KONA Group Catalogue

8/13/2019 KONA Group Catalogue

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Use Business Specialists with

Proven Methodologies,

Not Off the Shelf, By the

Book Trainers


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Since 1999 the KONA Group has been changing the lives and performances

of organisations Managers, Leaders and Sales People. And they get results!Recent projects include:

Doubling the sales of an 80 strong sales team in 6 months

Increased revenue of a Finance client by 20% in one year

Increased market share of an Industrial client from 32% to 40% in 2 years

Increased sales for a Pharmaceutical client by 19% resulting in them

achieving 140% of target in one year

Increased average order value for a Manufacturing client by 6,365%

Increased customer retention of a Major Credit Card by over 12% in 6months

Grew ongoing sales target achievement for a Retail client from 2 out of 10

people to 8 out of 10 people, in 6 months

Increased revenue for a Distribution client by 12%, in one year

Increased EBIT for a Building client by over 5% in a declining market in

18 months

K O N A G r o u pBecause Hope Is Not A Strategy

Renowned as a specialist team of business improvement experts, with

proven methodologies and processes, each of the 12 consultants selectedin the KONA team is a highly skilled specialist who works with our clients

according to the specic skill-set and expertise required for each project.

They are all experienced professionals who have run businesses, managed

teams and built a Pipeline. They are NOT off the shelf, by the book trainers

or academics.

KONA deliver results, not reports, Because Hope Is Not A Strategy!

1Call us at (+61) 1300 611 288 www.kona.com.au


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A.C.T.C. Process

KONAs A.C.T.C. Process of Assessment, Consulting,Training, and Coaching, has repeatedly proven to besuccessful in achieving our clients outcomes and helpthem develop their strategy, people performance andprocesses to execute their plans and achieve ROI

ASSESSMENT

During the Assessment phase, we draw on ProvenMethodologies and Models, to uncover the informationrequired to create a training workshop fully Customised

to your teams situation (not just another off the shelf,by the manual training course)

To better understand your current strategy, value proposi-tion, culture, competition, Skills, Attitudes and Capability ofyour teams, and the challenges the businesses is facing, wecan run either face to face interviews or on-line Assessments

aimed at getting to the Cause of your Issues ratherthan guessing a bandaid treatment of the Effects

2 Call us at (+61) 1300 611 288 www.kona.com.au2 Call us at (+61) 1300 611 288 www.kona.com.au


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CONSULTING AND CUSTOMISATION

In Consultation with your management or project leadersKONA Customise the specic solution, based on the outcomes

of the Assessment phase. This can include training, coaching

or mentoring to your team. This can also include the develop-ment of Customised IP including:

Training Collateral

Case studies and Experiential Exercises

Activities & Worksheets

Pre-work & Post-work

Facilitation and Coaching Guides

Post workshop coaching plans

Implementation/roll-out plan

TRAINING

Customised Training workshops willthen be delivered that are based onYOUR business, as well as beingpractical, hands on and interesting.They are NOT generic, off the shelfcourses

KONA training workshops are facilitatedby a highly experienced businessimprovement specialist, not a by thebook trainer who has never built a pipeline,managed a team, or run a business

COACHING

One on one and group follow-up Coaching sessions will focus

on On the Job Coaching of techniques and skills covered in

the Training workshops. That way your teams dont revert backto their pre-training comfortable habits and ROI is achieved.

Call us at (+61) 1300 611 288 www.kona.com.au 3


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Imagine this scenario:

You are not well and you go to your doctors. As soon as you walkthrough the door he/she says You are not well and I know what

you need. Take this prescription to the Pharmacy on your way

out.

Or worse, You are not well. I know what you need. Take this

referral to this surgeon who will operate on you!!

Too many companies waste their money on generic off-the-shelf,

by-the-manualtraining courses (aka. Conscience Courses) where

the decision maker ticks a box and says Well I put them on a

course, so they should now be able to perform

If you really want to know what is going on in your business, or to

understand the behaviours, motivations and proles of your peo-

ple, check out KONAs Organisational, Team or Individual

Assessment tools

That way any training and coaching can be aimed at treating

the Cause of current performance, rather than band-aiding the

Symptoms.

ASSESSMENTS

Prescription Before Diagnosis

Is Malpractice

4 Call us at (+61) 1300 611 288 www.kona.com.au(Back to content page)


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For more informaon

about how MBTI will

improve the eecveness

of your team contact

Glenntoday on

(+61) 1300 611 288

or email [email protected]

MBTI is one of the most popular

proling tools in the world and

has been used effectively with

individuals, groups and organisa-tions across all industries. There

are a wide range of applications,

including careers, communication,

conict resolution, counselling,

management and leadership,

relationships, teaching and learn-

ing, teamwork, personal and

spiritual development etc.

The Myers-Briggs Type Indicator is a personalityinventory designed to make Carl Jungs theory of

psychological types practical and useful in peoples

lives. It deals with what are considered natural

personal preferences, not pathologies.

MBTI Myers Briggs Type Indicator

There are various MBTI Forms. They all present a series of forced-choice

questions, in phrase and word pair format. Each question, or item, relates

to a preference one of 4 sets of psychological opposites:

Extraversion-Introversion

Sensing-Intuition

Thinking-Feeling

Judgement-Perception

The 4 scales on the MBTI represent these opposites. They do not claim to

say everything about these opposites.The MBTI is a sorting mechanism

for psychological preferences, not a measure of skills or abilities. Scores

on the MBTI are like votes for one side or another, where each option is

considered good, or valuable.

The Benets of MBTI include

Prevent and resolve conict

Identify an individuals strengths and weaknesses

Identify gaps in the team

Identify how individuals works best with each other

and customers

Improve communication strategies

Help Managers give effective feedback

Assist teams to work together more effectively

Develop emotional intelligence

Improve and change culture.

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If you need to improve the

morale and performance

of your team contact James

on (+61) 1300 611 288

or [email protected]

The benets of using the TMP Team Management Prole include;

Provides a practical model for effective teamwork in any context

Gives an overview of how balanced the team is

Promotes mutual understanding and respect

Provides an opportunity for more open communication

Gives guidance for personal career development Highlights the importance of understanding and managing diversity

Gives insights into how to resolve conict

Provides a complete approach to building and maintaining

balanced, high-energy teams.

By enhancing their knowledge and understanding of the world of

work and giving them a simple language with which to communicate,

you can help teams to achieve peak performance in the workplace.

Assigning the wrong person to

a task, ignoring important tasks

or failing to resolve conict can

have costly consequences.

The Team Management Prole

is a personalized report, which

gives individuals valuable in-

sights into the way they prefer

to work and their preferred role

within a team. This feedback will

help to improve team processesand performance, which will in

turn improve motivation and job

satisfaction.

TMP Team Management Prole

Call us at (+61) 1300 611 288 www.kona.com.au 9(Back to content page)
mailto:Glenn%40KONA.com.au?subject=KONAmailto:Glenn%40KONA.com.au?subject=KONA


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For more informaon

about how DISC proling

will help you select the

right people for your team

contact Carol today on on

(+61) 1300 611 288


DISC

By fusing professional skills such as management, sales and service skillswith the wisdom gained from the DiSC proling system and training, people

and businesses around the world have been fast tracking their success formany years.

By using DiSC you can

1 Improve your results and success by recruiting the right person with the best characteristics for the role.

2 Increase the individual performance of each team member and the team as a whole. When team

members understand their personal strengths they are more motivated to build on them and when they appreciate the strengths of their colleagues they can see the value each person ads to the team. This helps increase the teams cohe-

siveness and their overall success.

3 Inspire and motivate your people to be more successful by understanding the different motivators for each of the four styles.

