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5/1/18
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5 FUNDAMENTALSTO GROW YOUR BUSINESS WITH LESS STRESS AND MORE SUCCESS
Why GROW?
And HOW?
SOME THINGS WE'LL COVER
1. Align Your Business2. Identify Where to Grow3. Focus on Adding Value4. How to Implement Quickly
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3 WAYS TO GROW
1. More Customers2. Increase Order Frequency3. Improved Profitability (Raise
Prices + Reduce Expenses)
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"Growth is never by mere chance; it is the result of forces working together"
-J.C. Penney
These Universal Fundamentals Unlock Growth in any Scenario
1. KNOW YOUR FINANCIALS
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UNDERSTAND THESE #$S!
• (35-50%) Profit Margins• (<30 Days) Cash Collected vs.
Invoiced• (10-20%) Net Margin• (2 months expense) Working
Capital
2. PLAN (SMART)
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POWER OF A PLAN• Assurance- light at the end of
the tunnel• Purpose- Vision for people to
believe in• Fun- A defined target to hit
HOW OFTEN DO YOU PLAN?
• Quarterly?• Yearly?• 3 Year?
3. PRIMARY CUSTOMERS
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HOW TO SELECT PRIMARY CUSTOMERS?
Demographic:
• Geography• Industry• Department• Size of
Organization
Firmographic• Payment Terms• Profitability• Fun to work with
(Appreciate your services)
• Value Alignment• Specialization
Alignment-Language or Service
What do they value?
1. Expert Knowledge2. Local Provider
3. Low Price4. Dedicated Service
Quick Sales Strategy:Dream 100 Customers
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4. PROCESS
EVALUATE YOUR PROCESS
1. Less Chaos2. Predictible Results3. Deliver on your Brand4. Build Company Value5. Automate low value tasks
TOP 3 SYSTEMS THAT ADD VALUE
1. Sales and Marketing2. Project Management3. Vendor Management
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5. PEOPLERIGHT PEOPLE IN THE RIGHT SEATS
TEAMWORK
FIVE FUNDAMENTALSPeople
Process
PrimaryCustomer
Plan
Financials
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Im p le m e n t
SHORTCUT TO IMPLEMENT:
1. Financials- Seeing Beyond Numbers, Profit First
2. Operations- Entrepreneur Operating System, Scaling Up
3. Sales/Marketing- Consultative Sales, Inbound Marketing
4. Coach/Mentor- SCORE, EO , YPO, Vistage
Consultative Sales Leads to 10% Higher Win Rates
