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KEY PARTNERS


        startupsmart
Entrevo Pty Ltd   www.keypersonofinfluence.com.au/
KEY PARTNERS


        startupsmart
Daniel Priestley
             Founder of Entrevo
Creator of “Key Person of Influence” method.
Growth inhibitor:
Unclear.
Growth inhibitor:
Unconvincing.
Growth inhibitor:
Burn-out.
Growth inhibitor:
Invisible.
Growth inhibitor:
Going alone.
The method
More Money, More Time, Less Stress - Marc Johnstone
Fitness     Investment   Florist    Plumber
 Trainer       Banker




IT Project   Change       Business   Workshop
 Manager     Manager       Coach     Facilitator

                                                   12
Property
Sales Trainer               Interpreter    Doctor
                Developer




   Grief                    Internet      Marketing
                 Physio
 Councillor                 Marketer      Consultant

                                                       13
More Money, More Time, Less Stress - Marc Johnstone
More Money, More Time, Less Stress - Marc Johnstone
More Money, More Time, Less Stress - Marc Johnstone
time for dollars?
human repetition robot
Growth inhibitor:
Lack of time +
Lack of money +
Burnout =
Stress
Turn your ideas into
valuable products that
people love to buy.
Marc Johnstone - Founding CEO of NavitasIP &
                            Shirlaws Coaching
It’s Time!
More Money, More Time,
      Less Stress

Building the value of your
         business
     KPI September 5th
           2012
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
More Money, More Time,
      Less Stress

1. A Different Perspective
The W
RISING
                                        REAL ESTATE
       9:30                               PRICES                                  12:30
Increase Property                                                            Reduce Share
   Allocations
  Reduce Bonds
                     EASIER
                     MONEY                  12                   RISING
                                                               INTEREST
                                                                               Allocations
                                                                             Increase Cash
                              11                          1      RATES


         RISING                                                           FALLING
                                                                           SHARE
        OVERSEAS
        RESERVES        10                 BOOM
                                                                  2       PRICES
                                     STRONG       SLUMP
                                    RECOVERY
                                GENERAL           CORPORATE
       RISING                   RECOVERY            FAILURES               FALLING
     COMMODITY      9                                                 3   COMMODITY
       PRICES                   HESITANT                                    PRICES
                                UNEVEN           SLOWDOWN
                                 RECOVERY
                                               GLOOM
                                        RECOVERY
            RISING
            SHARE
                        8                BEGINS                 4        FALLING
                                                                        OVERSEAS
            PRICES                                                      RESERVES


      6:30
                                7                      5                           3:30
Increase Share
  Allocations
                      FALLING               6                 TIGHTER        Reduce Property
                                                                               Allocations
                     INTEREST            FALLING               MONEY
 Reduce Cash                                                                 Increase Bonds
                       RATES           REAL ESTATE
                                         PRICES    Source: Count Financial Group
Putting it into perspective

 Across the ‘plateau, there is good and bad news:




Look to the Economic Clock – Hesitant uneven recovery
RISK


0          10


       5
The Energy & Timing

Jul 07




                       Mar 12
More Money, More Time,
      Less Stress

  2. What to do When
More Money, More Time, Less Stress - Marc Johnstone
More Money, More Time, Less Stress - Marc Johnstone
More Money, More Time,
      Less Stress

     3. The Tools
More Money, More Time, Less Stress - Marc Johnstone
More Time

1. Capacity - the right # of people
2. Functionality - doing the right job
3. Capability - with the right skill
Capacity Planning
Capacity Planning
Resource Allocation


     %         %              %


    Costs    Cash flow   Growth = Increased
                         Valuation
Functionality


Accounting         Positioning         Sales
HR
                   Distribution        Marketing
Admin
Legal etc..        New Product etc..   Factory etc..