4 Help managers make deeper connections and increase the success of their team by consciously

using a management strategy that works best for each individuals style.5 Increase your teams dynamics and performance by understanding the

behavioral style of your team as a whole.

6 Power up your team to be the best they can be, by reducing any gapsthat have been limiting their capabilities and identifying and increasing

the key strengths important for the role .

DiSC provides the following information

1 Behavioural style overview2 Attributes describing the person3 Communication style4 Learning style5 How the person responds to supervision6 How the person prefers to make decisions7 What motivates the person

8 What the person fears

9 Strengths and weaknesses10 Work style tendencies

11 What type of work environment the person prefers12 How the person appears under stress and what they need

13 Behaviours that lead to conict



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For more informaon

about how HBDI will


of your people contact

Andreatoday on

(+61) 1300 611 288


The development of specic thinking styles takes place during our child-

hood and adolescence, and is more or less complete by early adulthood.

These preferences shape our choice of specialisation in the work place,

and our ways of communicating and interacting. Subjects for which wehave a preference are effortless, whereas those we do not like, become

more stressful and can be avoided completely.

At the individual level, there will be areas of effortless capability and

areas where it is a real struggle. As a consequence the Herrmann Brain

Dominance Instrument (HBDI) is an excellent tool for a myriad of situa-

tions, from the individuals Personal to Team and up to

Organisational Development and can assist with:

Project Implementation Career Planning

Performance Management

Project Participation

Building Communication Skills

Teamwork

HBDI The Herrmann

Brain Dominance Instru-

ment is a self-assessment

survey which helps people

to understand their unique

thinking preferences.

To be in a role where our

thinking preferences do

not match our job descrip-

tion can lead to stress andburn-out, whereas where

the individual is aligned

with their thinking, it will

energise them and produce

improved results.

HBDI Herrmann Brain Dominance Instrument



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CONSULTINGUse Business Specialists with

Proven Methodologies, Not Off the Shelf,

By the Book Trainers

KONA Group is a team of 12 Business Consultants, all of whom have

run businesses, managed teams and built pipelines.

So when you contract a KONA Consultant you are getting the best person

for the job, not a by the book trainer, academic or in-experienced graduate

who is learning on the job.

KONA Consultants help leaders, managers and teams to execute your

strategy, beat your competitors and generate lasting nancial impact onyour bottom line.

We do this by pinpointing areas of performance improvement in your

organisational alignment, leadership, people management, branding, sales,

and marketing, then, looking at the business as a whole, we

integrate training and coaching programs to help sustain performance

and growth for the long term

Performance improvement work is the heart of what we do. Our proven four

phase A.C.T.C. process ensures you achieve operational and leadership

excellence and our dened solutions can be used individually to achievefocussed outcomes, or used comprehensively to improve overall business

objectives.

KONA CONSULTANTS HELP LEADERS, MANAGERS AND TEAMS TO

EXECUTE YOUR STRATEGY, BEAT YOUR COMPETITORS AND

GENERATE LASTING FINANCIAL IMPACT ON YOUR BOTTOM LINE



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When you think about your future Sales Strategy, what keeps you awake at night?

1. You have survived the GFC and realise

you have to do something different

2. You and your sales team are working

harder but not getting in front

3. Your business is under

increased threat from the

competition

4. Your market is changing and

your share is declining

5. You need to penetrate

New Markets and develop New Channels to Market

6. Your people are not capable

and/or dont have the skills to change

7. Customers see you as a Product

Supplier when you need to be a Value

Adding Solution

8. Youre poised for growth but not 100% certain how?

There is a possible disconnect between internal departments

9. You have been thinking about doing something for a while;

know you need to do something, but not sure how or where to from here

KONA will help you to develop, validate and/or challenge your strategies and

action plans including your:

Value Proposition

Competitive Strategy

Key Account Strategy

Client Retention Strategy

Product Strategy Systems & Processes

How to Maximise your Current Resources

Future Structure and Resource Plan for Growth

Clarify and Qualify your Target Customers

Major Bid and Tender Strategy

Past Successes and Failures Proles

Growth Opportunities

Peoples Skills and Knowledge requirements

Due Diligence on Future Acquisitions

Sales and Marketing Road Map

For more informaon

about how KONAs

Sales Strategy will grow

your business please

contact Glennat

[email protected]

or(+61) 1300 611 288

Sales Strategy

mailto:Glenn%40KONA.com.au%0D?subject=KONAmailto:Glenn%40KONA.com.au%0D?subject=KONA


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For more informaon

about how KONAs Brand

Strategy and Communicaon

Planning will improve how

you aract your ideal client

contact Sarahtoday on

(+61) 1300 611 288


BRAND STRATEGY AND COMMUNICATION PLANNING WAYS TO SKYROCKET YOUR BUSINESS USING EFFECTIVE

BRANDING AND COMMUNICATION.

Brand Strategy

As you think about your brand, what keeps you awake at night?

1. Considering an update of yourlogo and website design as asolution to your business problems

2. Communication lacks focus, clarityand consistent messaging

3. You see money being wasted onexpensive marketing campaignswith low effectiveness and results.

4. You and your team arent able toanswer the so, what do you do?

question in a consistent, clear,

concise and compelling manner5. Marketing is bland and boring, but you dont know how or what to do to improve it.6. Wondering how to attract and

connect with more customers in an ever-changing world.

7. Wish that customers would come to you so that youd never have to

worry about the competition again.

First and foremost, your brand strategy is about how you plan to connect

with more customers and become untouchable by the competition.

All the biggest brands already do it. Those businesses that have a clearand shared understanding of how they will achieve this, from the CEOdown, are the ones that enjoy year on year success and business growth.

Some of the outcomes you can expect include

1. Ability to communicate why your business is the only choice in a clear,compelling manner

2. Effectively connect and inspire your most protable types of clients to

grow your business3. Establish a clear set of values, beliefs and guiding principals that provide a framework for managing your brand that anyone can follow4. Develop communication plans and messaging that maximise marketing

effectiveness and builds the bottom line5. Engage and inspire your whole team to grow your business6. Greater condence in all forms of communication including traditional

marketing, networking and presenting7. Become your brands biggest advocate with authenticity and a grounded sense of purpose.

Youll get results, even if you are the most switched on CEO in thecountry with a highly talented marketing team, our combination oftools and strategies arent deployed anywhere else in this format.



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To Generate More Leads

and prevent your Markeng

Budget disappearing into a

Black Hole contact Richard

on (+61) 1300 611 288

or email [email protected] Wilson KONAs Marketing Specialist has been helping businessesachieve their Sales and Marketing objectives all of his career through provenperformance in developing and Executing Marketing Strategies that Generate

More Leads, Customers and Sales.Richards proven expertise includes creating strategies that are smart in theirexecution and cost effective, offering the Perfect Marketing Mix and LeadGeneration programs that include:

Point of Sale Material - Sales Promotions - Incentive and

Loyalty Programs - Product Launches - Advertising -Corporate Communication - Direct Mail - through to the latest

in Smart Digital Marketing - EDM and Video

Each highly effective marketing program is customised to YOUR BUSINESSto achieve the results you want without blowing your budget as well asensuring your investment results in real growth and protability.

Every year millions of Marketing dollars disappear into a Marketing Black Holefor 3 main reasons:

1) Organisations Marketing spend is adhoc as they do not have a robust Marketing Strategy2) Their Marketing is not clearly targeted to each stage of the Customers Buying Cycle3) Their Marketing is spray and pray

Outcomes of this include

Their Budget disappearing into the Black Hole with limited ROI

Not spending their Marketing Dollars in the most effective way to generateLeads and ROI.

