This document discusses Daniel Priestley, the founder of Entrevo Pty Ltd and creator of the "Key Person of Influence" method. It outlines some common growth inhibitors such as being unclear, unconvincing, experiencing burnout, feeling invisible, or going at it alone. It then discusses turning ideas into valuable products and building business value through understanding economic cycles, clarity on actions, and tools like capacity planning, functionality, capability formula, sustainable profit formula, and valuation benchmarks. The document promotes productizing ideas rather than just chasing sales.
23. More Money, More Time,
Less Stress
Building the value of your
business
KPI September 5th
2012
24. Agenda – An experience of a
different perspective
1.Maximising the opportunity through
understanding cycles (economic and
business)
2.Clarity as to What to do When
3.A few of the tools
40. Functionality
Accounting Positioning Sales
HR
Distribution Marketing
Admin
Legal etc.. New Product etc.. Factory etc..
Infrastructure Strategic Revenue
Support Activities Activities
41. Functionality
Total Revenue = 10M
Multiply this by how “inefficient” your business is today (i.e.
at end of recession).
So 10M times 15% = $1,500,000
Multiply this number by 90% (assuming it costs 10% to
implement) = this equals
1,350,000 CASH
48. THE BUSINESS ISSUE
PRODUCT Training focuses on the “fact” that there are skills
lacking in the sales person and so training
focuses on:
• Sales Training
• Relationship skills
• Fact Find Skills
SOLUTION • Negotiation Skills
• Listening Skills
• Rapport building
• “C” Level Training
49. PRODUCT SALES “Takes the order”
PERSON
GOOD PRODUCT “Up-sells”
SALES PERSON
SOLUTION SALES Creates the need
PERSON
54. Product Innovation
1. Innovate Products for Now – (Consumption cycle)
2. Innovate for Next Cycle – ACM – (DOC, in-sourced
HR)
3. 4 Touches & Loyalty
What are your key business assets?
• In a flat market, everyone is selling against
everyone.
• Key is to innovate and differentiate
55. SCALE UP
PROFILE You are who Google says you are “First value,
then leverage”
GIFT 1) Given freely without conditions
- Licensing
2) Meaningful, thoughtful and well timed
3) Doesn't send you broke
LEAD CAPTURE PROCESS Acquire contact details
- Franchising
1) Gets ideas / philosophies out to your market
Make Relationships
PRODUCT
Over - Subscribed
FOR PROSPECTS 2) Creates “pre-sold” prospects
PRE-SOLD
3) Gives great value & offers a “Quick Win”
- Funding
Ideas
SALES CONVERSATIONS
Over - Delivered
Implementation
Making Money
SOLD
CORE OFFERING 1) A full & remarkable solution to a real problem
- Growth
G| S |B 2) Implementation not just ideas
3) Offered at a price that’s profitable
1
SERVICE Surprise & delight clients above their expectations
- Staff / Team
2 3
LOGICAL 1) Highly profitable 1) BRAND
NEXT STEPS 2) Clearly different to your core offering 2) DISTRIBUTION
3) Logical progression that fits your brand 3) PRODUCT
- Systems / Automation
INNER CIRCLE Create Evangelists PARTNERSHIPS
70. SCALE UP
PROFILE You are who Google says you are “First value,
then leverage”
GIFT 1) Given freely without conditions
- Licensing
2) Meaningful, thoughtful and well timed
3) Doesn't send you broke
LEAD CAPTURE PROCESS Acquire contact details
- Franchising
1) Gets ideas / philosophies out to your market
Make Relationships
PRODUCT
Over - Subscribed
FOR PROSPECTS 2) Creates “pre-sold” prospects
PRE-SOLD
3) Gives great value & offers a “Quick Win”
- Funding
Ideas
SALES CONVERSATIONS
Over - Delivered
Implementation
Making Money
SOLD
CORE OFFERING 1) A full & remarkable solution to a real problem
- Growth
G| S |B 2) Implementation not just ideas
3) Offered at a price that’s profitable
1
SERVICE Surprise & delight clients above their expectations
- Staff / Team
2 3
LOGICAL 1) Highly profitable 1) BRAND
NEXT STEPS 2) Clearly different to your core offering 2) DISTRIBUTION
3) Logical progression that fits your brand 3) PRODUCT
- Systems / Automation
INNER CIRCLE Create Evangelists PARTNERSHIPS
73. Growth inhibitor:
Stuck in idea phase
Chasing Sales
Spending too much time ‘convincing’
Capacity / Scale issues
Burn-out
Strong revenue no Profit
74. Growth inhibitor:
Stuck in idea phase
Chasing Sales
Spending too much time ‘convincing’
Capacity / Scale issues
Burn-out
Strong revenue no Profit
Solution:
Productise.
Where are You\nWhere is your team\nWhere is WHTM \nWhere should it go – has to be AG as have investors and too far to “go back”\n
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Where are You\nWhere is your team\nWhere is WHTM \nWhere should it go – has to be AG as have investors and too far to “go back”\n
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Definition of Product \n\nASK for definitions in audience\n\nA. something you manufacture or sell\n
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Let’s look at a successful case study – Disney\n\nTELL STORY OF ANNAHEIM ETC – HOW RISKY IT WAS - car, 3 x price \n\nIt’s product extension because they sit on top of each other and an evolved brand\n
After the break, we’re going to look at some successes, but let’s quickly look at some failures.\nDistribution extension Failures:\n\nVerbal Example nearly all British Pop bands except for the Beatles that have tried to extend into US\n
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You will learn as much from your group as from me.\nYou will do less listening than you will talking.\n1-1\n1-group\n1- Me\n\nEXERCISE - With your table\nName?\nWhat do you do?\nWhy are you here?\n\nI’m Ian Elliot...\n\nTEST - Pick someone and ask them to say who stood out most on their table... and why?\n
You will learn as much from your group as from me.\nYou will do less listening than you will talking.\n1-1\n1-group\n1- Me\n\nEXERCISE - With your table\nName?\nWhat do you do?\nWhy are you here?\n\nI’m Ian Elliot...\n\nTEST - Pick someone and ask them to say who stood out most on their table... and why?\n
You will learn as much from your group as from me.\nYou will do less listening than you will talking.\n1-1\n1-group\n1- Me\n\nEXERCISE - With your table\nName?\nWhat do you do?\nWhy are you here?\n\nI’m Ian Elliot...\n\nTEST - Pick someone and ask them to say who stood out most on their table... and why?\n