The 7 Essential Business DriversThe 7 Essential Business Drivers

What we are going to cover…What we are going to cover…

We believe that small business is the heartbeat of the Australian economy and that each one has the right to succeed.

NCB exists to increase the success of small business in Australia. Since 2003 we have worked with personally over 2400 small business owners and their teams – mainly trades and services

Create an environment where business owners have access to the tools, information and resources necessary to help them make better decisions that:

• Improve cash flow• Get them more clients• Reduce the # hours worked• Get a better financial return• Decrease stress levels• More of what they desire

Who is the NCB?Who is the NCB?

Consistent, Sustainable, Predictable…Consistent, Sustainable, Predictable…

Quick check in…What are you looking

for tonight?Quick check in…What are you looking

for tonight?

Just one idea – acted upon…Just one idea – acted upon…

Rectangle - Intelligent, strong decision makers, proactive

Triangle - lateral thinkers, prepared to look at all sides

Squiggle - Creative, strong imagination, leaders of people

Circle - Totally pre-occupied with sex and booze

Who are you?Who are you?

Business Driver #1- StrategyBusiness Driver #1- Strategy

Begin with the end in mindBegin with the end in mind

Why?Why?

Focus – What is your Value Discipline?Focus – What is your Value Discipline?

1. Best Total Cost - Operational Excellence:Provide the customer with reliable products or services at competitive prices, deliver with minimal difficulty or inconvenience 2. Best Products - Product Leadership:Providing products that continually redefine the state of art 3. Best Total Solution - Customer Intimacy:Selling the customer a total solution, not just a product or service

Business Driver #2- MarketingBusiness Driver #2- Marketing

Who is your target market…Who is your target market…

What has you stand out?What has you stand out?

How many?How many?

Parthenon TheoryParthenon Theory

Strategic Alliances…Strategic Alliances…

Business Driver #3 - SalesBusiness Driver #3 - Sales

The Five S’s The Five S’s

State Strategy Structure

Skill Scoreboard

ProcessProcess

Sales Success FormulaSales Success Formula

Business Driver #4 – RetentionBusiness Driver #4 – Retention

Where are your customer going? Where are your customer going?

Why customers leave you…1% Death3% Move5% Buy from a friend9% Sold by a competitor14% Product price

68% Perceived Indifference

Plan the experiencePlan the experience

How do you provide the WOW?How do you provide the WOW?

The 6 Human Needs

1. Certainty

2. Uncertainty

3. Significance

4. Contribution

5. Growth

6. Love/Connection

Business Driver #5 - Team/EngagementBusiness Driver #5 - Team/Engagement

Great Attitude

Bad Attitude

High SkillLow Skill

A

C

B

D

Skill V’s AttitudeSkill V’s Attitude

Clear Position DescriptionsClear Position Descriptions

KPI’s KPI’s

Do you have written, measurable, quantifiable and qualitative Key Performance Metrics for every position?

Training – Map it outTraining – Map it out

Business Driver #6 - FinancialsBusiness Driver #6 - Financials

Scorecard…Scorecard…

B.A.M…B.A.M…

Managing Cash flow…Managing Cash flow…

Business Driver #7 – SystemsBusiness Driver #7 – Systems

Focus on a few..Focus on a few..

The difference…The difference…

What we have found is…• Most of business owners will…• Hear what we say• Understand it intellectually• Agree with all the principles• KNOW that it is the thing they

should do, and then will…

The difference…The difference…

STILL NOT DO IT?

What gets in the way?What gets in the way?

Complimentary Strategy SessionComplimentary Strategy Session

ACTION!ACTION!