Their sales people not having the best tools to do their job. Point of sale material is less impactful than their competitors

Their products and services are not correctly positioned in the

customers minds. They dont generate enough leads or new business resulting in Low Sales, Stagnant Market Share and/or Lack of Protabilty

Marketing Strategy



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For more informaon

about how KONA can

assist your Retail business

grow and not grow broke

contact David on

(+61) 1300 611 288


Having worked with organisations including Woolworths, Coles, Target, WW Liquor,

Dan Murphys, Telstra, Optus, Bunnings, Red Bull, Dyson, Schweppes / Pepsi,

Polaroid, Goodman Fielder, Robert Timms coffee & Benckiser, TABCORP and

Foxtel, KONA Groups Retail Sales Strategy will help you to maximise the perfor-mance of your business in the Australian retail market.

The top 7 key concerns organisations have in achieving their range, prot and

revenue targets are:

1. How to overcome systems and challenges in the major FMCG Australian outlets to gain ranging2. Maximising the performance of products once ranged3. How to ensure that the relationship with your retailers maximises your prots

4. How to win in your chosen category against the big players in the Australianmarket

5. Ensure you have a business contract that does not expose your business to

undue risk6. Once you have ranging, how do you retain and grow it?7. How to compete against online retailing

KONAs Retail Sales Strategist David Evans has been involved with the retailsector for +25 years. His experience covers distribution of products and servicesfor major FMCG global brands through all major retailers across Australia, NewZealand and Asia.

He has extensive knowledge of distribution and sales strategies through massand vertical markets FMCG channels, foodservice, impulse retailing, con-

sumer electronics, telecommunication and industrial markets. This has beenachieved through geographically diverse sales teams across Australia, NewZealand and Asia.

Solution Overview

Some of the outcomes you can expect from David include:

1. An account plan that will maximise the prot your business can

obtain using all the opportunities the retail channels offer. 2. Targeted Business Relationship strategies and Introductions 3. Product launch plans 4. Improved Supply efciencies

5. Channel analysis, Pricing analysis & competitor analysis 6. Category review preparation 7. Planogram design and implementation

Retail Sales Strategy



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For more informaon

about how KONA can help

you Develop, Communicate

and/or Execute your Strategy

please contact David

on (+61) 1300 611 288


When you look to the next 12 months have you and your business

1. Survived the GFC and realised you have to do things differently or better,

or face the consequences

2. Found yourself faced with increasing demand to deliver short term nancial

performance without destroying long term growth and value of the company3. Had exponential growth in the past few years, and are looking to sustain this

growth without losing control

4. Looked to penetrate new markets and/or expand without growing backwards

5. Been left in a market under increasing competitive threat and/or whose share

is in danger of declining

How KONAs Business Planning and

Strategy Development will benet you

KONAs Strategic Consultants and

advisors, with backgrounds in Accenture,Microsoft, IBM and more, will assist you

in Re-Dening or Re-Shaping, Commu-

nicating and/or Executing your business

strategy to:

Prevent you from growing backwards

or growing broke

Help your people understand your

strategy and how to execute it

Identify what are your next growth opportunities and where they will

come from

Launch new products / services

effectively and protably, by ensuring

your customers will accept your

offerings

Business Planning

Our Approach

Using KONAs proven ACTC methodology our approach will be tailored to your

individual business and market place, however will generally involve the followingsteps;

Meet with key / senior executives to dene your companys value proposition,

identify and create your sales, marketing & product strategies

Identify the key drivers & successful factors

Establish industry performance and benchmarking your company against

your peers

Identify the most protable & logical way to grow either organically or

through mergers & acquisitions or joint venture with other business partners

Develop & validate the road map for the business

Build a step by step execution plan to deliver on the agreed business objectives

Coach your people through the required changes



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For more informaon about

how a KONA Instruconal

Designer will help your

business please contact

Callumon (+61) 1300 611 288


What is the quality and clarity of your training material like in your business?

Your current training material is too content heavy and generic, out dated, not relevant, (or non-existent)

It isnt written in plain English and is full of jargon so nobody reads it

You must launch a new project; new product ; IT, sales and service initiative or a new learning initiative and must inspire your people to understanding and action Due to staff turnover or leave replacement in your L&D team there is an immediate

short term need to replace without the process of employing new staff There is a full time staff head count freeze Your L&D team is fully resourced on other projects and there is a need for an

Instructional Designer for a short term project Your current L&D team do not have a particular skill set to complete a project

KONAs team of experienced InstructionalDesigners have worked with organisationsincluding QBE, Toyota, Citibank and many more

and will provide you with an end to end L&Dsolution to suit your projects needs or ll a short

term stafng need.

They are Learning and Development professionalswho understand adult learning principles andcurrent Learning and Development trends andare highly skilled in the necessary tools that aretypically required for an L&D project, which will

Reduce costs of a full time Instructional Designer role

Meet project timeframe deliverables within budget

Update and modernise all Training and Coaching Materials (in PowerPoint, Word, Excel, Captivate etc. )

Introduce new learning methodologies and skills to your organisation

Increase in overall staff performance, effectiveness, productivity and accountability

Phase 1 Training Needs Analysis A detailed analysis to conrm the quality of

your current material

Phase 2 Scope Project and make recommendations Outline the learning

strategy and delivery method based on the target audience. Document the rollout

strategy, critical success factors, issues and risks and associated costs. In addition

the roles and responsibilities of those involved such as subject matter experts.

Phase 3 Project Plan and Design Develop a project plan and associated project

documents such as Issues Log and Status Reports. Also development of a design docu -

ment outlining the learning framework to you, our client, for the structure of the learning material

Phase 4 Development and Signoff Using adult leaning principles we develop high

quality Training and Coaching programmes that are facilitator led, or eLearning, self-

paced or a blended solution including an assessment and on-boarding solution which

can be aligned to either KPIs or competencies in order to meet competency standards.

Phase 5 Roll out Roll out revised training material to the business

Phase 6 Measure effectiveness Analysis of the learning effectiveness by post

training assessment and on the job assessments as well as a coaching plan and

tools to measure increased performance

Instructional Design



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Contact KONAs HR

specialist Suzanneon

(+61) 1300 611 288 or

[email protected]

to discuss HR soluons,

advice, and support

customised to suit your

business

Employment & OH&S Legislative Compliance

- Know that you are not exposed to costly employee legal claims

Employment Law Advice and On-call Expert HR- Quickly check-in on performance or adverse employee situations to avoid legal issues later.

Managing Performance- Managing Performance issues, Redundancy & Employment Termination Advice

- Accurately measure and reward individual contribution and ensure alignment tobusiness goals

People Strategy/Succession Planning

- Put the right initiatives in place to secure your talent and ensure you are readyfor growth

Employment Contracts & Correspondence, HR Policies, HR Programs

- Get the basics right for your employees to deliver superior results.

Sales, Management & Employee Incentive, Recognition and Benet Plans- Motivate and reward your best performers. Retain your top talent.

Organisational, Team and Individual Effectiveness Review

- Obtain real insights into what is working and what is not, so you can ensure business success.- Put the right action plans in place to execute tangible change and achieve growth

Position your Business for Best Employer Status- Obtain external and internal recognition for the great place to work you

have created- Attract and retain the best employees to power your business- Introduce recruitment attraction and selection strategies, methodologies and systems

HR Consulting


Due to changes in legislation, Fair Work Australia and employee demands HumanResources has become a legal and performance mineeld. When you think aboutyour business

Is your EVP (employee value proposition) clear to potential and existing

employees? Is your people management strategy contemporary and policies clear and

consistently applied? Do you have a succession plan in place, with a talent management program? Are you pro-actively managing your Employment Legal Risk Exposure?

Are your people leaders equipped with the condence and skills to manageunder performers and to identify and optimise the performance of all talent?

