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Welcome to The 5 Steps to Business
Freedom Seminar
Tonight our Collective Purpose
is to Help You…
• Understand the 5 steps every business goes through
• Determine which step you are on right now and what you should be working on
• Learn about specific strategies that can be used to improve performance in key areas
• Walk away with something you can implement in your business tomorrow
In Other words…
04/12/23 4
We Want to Help You Get Off This….
My Very Favorite Quote!!
“ Insanity is doing the same thing over and over again expecting a
different outcome”
What Can A Banana Teach Us About Change??
04/12/23 7
About James Lawson and Angela Inzerillo
• James has Over 20 years as a successful business executive focused on Sales, Marketing, Business Development.
• International and Domestic experience and has generated over $1bn in sales revenue in my career.
• Built a start up division for a major network company growing the business to over $250M in less than 4 years.
• Born 30mins West of St. Andrews, Scotland and has lived in the US since 2001.
• Angela has over 17 years of Corporate sales and management experience.
• She has significant expertise in relationship-based sales earning her top performance club awards.
• Has generated over $700m in revenue across multiple industries including Networking, Telecoms and software.
• Is a graduate of the University of Richmond (go spiders!) with a BS in Business Administration and Marketing.
• Originally for Long Island, N.Y she now resides in Fairfax with husband James and their 2 Siberian huskies
The United States has over 7.2 million pay-rolled businesses.
98% have under 100 employees.
Entrepreneurship is Thriving…
Approx. 29 million Businesses!!
They ALL Face the Same Five Business Dangers
Business Coaches Reverse This Trend!
A business coach mentors entrepreneurs in growing their businesses, so the incremental cash flow more
than pays for their customized education…
Can I Be Your Coach for the Next 75 mins?
Raise your hand if you’re open to being coached over the next 75
mins…
The 5 Steps To Business Freedom(Tonight we will focus on 3 Which is where 98% of Business Owners
are)
What is Success?
SUCCESS = sum total of all decisions being made.( Your Role is to “influence” decisions)
The 5 Steps to Business Freedom
FreedomReproduce, Acquire, Harvest
5
AffluenceEconomize, Invest, Repay
NormalizeCash Flow, Monitor, Adjust
4
3
ChaosSpend, Promote, Challenge
2
IrrelevanceResearch, Model, Create
1
The 5 Steps to Business Freedom
FreedomReproduce, Acquire, Harvest
5
AffluenceEconomize, Invest, Repay
NormalizeCash Flow, Monitor, Adjust
4
3
ChaosSpend, promote, Challenge
2
IrrelevanceResearch, Model, Create
1
Which Step Which Step Are You Are You Focused On Focused On The Most?The Most?
Which Step Which Step Are You Are You Focused On Focused On The Most?The Most?
At Your Tables
Take a few minutes to discuss where you think you are relative
to the five steps
Our Rapid Impact Strategies
Time1. Apprenticeship Plan
2. Operations & Training Manual3. Time Management Plan
4. Comprehensive Exit Strategy
Team1. Employee Acquisition Plan
2. Psychometric Profiling Process3. Key Performance Indicators
Measurement System4. Lean Manufacturing Program5. Performance Incentive Plan
6. Strategic Plan7. Leadership Development Plan
8. Team Meeting Rhythm9. Organizational Plan
10.Team Building System
Money1. Current Business Plan
2. Break-even Plan3. Revenue and Profit Budget
4. Cash Gap Plan5. Unique Selling
Proposition & Guarantee6. Sales Management System
7. Tactical Marketing Plan
Rapid Impact Strategies
Freedom • Apprenticeship Plan• Comprehensive Exit Strategy
• Leadership Development Plan
Affluence • Operations and Training Manual• Time management Plan
• Organizational Plan• Lean Manufacturing Program•Team Meeting Rhythm
Normalization • Employee Acquisition Plan• Psychometric Profiling• KPI Systems• Performance Incentive
• Cash Gap Plan
Chaos • Team Building System • Revenue and Profit Budget• Sales Management System• Tactical Marketing Plan
Irrelevance • Current Business Plan• USP and Guarantee• Break Even Plan• Strategic Plan
Reproduce, Acquire, Enjoy
Economize, Repay, Invest
Cashflow, Monitor, Adjust
Spend, Promote, Challenge
Research, Model, Create
Time Team Money
Which RIS Do You Need the Most?
Current Business Plan
Business plan to forecast your cash-flow, determine your working capital requirements, and calculate your ability to pay back debt and make a profit for investors.
USP and Guarantee
Unique Selling Proposition and a Guarantee so that your ideal clients/customers feel compelled to do business with YOU instead of your competitors because you're different than all the rest.
Break-Even Plan Plan to cut costs just enough to stop the bleeding while also driving sales to cover your salary and a minimum number of expenses and start paying back debt.
