translating visions into remarkable businesses
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Translating Visions into Remarkable Businesses. Scaling Your Business Not Just Growing It. Ian Smith. - PowerPoint PPT PresentationTRANSCRIPT
Translating Visions into Remarkable Businesses
Scaling Your Business Not Just Growing It
Ian founded The Portfolio Partnership (TPP) in 2010. TPP is an operational consultancy focused on scaling private businesses safely. He believes his resume of building 4 previous businesses from publishing, investment banking to software in Europe and the States gives him a unique set of skills and a sense of humor. He remains a competitive masters track & field athlete and in 2012 was ranked #2 indoors in the world for his age at 400m.
Ian Smith
ScalingWhat is
?
CreateRarity Value
Why Now?
27.3Million U.S. Businesses
610,000Employ More than 19 people
6000
Exited for more than $10m in 2012
Only
0.9%
VALUEAre you sure you’reincreasing business
?
RARITY
How Do We Scale?
Scaling
Positioning & Story Telling
Sales Process Marketing & Sales Dashboards/Metrics Recruitment/Talent
How Do You Scale - 5 Playbooks
INTERACTIVE SESSIONSaleability TEST
16
INTERACTIVE SESSIONSaleability TEST
17
1
Playbook #1 Positioning
19
Pyramids More time to create a more focused business
Positioning Boilerplates
Positioning Boilerplates
ADMET is a leading global manufacturer of innovative material testing systems. We enable customers to conduct comprehensive, repeatable tests to ASTM or ISO standards, while keeping costs under control and seamlessly integrating their testing procedures into their organization.
Customers include Lawrence Livermore National Lab, GE, DuPont, Boeing, US Steel, John Deere, Bechtel, Medtronic, and Harvard Medical School.
The ADMET team has been solving materials testing problems for over 22 years from basic applications to recent innovative breakthroughs in the medical sector.
Positioning – Process Map
2
Playbook #2 Alignment
30
Order of events is crucial Outcomes Mindset - Business Results Sheets Write for the masses then you are talking to no one. Identify the Persona Sector thinking brings a focus to your story telling. Show Usage
Sales vs Marketing
Audit your SEO results
Marketing - lead generation machines Need targets
Regular review meetings between sales and marketing
Sales Vs Marketing
Alignment – Telling Stories
Case Studies – Challenge, Solution, Results
The Law of the Few, why the messenger is unreasonably important.
Stickiness, the need for a compelling story.
Context, how human beings are ultra sensitive to their environment.
Story Telling
3
INTERACTIVE SESSIONWhat’s Your Sales Process?
36
Playbook #3 Sales Process
37
Who Wants a 75% Close Rate?
Who Thinks Their Sales Team Are Quote Machines?
Sales Process
Conventional v Diagnostic
Research & Preparation
PHASE 1
Specific Client Preparation
Mapping People
Problem Finding
Consequences of Doing Nothing
Summarize How We Move Forward – Timing is Good
1
2
3
4
7
5
6
8
10
11
12
13
14
PHASE 2
Prioritize Account Management
Hyperqualification
Money & Priorities
Connect – Can You Help?
Engagement Strategy
Ensure Realistic Timeline
Sign Off Success Criteria
PO Issued
Delivery and Installation
Post Sales Measure
Referral
Can You Improve Performance?
Alternatives Explored and Recommendation and Proposal
PO, and DeliveryDESIGN DELIVERDIAGNOSEDISCOVER
9
18
20
Ensure Realistic Expectations
Recap Document
Explore Alternatives
15
17
19
PHASE 3PHASE 2 PHASE 4K
ey Steps
Including Value Agreement
Cause of Problems
Proposal Issued 16
Sales Playbook
4
Playbook #4 Metrics
42
INTERACTIVE SESSIONMetrics
43
A bat costs $1 more than a ballThey cost $1.10 in totalHow much does the ball cost?
Problem #1
If it takes 5 machines 5 minutes to make 5 widgets, how long would it take 100 machines to make 100 widgets?
Problem #2
Metrics & Stories
Could we price our products more efficiently?
Profitability by product
The Marginal Cost of our products
Which ratios point the same way
T12s
Metrics - Asking Big Questions
Less is more. Too many and you get confused.
Aligned to your Big Audacious Goals
What happens when there’s a bad week Does the CEO care?
Big stuff then detail in the back ups
Dashboards
5
Playbook #5 - Talent
50
What do we want from a job?
Create a University
Talent Tips
Quick takeaways from today.
Summary – Your Actions
Our Story:
Operational Consultancy focused on scaling private companies safely
The Blog: The Smith Report –portfol iopartnership.com/blog
Your business is either remarkable or invisible. Your Choice.
Thank You For Coming
Ian Smith978 395 1155