Do you have the right people/skills to grow your business? Are your employees motivated, engaged and giving 100%?

HR no longer means just managing recruiters.8 areas your business MUST be in control of include:


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Performance Thinking will


of your team so contact

Andrea Westwoodtoday

on (+61) 1300 611 288


As you think about your whole organisation or team, what keeps you awake at night?

1. Do you have the right people in the right jobs?2. Are some of your people suffering from burn-out?3. Do you have the right strategy for recruiting the best t candidate?

4. Are there some of your people with whom you just dont seem to be ableto communicate effectively?5. Are some of your people just not getting their functions done?6. Do you have areas of operation that dont get each other?7. Do project teams ounder in implementing outcomes?

Not many people know how their brains are programmed,and therefore how to make the most oftheir unique intelligence.

On top of that, most organisations dont fully harnessthe unique and diverse thinking capabilities of thepeople who work there

Imagine how it would be if all of your staff knewtheir thinking strengths, could work effectively andharmoniously with their team members, providechallenging, innovative and new ideasAND go home each day energised and excited tocome back the next.

Benets of Implementing Return On Intelligence using the HBDI

Increase in productivity Reduction in misunderstanding

Better meeting outcomes Better team work Project teams that really deliver effectively Better cross functional collaboration and understanding You start with the individual their prole lets them see their unique capability in glorious colour, and clarify what lights up their minds. This has profound effects on their work mix, their career and their energy.

If all your staff are mostly doing tasks that they LOVE to think about, how would that look?

You move on to the pair with two key reporting relationships, you can create

a composite prole to see EXACTLY where the individuals will face the challengesof mutual blind spots or diametrically opposed thinking. Knowing this, enables thepartnership between CEO and director to be free of nasty surprises.

You move on to the team- collecting the individuals proles into a teamprolecan quickly show how the team will perform, and how well. Operations wouldntbe run by your creative advertising exec. How well does your team thinking

t with its task, and where will the dynamic tensions arise.

And nally you have groups of people, doing what they do best, thinking their smartest thoughts with the most energy, understanding the tensions between the functional areas and communicating well with each other

because they know what will be listened to.

Can you imagine what that would look like?

Performance Thinking



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To create a Personal Brand

that creates dividends for you,

call David Coetoday

(+61) 1300 611 288


How does your Online Brand reinforce, or detract from, your credibility

When people Google your name, what do they nd?

How many lines or pages show up?

Are you getting the online recognition you deserve or are you undermining yourself?

Your online presence is how the world sees you. It is your personal brand and it mustconvey your authority, expertise and achievements. A strong online presence also

enables you to connect with thousands of people you have not yet met personally.

In the current business era too many company Executives, Managers, Sales People and

Employees still mistakenly think that only personal relationships matter.

However, think about the number of times you google a new contact or business

to know more about them. You will be Googled just as often.

If you have a strong online presence and a strong personal brand, your talents will

be recognised more widely, your face-to-face credibility will be reinforced, and you

will build an audience of professionals who value your insights and spread your

reputation on their own networks.

As you think about nding more new clients,

positions, contacts or promotions, you need

to consider:

How to showcase your skills and expertise

How to be more attractive to Client/

Customer Decisions Makers

How to increase your credibility

How to expand your network How to win positions you want

How to extend your authority

David Coe is Australias foremost authority on using social media for investor relations

and uses corporate-campaign principles to create successful personal campaigns.

From a LinkedIn prole to a social media campaign backed by your website,

David has the skills to help you stand out from your peers.

With experience in business journalism and nancial markets over 40 years at the

Financial Review, The Australian, The Times in London, Ord Minnett, and MacquarieBank, David knows how to create content that market professionals love to share.

And when people share your content, your message goes viral.

The outcomes you can expect from commissioning David to improve your

personal online brand are:

1. Delivering on your career objectives

2. Having your expertise recognised more widely

3. Reinforcing your face-to-face credibility

4. Finding and engaging with decision makers

5. Building an audience that values your professional insights6. Creating content that professionals share on their own networks

7. Building relationships with the traditional media

Personal Branding



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To build your Online

Business call Neil on

(+61) 1300 611 288 or

email [email protected]

Is your Digital Marketing effective or are you losing online businessto your competition?

The 6 key issues organisations are facing online today include:

1. Digital and Social Media Marketing What is it and

how do you use Facebook, EDM, LinkedIn, Twitter, YouTube to increase sales and build brand awareness?2. Your website is set and forget or static, and not delivering the results you hoped for3. Technology is changing so fast, you need to keep up with the latest online marketing tools4. Your online presence does not reinforce your personal and corporate reputation5. Your competitors are more advanced online6. Email marketing How do you grow your contacts list

and create successful campaigns?

KONAs Digital Marketing Solutions provide a broad spectrum of services that help our

customers navigate through the complex worlds of Digital and Social Marketing including.

Social Media Marketing

Social Media marketing that focuses on enhancing your Social Media strategies to assist,curate and create content calendars to ensure constant customer engagement across allyour social channels.

Mobile Apps

Most people are within three feet of a mobile device 24/7 & 70% use their mobile devices tomake buying decision so we build Apps for our clients that cross-over the iOS, Android andSocial Media platforms.

Responsive Web DesignWeve helped many clients with innovative web design, either from scratch or completerejuvenation using fully responsive designs that display on any laptop and mobile device.

Internet Marketing

Our Internet marketing expertise ties together the creative and technical aspects of internetmarketing, including design, development, SEO, SEM, advertising and sales.

Email Marketing & Campaigns

DigitalDM offers a sophisticated email platform for the efcient management and fast deliv-ery of email campaigns, using either your or our email lists, with lead generation if required.

Digital ePublishing:

ePublishing solutions instantly convert your paper publications into interactive, mediarich, digital editions for instant viewing on any PC, Mac, Tablet, Mobile or your SocialMedia Channels.

ePublishing creates stunning digital Publications in seconds, with links, rich media(video & sound) and Ad banners with one click.

You can even SELL your individual editions online and KEEP all your sales revenue!

Private Social Networks

We can implement your own Private Social Network for your important members

which combines all the best features of Linkedin, FaceBook and Twitter, but in your own controlled social eco-system.

Your Brand. Your Members. Your Control.

Digital and Social Media Marketing



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Take your story direct

to investors and call

DavidCoe today on

(+61) 1300 611 288 or


It has never been harder for companies to get publicity for their achievementsand plans. And without oxygen for their corporate stories, companies struggleto keep current shareholders engaged and to attract new shareholders.

As you think about keeping your shareholders engaged and on board,

what keeps you awake at night?

How to get media coverage

How to resuscitate your share price How to keep current shareholders from selling

How to attract new shareholders How to reach self-managed super funds

How to use social media safely How to minimise the cost of capital raisings

David Coe is Australias foremost authority on using social media forinvestor relations by listed companies.

With experience in nance journalism and markets over 40 years at theFinancial Review, The Australian, The Times in London, Ord Minnett, andMacquarie Bank, David now how to create content that investors love toshare.

And when investors share your content, your message goes viral.

The outcomes you can expect from commissioning David to help you use

social media for investor relations include:

Reaching current and new shareholders safely and powerfully

Taking your message to thousands of investors, brokers, fund managers, media, and private-equity houses

Reaching self-managed super funds Getting oxygen for your corporate story

Creating content that investors love to share on their own networks Complying with ASX listing rules

Reaching the traditional media through the back door Using tools to save time

Delivering on your business objectives

Investor Social Media



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how KONAs Technology

Strategy Specialist will keep

u in front of your compeon

please contact Kenoll Wilson

at [email protected]

or(+61) 1300 611 288

Are your competitors increasingly succeeding in penetrating your current

customer base and undermining the sale of your products.