The 5 Steps to Business Freedom
Strategic Plan Strategic plan that clarifies the vision, mission, and values of the team as well as the long and short-range goals so everyone's on the same page and pulling together
Strategic Plan
• It is the “single” most important document you will ever create for your business
• It helps “simplify” the mission and goals of the organization
• It creates “alignment” with all facets of the organization making sure that everyone is moving in the same direction.
• It answers 7 very simple questions – Who, What, When, Where, How, Why and Should or Shouldn’t we do
Strategic Plan
1% Vision99% Alignment
Simplicity and Alignment S.W.O.T. Analysis
Strengths of organization Weaknesses of organization Opportunities to achieve plan Threats to making plan Trends to watch
1Strong Cash Position 1Under strength Sales organization 1New distribution partner 1Under capitilzed clients 1
2Leadership 2No social media strategy 2 2Not having a whole "solution" 2
3 3 3 3New competitor has emerged 3
4 4 4 4 4
5 5 5 5 5
Core Values/Beliefs Purpose (Why) Targets (Where) Goals (What) Actions (How) Theme Baseline
Forever 10-30 Years 3-5 years 1 year (2010) Quarter Quarter / Year Historical
Ecstatic Customers
Future Date Jan. 2015
Year Ending December 1, 2010
Quarter # 1
Deadline:1-Dec-10
Quarter #
Honor intellectual capitalists Revenues $ 3,000,000.00
Revenues $ 300,000.00
Revenues $ 85,000.00
Top KPI (Key Performance Indicator) for Year
Gross Profit $ 1,700,000.00
Gross Margin 65%
Profit Breakeven
Measurable Target/Critical#
Net Income $ 1,000,000.00
Expenses $ 110,000.00
Gross margin 40%
Practice what we preach Freedom - Our actions create more, not less, freedom for our clienst, associates, shareholders and the community
ROI
Net Income $ 85,000.00
Annual Theme Name
Other KPI's relative to our business
Sandbox / Market
Leads generated
Operation Transition
Everyone an entrepreneur 1000 gazelle clients with revenues between $5m and $200M
Converstion rates
Revenue per client
Q1 Theme Actions
Time in the system
1st class for less
Ethics above all else
ActionsTo Live Values, Purpose, BHAG
Key Thrusts/Capabilities3-5 Year Priorities
Key InitiativesAnnual Priorities
Rocks & AccountabilityQuarterly Priorities (Who / When)
1 1 25 master agents fully functioning 1 60 additional clients and 10 master agents 1 Head coach/Coaching process
Year Ending 2005-2006
Revenues
2 2 Major business publication partnership 2 Implementation kits for all content providers 2 iGo Performance development proces test
Net Income
3 3 Creative exclusive image 3 Coach process nailed 3
4 4 Entry into 2 new countries - 1 of which is United Kingdom
4 4
5 5 5 5
KPI's (Key Performance Indicators)
KPI's (Key Performance Indicators)
KPI's (Key Performance Indicators)
Scoreboard Design
80 ecstatic clients giving us $million run rate
BHAG
Big Hairy Audacious Goal Brand Promise Elevator Pitch
10,000 clients as the #1 distribution channel of knowledge products and services
100% implimentation of ideas we teach!
Less knowledge and more action!!!
Celebration/Reward
$1,000
Everyone In The Same Direction
(USP)UNIQUE SELLING PROPOSITION
Surplus Society
“The ‘surplus society” has a surplus of similar companies, employing similar
people, with similar educational backgrounds, coming up with similar ideas, producing similar things, with similar, prices and similar quality”
- Kjell Nordstrom and Jonas Ridderstrale, Funky Business
How DoYou Differentiate Yourself…
USP & Guarantee (UG)
$14,400 in 1.5 months!
A.I.D.A. Formula
USP
Unique Selling Proposition (USP)
(What’s Yours)
At Your Tables!!!
Come up with 3 attributes of your business that makes you unique
Key Point!!Being DIFFERENT isn’t enough,
It Must also add VALUE!!!
It’s About The Experience!!
“Rebel Experience”
“What we sell is the ability for a 43-year-old accountant to dress in black leather, ride through small towns and have people be
afraid of him”- Harley exec, quoted in Results –Based
Leadership
Revenue and Profit Budget
Month by month budget to plan the amount of sales you need to hit to cover both your salary and a minimum number of expenses so you start making a healthy profit.
Sales Management System
High performance sales force by scripting their approach, coordinating their activity with the right CRM (customer relationship management) software solution, measuring their activity, and tying their results to their paycheck.
Tactical Marketing Plan
Aggressive, measurable marketing plan to increase your leads, improve your sales closing ratio, increase your average spend per transaction, and increase the transactions you get per customer every year so your profits increase exponentially.
Team Building System
System for understanding personality differences and how to improve communication by understanding the psychological profile of your team members.