 Infrastructure        Strategic            Revenue
    Support            Activities           Activities
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
Capability Formula
80%+ Capability = 95%+ uplift in the 3rd Wave

   So,

   80% = 100%

   40% = only 50%

   60% = only 75%
Sustainable Profit Formula:
3 Components - “BUS STOP”
1. Revenue - Expenses - MARGIN
      •   Traditional Accounting model legislated by Government
          - highly limiting
2. Red, Blue, Black - Functional Structures/Resource
   Allocation
      •   Resource Allocation
      •   Return on Investment
      •   Right Sizing
3. Capability
      •   Efficiency
      •   Training
More Money

1. The right products - ACM
2. Solution Selling
3. Servicing Clients
ARCHITECTURE
CONTENT
MARKETABILITY
ARCHITECTURE:


  • AND/OR
  • PICTORIAL - VISUAL
  • CONTEXT: SOURCE
PRODUCT -v- SOLUTION SELLING
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
PRODUCT SALES    “Takes the order”
   PERSON



GOOD PRODUCT        “Up-sells”
SALES PERSON



SOLUTION SALES   Creates the need
   PERSON
Servicing Clients
Less Stress

1. Culture
2. The 6 Growth Options
3. Maximising Equity Value
Valuation = Profit (x) Multiple
Which side of the equation creates value and
leverage?

Income follows ASSETS
Valuation Benchmark Formula
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
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
PRODUCT




          Text
More Money, More Time, Less Stress - Marc Johnstone
More Money, More Time, Less Stress - Marc Johnstone
More Money, More Time, Less Stress - Marc Johnstone
More Money, More Time, Less Stress - Marc Johnstone
More Money, More Time, Less Stress - Marc Johnstone
PRODUCT
PRODUCT
PRODUCT
Q&A
More Money, More Time, Less Stress

Building the value of your business


           mjohnstone@navitasip.com
           + 61 416 320 628

         Copyright © 2011 Assay Connect. All Rights Reserved.
The Entrepreneurs Sweet Spot




Entrevo Pty Ltd                            www.keypersonofinfluence.com.au/
Entrevo Pty Ltd   www.keypersonofinfluence.com.au/
Every business needs an ATM




                           GIFT




Entrevo Pty Ltd                           www.keypersonofinfluence.com.au/
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
ideas are worthless
implementation is everything
Growth inhibitor:
Stuck in idea phase
Chasing Sales
Spending too much time ‘convincing’
Capacity / Scale issues
Burn-out
Strong revenue no Profit
Growth inhibitor:
Stuck in idea phase
Chasing Sales
Spending too much time ‘convincing’
Capacity / Scale issues
Burn-out
Strong revenue no Profit

Solution:
Productise.
Entrevo Pty Ltd   www.keypersonofinfluence.com.au/
More Money, More Time, Less Stress - Marc Johnstone
Entrevo Pty Ltd   www.keypersonofinfluence.com.au/
Total investment =
                  $1997




Entrevo Pty Ltd                        www.keypersonofinfluence.com.au/
Total investment =
                   $1997
                  DO IT NOW PRICE =
                  $2000


Entrevo Pty Ltd                         www.keypersonofinfluence.com.au/
Total investment =
                   $1997
                  DO IT NOW PRICE =
                  $2000(5 payments of $400)


Entrevo Pty Ltd                               www.keypersonofinfluence.com.au/
It’s Time!

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More Money, More Time, Less Stress - Marc Johnstone