Do you keep losing new Request for Quotation (RFQ) bids to your

competition although your technology seems to comply with requirements.

Do you have adequate in-house technical resources to maintain pace with

your competitors and provide you with the market analysis required to assesstheir technological differentiation and uniqueness.

Do you feel you lack the technology partnership relationship which would

make a difference to you increasing and maintaining market share.

KONA will help you devise and

execute a technology strategy as

part of your overall business strategy that

will ensure your company has

a leading technological edge toleverage your brand and increase

revenues

Key deliverables include:

Competitive analysis

Knowing your competitors underlying technology verses yours via

in-depth comparative analysis

Technology Review

Identify areas of strengths and weaknesses in your existing technology

strategy and reorientate towards a improved results

Market Analysis

Review current market, identify future needs, projected expenditure

trends and plan for future product requirements

Product Strategy

Technology Review including product applicability, pricing, quality,

post-sales support, customer service reviews and customer response,

to deliver best practices and increased revenues

Review RFI and RFQ processes

By identifying weaknesses and improving the selection, time contributed,

historical track record, true cost per submission, extracting value added

information in the pre-tender briengs, Identifying winning the differentiator

and negotiating the nal contract.

Identify New Value added revenue opportunities

Increase revenues by revamping your distribution channels with

Other Equipment Manufacturers (OEM), Value Added Resellers

(VAR)

and white label re-branding of your products.

Forming Strategic AlliancesKONA will demonstrate how enter into a marketing alliance with a

complementing technology and deliver additional sales and market share.

Technology Strategy



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To successfully plan, iniate,

manage and embed change

to improve the performance

of your business please

contact Grahameon

(+61) 1300 611 288

Alternavely, e-mail

[email protected]

Management of change a constant challenge in business!

Change Management

The only constant in life is change so the saying goes.

70% of change initiatives in businesses fail*1.

Sometimes it feels like were stuck between failing to cope with change and

changes that fail!

Fewer than 34% of major reorganizations produced any meaningful improvement in

performance. Some actually destroyed value!*2

Only 6% of change management projects are

completely successful*2

Did you know that the No.1 most important

aspect of change management to get right

by far has nothing to do with structure,

processes or resources?!*3

How much more money can you afford to be

wasted on unsuccessful management of change?

KONAs Change Management specialists employs a world-class methodology

for effectively managing change and fully realizing the intended benets.

It comprises 4 separate stages of focus:-

1. Change Leadership & Planning setting this up according best practice

2. Change Implementation efciently driving the change management

activities

3. Transition Management safely negotiating the actual switchover point

4. Embedding Change ensuring no slippage

Outcomes From The Kona Approach

Tightly managed change whether process, organisation or product

Realisation of anticipated benets

Efcient use of resources

Avoid investment wastage

No loss of morale from change management failures

*1 Leading Change John P.Kotter

*2 www.stateofchange.com.au/tag/statistics

*3 PROSCI Change Management Study 2012



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For more informaon

on how a KONA Interim

Manager will grow your


Glenn Dobsonat

[email protected]

or (+61) 1300 611 288

Organisations are contracting one of KONAs Interim Managers when they face

several of the following challenges:

Incumbent Sales Manager/Sales Director, COO, CEO, HR Manager,

is Overloaded (or hasnt been recruited yet) Important Projects are beyond current Resources or Deadlines

Current resources have a lack of Skills or Capability

You have a restricted Head Count/Budget but have a short term need

You need to create Immediate Change

Change is being held back because of existing Internal Relationships

Fair Work Australia legislation has made you fearful of employing

someone full time

KONA Groups Interim Managers will give you and your business:

Immediate access to the experience, expertise, skills and processes

required to make a huge impact on your business

Speed and Scale as they hit the ground running

Focus on the critical activities to execute your strategies

Not get bogged down in Waste Work low return activities that many

employees spend too much time being busy on

Total objectivity, as their number 1 focus is on results not internal politics

Handover of IP after the contract nishes to help you sustain results

The Interim Manager will only be with you on a short term basis

until the results have been achieved or you ll the role permanently

Interim Managers

mailto:Glenn%40KONA.com.au?subject=KONAmailto:Glenn%40KONA.com.au?subject=KONA


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how KONAs Interim COO

Service will improve the

eecveness of your operaons

contact Karnigtoday on

(+61) 1300 611 288 or

[email protected]

When you think about the Effectiveness of your Operations, what keeps

you awake at night?

1. Too many projects/problems/opportunities, not enough time or resources

2. Conicting priorities need to assessed and ordered

3. Projects are beyond the capability of internal resources4. Internal resources are overloaded and cant take on more projects5. Your COO has left and you have a short term need to ll the role6. Your dated systems and processes need a review and you cant divert internal

resources7. You need an external, objective assessment of your operations and performance improvement opportunities8. Too many vendors and need to consolidate9. You want an objective assessment of outsourcing opportunities in your business10. You are considering M&A with all its associated operational issues

CHIEF OPERATING

OFFICER

MONITORING &EVALUATION

COMMUNICATIONS IDP LEGAL SERVICESPOLICY, STRATEGY

& RESEARCH

INTERNAL AUDIT &

RISK ASSURANCE

EXTERNALRELATIONS

UITENHAG &DESPATCH

Administrative Support

Executive Secretary

Interim C.O.O.

KONA Groups Interim COO will provide the resources to help you overcomeyour operational challenges and will

1. Free your time so that you can focus on the business rather than working in the business2. The KONA team is multi-skilled and can work together to address all issues

of your project3. Review your operations and document the risks and priorities of each project to help you develop a step by step execution plan

4. Identify, recommend and EXECUTE Business Process Improvements5. Review, recommend and EXECUTE improvements to your Supply Channels to optimise the vendors you deal with6. Walk the oor and discuss, design, develop and IMPLEMENT solutions

with or for you to increase the efciencies and productivity of your business and employees

Expected outcomes

1. Increase revenue, reduce cost, improve productivity and maintain or improve quality2. Improve morale and staff retention by removing procedural frustrations

3. Streamlined operations4. Effective processes, eliminate duplication and overlap5. Clearer role denition so that all team members understand what is expected from them operationally



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KONAs Interim Sales Manager

will Change Your Results so

contact Garret Norrisat

[email protected]

or call (+61) 1300 611 288

When you think about your Sales Performance of your business what

keeps you awake at night?

Your Sales Manager isnt up to it (or has just left) Your Sales People are not being lead, coached, motivated or driven

Your current Sales Manager needs to be mentored and helped Future results do not look good and you cant see any real Plan of Action to

change it Your Sales Strategy is not being executed Your market is changing and your share is not keeping up You know you need to do something, but not sure how or where to from here

KONAs Interim Sales Manager will work as your Sales Leader and be focussedon building and developing the total sales capability of your sales team.This would see KONAs Interim Sales Manager :

Develop a total sales strategy ensuring that a fresh, disciplined and expert approach is taken to maximising each and every product, geography, channel and sales person;

Establish crystal clear plans of action ensuring that every sales person and associated support people is completely clear on the actions they

need to take in the sales arena over 90-day horizons;

Lead sales working in the eld identifying, opening and closing opportuni-ties and supporting the sales team in their execution of the agreed actionplans.

Drive performance by building the capability of each sales person, in the eld, and ensuring that they are held genuinely accountable for the successful execution of their sales plans;

Build benchstrength ensuring that the refreshed way of driving sales is embedded and able to be led by an Internal Manager upon our

hand over. This focus could include ensuring there is a pipeline of talent already identied in the event that any of the current sales people fail to

meet their objectives.