The 5 Steps to Business Freedom
3 Things a Winning Sales Team Needs To Have…
Sales Activity System
Sales Script Template
We’ll Help You and Your Team Communicate Effectively…
The Marketing Plan
Tactical Marketing PlanApril May June July
Leads Plan Actual Plan Actual Plan Actual Plan Actual
25. Free seminars and clinics 25 21 0 0 20 16 25 038. Net working 10 5 15 12 30 32 30 040. Direct Mail with FU 5 2 5 3 10 12 10 041. E-marketing 15 12 10 12 10 12 10 042. Newsletter 10 8 10 7 10 12 10 052. Referral program 30 10 20 21 15 17 15 055. Telemarketing 10 3 8 12 5 8 5 058. Strategic Partners 20 15 10 12 10 7 15 0
Leads (Plan vs. Actual) 115 26 78 0 110 0 120 0Leads (Required) 130 100 120 120
Gap (Plan vs. Actual) 15 22 10 0
Profit Equation – What’s Possible in Your Business
Leads Generatedx
Conversion Rate=
New Customers+
Retained Customers=
Customersx
Revenue/Customer=
Revenuex
Gross Margin=
Gross Profit-
Fixed Costs=
Net Profit
550x
22%=
121+
250=
371X
$550=
$204,050X
62%=
$125,695-
$45,000=
$80,695!
500x
20%=
100+
250=
350X
$500=
$175,000X
56%=
$98,000-
$50,000=
$48,000
10%
A System for This……And a System for That
“An essential element in any business is to create systems that produce “PREDICTABLE” outcomes so that the “SYSTEMS” run the business and the
business owner runs the systems!Michael Gerber – Author, E-Myth Revisited
Employee Acquisition Plan
Plan to consistently generate more than enough leads on high quality employees by deploying multiple recruitment strategies to market for employees in unusual ways.
Psychometric Profiling Process
Selection process where you use psychometric profiling tools and a test-drive process to screen out non-performers before they join your team and make sure you're getting people that will deliver results.
KPI System Key Performance Indicator system that measures and reports the key activities in the business so everyone knows how their efforts are either making or breaking the business.
Performance Incentive Plan
Incentive package for your team members that motivates them to work as hard in the business as you do and care about it like it was their own.
Cash Gap Plan Plan to quickly collect outstanding receivables, get your customers to pay on time, and improve your terms with vendors so that your bank account always has plenty of cash in it.
The 5 Steps to Business Freedom
Where Do You Sit Relative Competitors…
How Do You Manage Your Cash…
InventoryArrives
InventoryShipped
Days InventoryInventory
ReceivablesReceivablesPayablesPayables
The Cash GapThe Cash Gap
0 20 40 60 80 100 120 140
CashPaid
CashReceived
Most employees are motivated, energetic,
committed, enthusiastic and loyal …
Except for the 8 hours they work for you!
Tom Peters, Author /Speaker
The Motivation Problem…
Right People, Right Job!…
Right People, Right Job cont…
The average cost (in the US) of a Mis-Hire is approx.
$30K - $40K
If It Moves, Measure It!…
1. Manufacturer • Units produced per hour• Gross profit per unit sold• Product returns
2. Retailer/Wholesaler • Inventory turns• Average transaction value
3. Professional Services• Billable hours per
employee/partner• Average hourly rate
04/12/23 50
• FSBI brands dominate the business coaching franchise market…
• Pioneers of business coaching with over 24 years of proven experience…
• Exclusive strategic partnership…
FSBI 33%
#1 In Business Coaching
The Growth Of Coaching
0
5
10
15
20
25
30
35
2006 2010
Total Business
<100 employees
BEBC
•The number of businesses engaging a Business Coach to help them in 2006 was approx. 1.4million, in 2010 that number is expected to rise to 2.8million.
(International Coach Federation)
•On average, 1 in 10 businesses in the US will have or will plan to engage the services of a Business Coach through 2010!!
•Question? Is it possible 1 or more of your competitors are engaging outside help to re-position or institute new growth strategies for thier future?
Coaching Programs
• One-on-One Coaching
• Group Coaching
• Complimentary Coaching Session
YOUR Actions:
• Put Together Your Strategic Plan!!!!!• Build a “Kick Ass” Unique Selling
Proposition!!! – Ask your clients WHY ME?• Construct a “Tactical Marketing Plan” (Test
and Measure – Remember “if it moves, measure it)
• Cash is King! – Work on your “costs” every 90 days.
Next Seminar July 2010Growth Fundamentals
Four Decisions – People/Strategy/Execution/Cash
Three Disciplines – Priorities/Metrics/Meeting
Two Drivers – Reputation/Productivity
One Coach – Achieving Peak Performance
Results – Growth/Cash/Profit/Time/Valuation
FINALLY!!!!!!!!!
“The world is full of people with good intentions, real progress however is made by those few that step up and take action”
Thank You