lustre staff commitment to your business goals.

    The key is to get the people involved in your business to set the business goals themselves…

    If this sounds scary to you, it is!

    It was scary for me in my business, it has been scary for every client I have worked with over the last 20+ years.

    What makes it less scary is having a great business management framework, a tested and proven approach that helps you set goals and empowers staff to achieve them.

    I’ve been using and teaching clients to use this approach for many years now with fantastic results.

    32%-89% improvement in fact. Using this model I have never seen a business achieve less than 32% bottom line improvement in any KPI they set their minds to. That’s right 32% bottom line improvement, minimum, using existing staff and no new technology solutions – purely with good old fashion focus!

    Our Financial Peak Performance™ framework teaches you an approach to setting goals that involves staff, a way to measure and celebrate success, and really really effective communication of your business goals across the business.

    More than that as staff are involved the business goals become aligned with each person’s individual goals…. this is extremely powerful, and makes your goal setting highly effective.

    I’ve even used this same framework to improve Customer Experience and change Customer Behaviours.

    The best thing is that once the framework is in place, staff take over making your business feel like it runs on autopilot!

    You can do this in your business too.

    It took me 10 years to create and perfect the Financial Peak Performance™ framework. I was lucky enough to have the opportunity to test and refine the framework over hundreds of businesses, across dozens of industries.You don’t need my framework to do this in your business, you can do it on your own.

    it may not even take you the 10 years to perfect …..

    However if you are time poor, or just want to unlock that potential value in your business right now, leveraging our Financial Peak Performance™ framework might be just the ticket.

    If you want get started I offer a free strategy session to make sure we are on the same page and I can really help your business (I can’t help everyone).

    Book your strategy call here.

    If you want to learn more about our Financial Peak Performance™ framework check out our Financial Peak Performance™ MBA.

    Oh I almost forgot we also have a free business health check (like everyone else) that tells you exactly what components you are doing well and where you can improve (not like anyone else). Do your Online Business Health Check here. (It’s a self assessment so be honest…)

    About the Author:

    Brad Horan is an accomplished Chartered Accountant, that loves business and particularly the human psychology of business decision making to achieve success.

    Brad has over 20 years experience in consulting to businesses across finance and operations. Early in his career he recognised that there was a disconnect between operational and financial goals within businesses. This disconnect often resulted in businesses taking different conflicting actions despite trying to achieve the same result.

    He recognised these conflicting actions were at great expense to businesses and their employees. In extreme cases they led to the demise of businesses.

    Brad worked with hundreds of businesses over the years big and small, eventually coming up with a framework to drive ownership through all levels of the business. This improves employee relationships, customer experiences, and ultimately reduces work and stress for those managing the business.

    Businesses big and small have benefited from Brad’s unique services; Midas, Diamond Pasta, Universal Pictures, HSBC, MetLife, Otis, Transport NSW, Hannover Re, Exxon Mobil, Care Fushion, Cleaning Star, Lonergan Research, to name a few.

     

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