Reduce sales and marketing cost

Improve sales productivity and

effectiveness Increase lead quantity/quality

Leverage new go-to-market

channels

Improve customers satisfactions

Increase customers protability

Streamlines service operations

Increase marketing activities

Provide a better insight into

customer data (360 degree view)

Better strategic and tactical decision

making

Improve coordination across departments

Shorter ramp-up for new employees

Better leverage best practices

Improve employee motivation

Streamline operation/reduce cost

Business and customer relationship

continuity

MANAGEMENTSALES, MARKETING & SERVICES

Interim Sales Manager



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TRAINING

If you want an ROI from your Training

dont waste money on generic off the shelf,

by the manual training courses

Most organisation invest in training workshops for their people because they want(need) a specic outcome including

A change of behaviour and/or attitude An increase in skills An increase in knowledge Learn different ways to tackle a given situation To stay in front or not get left behind

Ultimately, to become better at what they do so that the participant will become moreeffective, productive and protable.

If you are serious about developing your people and creating a change, dont take therisk on some spray and pray course where the highlight of the workshop for your par-ticipants are the mufns at morning tea, a good lunch and catching up with the team

This approach will only lead them to saying oh it was good BUT not relevant to ourbusiness, my customers, or us in this state!

With such critically important outcomes it is not worth taking the chance on some offthe shelf, by the book training course and hoping that the course will x the issuesyou/your people are facing.

To ensure the training programmes are absolutely relevant to your business andpeople, KONAs difference is that they tailour each workshop to YOUR STRATEGY,YOUR INDUSTRY, YOUR PEOPLE, YOUR SALES CHANNEL.

This includes

1. Case studies are researched and based on your customers2. Workshops are linked to your key initiatives and strategy, rather than being stand alone, tick the box events3. Learning is based on your peoples capability, rather than it is 11 am so we must be on page 174. Workshops are participative and experiential, with the focus on the participants, not the trainer5. Materials can be branded with your logos



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To discuss how KONAs

Sales Training and Coaching

will help your team to smash

their targets please contact

Glenn Dobson today on

(+61) 1300 611 288 or

[email protected]

Which of the Top 10 Sales Performance Issues are your Sales Peoplefacing today?

1. Miss target too often2. Current business comes from existing friendly customers/clients

3. Uncomfortable speaking with Senior Management in Clients. (Most of their customer contacts are at low or middle level)4. Happiest when talking about Price and Product Specs when with customers/clients5. Lose negotiations and orders because the opposition always gave a better price6. Cannot or will not make appointments with new contacts/companies through cold calling or networking7. Dont have enough opportunities in their Pipeline and those they have are often repeat orders or with C or D class customers8. Dont know where their future business is going to come from9. Blame you, the market, your products/services, their customers, accounts

department, when they dont hit target.10. Presentations or/and proposals are generic, dull and product focused

Far too often KONA meet with organisations who have excellent strategies;outstanding services and/or products lling their warehouses; up to date InternalSystems; strong branding and marketingand their Sales People are often product ogging, price quoting, brochure

dropping, order taking reps.

KONAs 5 step Hearts & Minds Sales Training exposes your sales team toworlds-best-practice in developing, articulating and selling customer rst value

propositions.

Hearts & Minds sales methodology

PIPELINE

DEVELOPMENT

Market Intelligence

Target Qualication

Reverse Planning

Your Value

Proposition

Sales Planning

1CONVERSATION SKILLS

Cold Calling

Breaking the Ice

Creating Credibility High Value Questioning,

Probing, Listening

Uncovering Opportunities

2

MANAGING THROUGH THE

PIPELINE

Understanding the

Decision Making Process

Creating Reasons to Change

Linking Solutions to

Clients Need

Leveraging

Relationships

Account

Planning

3

GAINING COMMITMENT

High Impact Presentations

Negotiating

Overcoming Objections

Closing

4

DEVELOPING

LONG TERM

RELATIONSHIPS

Interlocking

(Brickwalling) Creating Referrals

& Recommenders

Sustaining

Relationships

5

Sales Training



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Sales Pipeline Training and

Coaching will help your sales

managers and sales people

HIT TARGET contact KONA

today on (+61) 1300 611 288


A Sales Pipeline is the BACKBONE of any OrganisationsFUTURE WELL BEING

The KONA Sales Pipeline Processis designed to drive the activitythat will create the results you canexpect, rather than hope for, byidentifying how much inuence youare really having, and in what areayou need to focus next.

Sales people typically know wherethey have been this week and(hopefully) where they are goingnext week. Yet, across the keyactivities that really inuence your

customers, how well are you driving and monitoring sales activity on an ongoingbasis and then connecting that to individual results?

By implementing a consistent Sales Pipeline Process you can create a moreproductive sales environment where everything is more visible, tangible and cer-tain and where you know exactly what type of activity is driving your sales results.

Unsuccessful sales people continuously do the things they are comfortable doing(same accounts, same contacts, same conversations) and are often busy beingbusy.

Successful salespeople think ahead and plan what activities need to be doneand sales conversations that need to be had to hit target, well in advanceFor those needing to take greater control of your sales results, the Heartsand Minds Sales Pipeline Process is a crucial sales tool.

It will enable you and/or your sales people to know with a high degree ofcertainty whether you are likely to hit target or not. And, if you are off target,it will enable you to determine exactly what it is that you need to do more ofdifferently or better to get back ON target.

Quick Quiz

How much time do your sales people and managers need to spend in the eld Face to Face with customers vs. their actual time? How many customers / proposals do you or your team need in your

Pipeline to achieve target? How do you focus your teams business building on the key activities? How do you evaluate the probability factors of success? How much of this years business will come from your current accounts? What is the average delay factor-lead time from identifying a new opportunity to invoicing it? What is the historic fall out rate from your existing accounts?

How condent are you that you/your sales people willconsistently hit target this year?

Sales Pipeline Training



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Sales Management Training

and Coaching can get your

sales people back on target

please contact Glennon

(+61) 1300 611 288 or

[email protected]

KONAs Sales Manager Training and Coaching programmes are designed forexperienced and newly promoted Sales Managers who need to move beyondbeing a good sales person and become a professional and effective SalesManager, who can plan, assess, recruit, coach, communicate, present, motivateand inspire their sales people.

As you think about some of your SalesManagers, what keeps you awake at night?

Their teams results are below target or inconsistent They are too Administrative and need to become

better Coaches They are good Technical Managers and need to be

better People Managers They are Silo Mangers who need to step up to become a Leader in the Business They are Newly Promoted and have not had any

formal Management Coaching, including PeopleManagement, Business Management and Pipeline,Budgeting and Forecasting

They dont know where their sales teams futurebusiness is going to come from

Their presentations are dull and uninspiring

KONAs 4 Stage Sales Management Development Process includes

Phase 1 ASSESSMENTAssess your Sales Managers capability through

a selection of either face to face Interviews; on the job observations and/orpsychometric testing

Phase 2 CONSULTING Consult back to your management team with ourrecommendations for a Managers Development Plan (At this stage you candecide if you wish to proceed with KONA or x it yourself)

Phase 3 TRAINING Facilitation of customised training workshops directlytailored and aligned to your Sales Managers business, market and what yourpeople need to be doing better or differently. Note: These workshops are NOToff the shelf, by the book, generic training courses

Phase 4 COACHING On the Job follow up and coaching is critical to ensurethat training is implemented and reinforced in the eld and not left in theclassroom. Coaching cements the transition from theory to practica applica-tion of the newly acquired behaviours, knowledge and skills, and importantlysecures ROI

Expected Outcomes

Increase in sales and revenues

Spend less time behind the desk and more time coaching their people More of their sales people on target

Realistic pipeline and forecasting expectations Increase in overall performance, effectiveness, productivity and accountability Potential loss of sales people who just were never going to make it

Sales Management Training



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Acvity = Results so if

you need to increase the

sales acvity of your

people then call KONAon

(+61) 1300 611 288 or email

[email protected]

In 3 recent KONA Cold Calling workshops the sales teams made

1. 361 appointments IN ONE POWER HOUR.