  • 1. KEY PARTNERS startupsmart
  • 2. Entrevo Pty Ltd www.keypersonofinfluence.com.au/
  • 3. KEY PARTNERS startupsmart
  • 4. Daniel Priestley Founder of Entrevo Creator of “Key Person of Influence” method.
  • 12. Fitness Investment Florist Plumber Trainer Banker IT Project Change Business Workshop Manager Manager Coach Facilitator 12
  • 13. Property Sales Trainer Interpreter Doctor Developer Grief Internet Marketing Physio Councillor Marketer Consultant 13
  • 19. Growth inhibitor: Lack of time + Lack of money + Burnout = Stress
  • 20. Turn your ideas into valuable products that people love to buy.
  • 21. Marc Johnstone - Founding CEO of NavitasIP & Shirlaws Coaching
  • 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
  • 25. More Money, More Time, Less Stress 1. A Different Perspective
  • 26. The W
  • 27. RISING REAL ESTATE 9:30 PRICES 12:30 Increase Property Reduce Share Allocations Reduce Bonds EASIER MONEY 12 RISING INTEREST Allocations Increase Cash 11 1 RATES RISING FALLING SHARE OVERSEAS RESERVES 10 BOOM 2 PRICES STRONG SLUMP RECOVERY GENERAL CORPORATE RISING RECOVERY FAILURES FALLING COMMODITY 9 3 COMMODITY PRICES HESITANT PRICES UNEVEN SLOWDOWN RECOVERY GLOOM RECOVERY RISING SHARE 8 BEGINS 4 FALLING OVERSEAS PRICES RESERVES 6:30 7 5 3:30 Increase Share Allocations FALLING 6 TIGHTER Reduce Property Allocations INTEREST FALLING MONEY Reduce Cash Increase Bonds RATES REAL ESTATE PRICES Source: Count Financial Group
  • 28. Putting it into perspective Across the ‘plateau, there is good and bad news: Look to the Economic Clock – Hesitant uneven recovery
  • 29. RISK 0 10 5
  • 30. The Energy & Timing Jul 07 Mar 12
  • 31. More Money, More Time, Less Stress 2. What to do When
  • 34. More Money, More Time, Less Stress 3. The Tools
  • 36. More Time 1. Capacity - the right # of people 2. Functionality - doing the right job 3. Capability - with the right skill
  • 39. Resource Allocation % % % Costs Cash flow Growth = Increased Valuation
  • 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
  • 42. Capability Formula 80%+ Capability = 95%+ uplift in the 3rd Wave So, 80% = 100% 40% = only 50% 60% = only 75%
  • 43. Sustainable Profit Formula: 3 Components - “BUS STOP” 1. Revenue - Expenses - MARGIN • Traditional Accounting model legislated by Government - highly limiting 2. Red, Blue, Black - Functional Structures/Resource Allocation • Resource Allocation • Return on Investment • Right Sizing 3. Capability • Efficiency • Training
  • 44. More Money 1. The right products - ACM 2. Solution Selling 3. Servicing Clients
  • 46. ARCHITECTURE: • AND/OR • PICTORIAL - VISUAL • CONTEXT: SOURCE
  • 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
  • 51. Less Stress 1. Culture 2. The 6 Growth Options 3. Maximising Equity Value
  • 52. Valuation = Profit (x) Multiple Which side of the equation creates value and leverage? Income follows ASSETS
  • 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
  • 56. PRODUCT Text
  • 65. Q&A
  • 66. More Money, More Time, Less Stress Building the value of your business mjohnstone@navitasip.com + 61 416 320 628 Copyright © 2011 Assay Connect. All Rights Reserved.
  • 67. The Entrepreneurs Sweet Spot Entrevo Pty Ltd www.keypersonofinfluence.com.au/
  • 68. Entrevo Pty Ltd www.keypersonofinfluence.com.au/
  • 69. Every business needs an ATM GIFT Entrevo Pty Ltd www.keypersonofinfluence.com.au/
  • 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.
  • 75. Entrevo Pty Ltd www.keypersonofinfluence.com.au/
  • 77. Entrevo Pty Ltd www.keypersonofinfluence.com.au/
  • 78. Total investment = $1997 Entrevo Pty Ltd www.keypersonofinfluence.com.au/
  • 79. Total investment = $1997 DO IT NOW PRICE = $2000 Entrevo Pty Ltd www.keypersonofinfluence.com.au/
  • 80. Total investment = $1997 DO IT NOW PRICE = $2000(5 payments of $400) Entrevo Pty Ltd www.keypersonofinfluence.com.au/

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  59. Definition of Product \n\nASK for definitions in audience\n\nA. something you manufacture or sell\n
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  62. 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
  63. 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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  69. 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
  70. 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
  71. 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
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