2. Another team made 235 appointments in ONE HOUR

3. A Third team (smaller) made 157 appointments, again in ONE POWER HOUR

The rst company has subsequently had 2 record months after being inbusiness for over 20 years

The #1 indicator of sales success is the amount of Face to Face meetingsa sales person has with a customer. Yet typically 85% of sales people areFarmers who are comfortable managing existing relationships, and only15% are Hunters.

Many sales people are reluctant to pick up the telephone and cold call to make

appointments with people they dont know. And many sales managers hopethat their sales people are building new relationships but never set in place aCold Calling process.

KONAs Power Hour Training Program gets results as it holds your

people accountable. No hiding!

We will show your team through how to

Prepare for a Power Hour Understand what they need to say Overcome objections and gatekeepers Gain commitment Manage their energy and rejection

Note: this program is about results and appointments, NOT theory.

As part of the Training Workshop we can actually have participants on thetelephones calling real life prospects so that you gain an immediate ROI!

Cold Calling Power Hour

mailto:Glenn%40KONA.com.au%0D?subject=KONA


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To increase results and

the capability of your

Managers contact Glenn

on (+61) 1300 611 288 or


KONA recently coached the Managers of a market leader who were doing it tough.

During the Sales Managers as Coaches workshop we asked why sales were down,their sales people and managers blamed market conditions, government legislation,competitions lower prices, late deliveries and manufacturing poor quality products.

We then asked the question how many days a months do you spend in the eldcoaching your sales people?

The response was extremely poor with each manager spending less than one daya month on the road, (and most of those days were spent problem solving or ontheir mobiles, rather than coaching).

The focus of the Sales Managers as Coaches workshop is to coach the salesmanagers to get out from behind their desks (where they were working onvery important reports and strategies!) and coach and develop the performanceof their people, especially in the core sales skills of:

Relationship Building with Senior Managers Pipeline Management Account and Meeting Planning Selling Value rather than just product Cold calling High Value Questioning and conversational skills Negotiating and Gaining Commitment

Dont just take our wordwhy this program isSO EFFECTIVE

Below are SalesManagers quotes re theimpact they now have with theirSales People and Customers

Now there is more focus on getting the most out of any customer visit through high value questions. The coaching revolves around improving the quality of customer calls and maximizing business opportunities by proper preparation, structuring the visit around asking high value quality questions and ensuring follow up from calls is acted upon swiftly and professionally. As we work in an extremely competitive market the coaching helps build better

sales people and benets myself as this is at least another six days which I am in the market place. You need to attend the game your team plays in. You need to describe, demonstrate and help them achieve what you are coaching them on. The relationship changes between you and a customer when you become a strategic advisor. They become more loyal, and tend to open up. They tend to be better conversations as you are not just discussing the order it is usually right at the end and now, a minimal part of the meeting. Spending the time with them out in the eld is helping to improve their condence and planning when meeting and talking with customers, particularly new ones. Helping them to realize that often potential leads and opportunities arise through the quality of the conversations they are having with their customers

KONAs Sales Managers as Coaches program is so effective because it is a customised program focussed on your business, not an off the shelf by the book course

Manager As Coach



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To discuss how our

Management Development

Programs can ensure your

Managers become the

Manager you, they and their

people need them to be

contact KONAtoday on

(+61) 1300 611 288


Why is it that the best employees often make the worst managers?

It probably doesnt happen in your business however in many organisations newly

promoted managers are expected to sink or swim to validate their appointment.

At the same time, while trying to extract high

performance from a relatively unknown and

sometimes hostile team, they are being asked to

make the switch from team member to team

manager and struggling to make the change

This results in many new managers feeling out of

their depth and often are reduced to resorting to

exerting their authority as the only way to maketheir team achieve their objectives.

Managers First 90 Days

It does not have to be this way.

In order to create momentum during the critical rst 3 months following the ap-

pointment, experienced KONA Coaches will help you or your new manager to:

Gain condence in yourself and own capability as a manager

Build credibility by securing early wins Achieve strategic, systems and skills alignment with your team

Motivate and renew the team you have inherited

Learn how to delegate low level tasks and improve time management

and effectiveness

Become a coach to develop rather than just administer your peoples skills

and behaviours

Have those tough Crucial Conversations with your team around performance

issues

Hold ongoing performance reviews as well as annual reviews

Set goals, forecast, plan activity, and manage their time more effectively Coach, motivate, monitor, reward and reprimand older or more experienced

sales people

Coach and manage Gen X

Recruit and retain the right people

Ultimately how to transition from doer to manager

NOTE: If you are already more than 90 days into the role and need more support,

these skills, methodologies and tools are still relevant to you.



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If you need to Develop

Your Managers into Leaders

contact Jamestoday on

(+61) 1300 611 288


KONAs Leadership Development Programs are NOT warm and fuzzy talkfests. We get results for you and our clients engage us when they need to:

Ensure strategy translates to execution;

Drive continuous improvements toward operational excellence;

Foster a culture of leadership not just develop leaders;

Develop the leadership abilities of anybody from Team Leader

to General Manager;

Have Managers become LEADERS;

Prepare high-potential employees to lead;

Instill best-practice project leadership methodologies;

Create and/or sustain high-performing teams.

Leadership Development

In todays economic climate, you need high-performance from your managers

and leadership team. So how well do your Leadership ..

Create and communicate a real value vision for the future?

Develop and EXECUTE a commercially aggressive strategy to achieve that vision?

Understand and Drive the critical processes, competencies and

behaviours through their people?

Engage, Enable and Empower every employee?

Develop Commercially Aggressive Action Plans to translate strategy

into effective execution?

Seek out and ruthlessly CULL noise, duplication, agendas and

inefciencies?

Truly make people at all levels responsible and Accountable for

their actions and performance?

Catalyse and Inspire others to get on the bus

Maximise operational effectiveness?

Or have your Managers just gone soft, are in a rut, continue to do the same

things hoping the next quarter will be different, or are more focused in keeping

the CEO/MD off their backs than demanding performance?

mailto:info%40KONA.com.au%20%0D?subject=KONAmailto:Glenn%40KONA.com.au%0D?subject=KONAmailto:info%40KONA.com.au%20%0D?subject=KONA


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To discuss your Recruitment

Process and how we can

improve your sta retenon

and team performance

please contact Glenn on

(+61) 1300 611 288 or

[email protected]

Recruiting High Performers

What does it cost you to recruit new employees?

Cost of online ad $150 Cost of print ad $1,500 Recruitment agency average 15% of salary

Your time (25 hours x $150 per hour) $3,750 Time spent training (40 hours x $150 per hour) $6,000 Lost productivity in the role (approx. $2,500 per month) $7,500 Set up of phones, computers, workspace etc. $1,000 Negative impact on motivation and workow invaluable

Including the impact on your custom-ers, your reputation and time, and lossof IP and knowledge, research hasshown the cost of recruitment is typi-cally double the persons salary

The bottom line is the more effectiveyou are in your recruitment process,interviewing skills and staff reten-tion the less money and time you willspend on recruiting new people.

KONAs Recruiting High Performers will help your Managers and HR departmentestablish your 8 step recruitment process including how to:

1. Develop Job Roles and Responsibilities

2. Write relevant job ads;3. Filter and qualify applicants;

4. Telephone interviews5. Conduct face-to-face interviews incl. Core Competency

and Behavioural Event Interviewing6. Reference checking7. On boarding8. Ongoing Training and Coaching

40 Call us at (+61) 1300 611 288 www.kona.com.au

The advantages of the KONA Recruiting High Performers program are:

Independent view, that puts the needs of your business rst, with no Internal Agenda Cuts through the personality (Can I work with this person their person-

al views dont blind to true capabilities and what the candidate will bring to the business) Ask the tough BEI questions that you or your people might be

uncomfortable asking Not inuenced or concerned about interviewing someone of a

higher level or experience Dont have the agenda that some recruitment companies may have (I.e. we are looking for the best person for your business, not how can I place a candidate to get a 15% recruitment fee!!) Objectively select the best candidate for the job, not focused on a recruitment fee Not basing decisions on Desperately NEED someone.

(Back to content page)


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Dont leave your

presentaons to

chance and call

Stephen Robertson

on (+61) 1300 611 288


YOUR SUCCESS IS ASSURED WITH A WELL BALANCED AMOUNTOF INFORMATION, DEMONSTRATION, PARTICIPATION ANDPERSONAL FEEDBACK.

Presentation Skills are a valuable business toolwhen done well!BUT, most people fall well short of presenting effectively due to

1. Lack of training: Its difcult to be effective if you are unskilled.

2. Fear: Lacking condence in the speaking area dilutes your message.3. No purpose: Presentations of this type lack meaning and are ineffective.4. No structure: The result is excessive information, poor clarity and decreased retention.5. One way communication: These presenters TELL their listeners and audiences tune out and have no interest.6. A one presentation ts all mentality:

It doesnt different audiences have different requirements.7. Poor delivery techniques: Unsure of body language and interaction and reliance on visual aids.

Poor presentations negatively impact your organisation

Business results are dramatically increased with well delivered presentations

Correct action arises from reports Cultures improve from well worded and articulated team talks

Proposals and sales talks have impact and relevance Strategies and key messages are meaningful and understood

Presentation Skills

From this specialised program you will be well equipped to

1. Stand condently and own your space.2. Present your ideas clearly, concisely and coherently to a variety of audiences.3. Lead your listeners to a predetermined goal.

4. Have your audience extract the relevant points.5. Generate action from your presentation and reports.6. Design and deliver sharp and accurate presentations for many occasions.7. Speak effectively in prepared and impromptu situations.

Dont just say itsay it with strength, clarity andpurpose then your reports, proposals and presenta-tions etc will be successful.

This informative and high participation programdevelops condent presenters who deliver qualityobjective driven presentations.

Your success is assured with a well balancedamount of information, demonstration, participationand personal feedback. Our layered approachcombined with experiential learning works exception-ally well for exceptional results.



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For more informaon

about how a KONA Team

Builder will help your


Grahak Cunninghamon

(+61) 1300 611 288


Teams and departments can always be brought closer together to improve

business outcomes and performance. However many problems come about if:

Team morale and cohesion is low

Staff are unmotivated and unhealthy. Sick leave is wreaking havoc on your

business. Mental health and stress levels are at stretching point

Mentors and role models are absent or prefer to keep to themselves

Communication between departments and colleagues is poor

Sales and customer service is suffering

Lack of synergy means team input, feedback and innovation is not happening

Management is seen as too separate from other divisions or roles

As a professional trainer in team building, motivation and leadership (as well

as a 5000 kms world record runner) Grahak Cunningham can help analyse,

adapt and implement the necessary training and processes in your business to

improve your team with measurable results.

Expected Outcomes

Reduce costs on unnecessary staff turnover and sick leave

Increase levels of staff satisfaction, performance, wellbeing and health

New changes and developments will be embraced

Dialogue develops about improvement, growth, and innovation

Greater condence in all forms of communication

Increase in performance and achievement in KPIs

Call us at (+61) 1300 611 288 www.kona.com.au 43

Team Building

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Sales Pipeline Training and

Coaching will help your sales

managers and sales people

HIT TARGET contact KONA

today on (+61) 1300 611 288


The concepts, tools, techniques and training solutions described on this page are ownedentirely by VitalSmarts Inc. U.S.A. SevenSeventeen Pty Ltd is the sole Australia & N.Z.licensee for VitalSmarts products and training solutions and we work closely with them toensure quality of delivery and consistency of pricing.

Crucial Accountability

(for graduates of Crucial Conversations training only)

Imagine you have a colleague whos missed a deadline or failed to stay on budget.You decide to say something by bringing your best crucial conversations skills into play.You stick to the facts while avoiding hasty and unattering conclusions. Not a bad start.

But the other person doesnt quickly comply. Instead he makes excuses. Would youor the people you work with know what to do next in a manner that not only solves theproblem but also improves the relationship?

Crucial Accountability is a one-day companioncourse that builds on the CrucialConversations and introduces a powerful set of new skills to resolve your mostchallenging accountability issues such as resolving broken promises and violatedexpectations. It enables those who already have knowledge and experience with crucialconversations skills to diagnose why someone keeps falling short of set expectationsand then derive a plan that both motivates and enables the other person to successfullychange his or her behaviours. These additional skills are perfect for crucial accountabil-ity conversations that seem resistant to dialogue skills alone.

Crucial Accountability teaches people at all levels of an organization

from senior leadership to frontline employees how to:

Hold anyone accountable, regardless of position or personality

Begin any performance discussion on the right footavoiding defensiveness

and costly arguments Diagnose the underlying causes of misaligned or

bad behaviour Motivate others without using power

and enable without taking over.

Participant materials

Crucial Accountability Companion Participant Toolkit Contract cards for each lesson in a

desktop display case Crucial Accountability model card

A copy of the New York Times bestselling

book, Crucial Confrontations: Tools for Resolving Broken Promises, Violated

Expectations, and Bad Behaviour

Four-CD Audio Companion

A course completion certicate

Who Needs this Training?This course is for you if youve been disappointed by others performance and want tobe able to hold them accountable in a way thats both rm and respectful. Or if youre

tired of working in an environment where goals are set and assignments are given, andthen people treat their assignments as rough guidelines rather than rm commitments.

Or perhaps in your own work group failed deadlines are met with hostile looks andvague comments instead of honest, direct discussion.

In short, if you want to learn how to hold others accountable, or as a leader youwant to help create a culture where everyone speaks honestly, clearly, and

respectfully about violated expectations, this course is your next logical choice.



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Inuencer Training can

improve the performance

of your organisaon so

please contact our cered

VitalSmarts trainer Brad Rilat

on (+61) 1300 611 288 or

[email protected]

The concepts, tools, techniques and training solutions described on this page are ownedentirely by VitalSmarts Inc. U.S.A. SevenSeventeen Pty Ltd is the sole Australia & N.Z.licensee for VitalSmarts products and training solutions and we work closely with them toensure quality of delivery and consistency of pricing.

Inuencer

Training Product of the Year Human Resource Executive (2009)

Inuencer Training is a two-day modular course that provides proven strategies for successfullyuprooting entrenched habits, driving sustained improvement, and successfully executing changeinitiatives. The truth is, we all need to be better inuencers.

Hardly a day passes that we dont try to inuence ourselves or others to do something different.We do our best to motivate employees to demonstrate more concern for protability. We struggle tocomplete our projects on time and on budget. We attempt to lose weight or take charge of ourtempers. In summary, we continually work on ways to exert our inuence, but we regularly fall short.

In spite of the fact that were routinely trying to help ourselves and others alter behaviour, fewof us can articulate a model of what it takes to do so. By drawing from the skills of many of theworlds best change agents and combining them with ve decades of social-science research,Inuencer Training creates a pow

Documents

KONA Group Catalogue