xero

Marketing Program 2009

Small Business.Tommorrow.

An inside preview into small business

of the future

4 Key Areas of Business

1. Sales and Marketing

2. Operation and Distribution

3. Financial and Legal

4. Team and Productivity

The Success Formula

DecisionsX

Actions=

Results

Stuck in the past V Adapting to change

Adapt?

ORPerish?

Where are they now?

+ =

Havard Business School – the Law of diffusion of Innovation

The OPPORTUNITY

Survival of the FITTEST

Its not the strongest of the species that survives, nor the most

intelligent,

But it’s the mostresponsive to change

Charles Darwin

Digital Disruption – 32% Short fuse, BIG BANG Source: Deloittes

Michael Gerber – The E Myth: Why most small businesses don’t work and what to do about it

A business requires 3 types of systems to succeed:

1.Hard systems –

•inanimate objects like computers, offices, work materials, etc.

2. Soft systems

•animate objects (People), ideas, scripts, procedures, etc.

3. Information systems

•which provide data about the interaction between soft- and hard-systems

Who’s doing the talking?

Sales & Marketing

1 Do you have a pipeline management system for tracking opportunities & measuring success?

2 Do you have a structured marketing calendar to keep in contact with your existing customers?

3

Do you have a prospect database that is added to every 3 months and all staff know how to use it?

4 Do you have a documented sales process with scripts that is followed by every team member?

Operations & Distribution

1 Do you have a margin management system and do you meet with your team weekly to monitor?

2

Do you track the productivity of each staff member against their KPIs and hold them accountable?

3 Do all of your customers & your TEAM know EVERY single product and service that you sell?

4 Do you have an eCommerce & digital operations plan?

Finance & Legal

1 Are all your payable invoices entered into your accounting system automatically?

2 Do you know the net profit and net variable cashflow position in your business each week?

3 Do you have a documented debtor collection process and is it implemented?

4 Does your POS talk seamlessly to your accounting system?

Team & Productivity

1 Do you have an accurate time & cost system to track hours worked for each job?

2 Does every team member know their 3-5 key priorities they need to focus on each quarter?

3

Do you have documented contracts, performance stds and compliant employment terms for each team member & WHS procedures in place and are they kept up to date?

4 Do you hold 6 and 12 monthly career appraisals for each team member?

So how did you go?

•15+…?

•10-15…?

•<10…?

•Ok….so what would you like it to be?

Who’s doing the talking?

What if?

XERO

Where to from here?

Working OnV

Working IN

Where to from here?

Abilityto get things

DONE!

The Power of Expert Support

RESULTS

T I M E

Learning Only

Business Development Support

What does it look like?

1. Professional advice, guidance and skills by experts in Systems and Leverage

2. A partner to help you implement change and to help you stay ahead of competition

3. An advisor to help you grow and improve your financial position

Complimentary Discovery Session

1. Systems HEALTH Check – diagnostic tool

Complimentary Discovery Session

Complimentary Discovery Session

1. Systems HEALTH Check

2. Where is your business now & where is it headed?

Growing or GOING?

GROWTH

T I M E

CHOICE POINTS

__

__Thriv

ing

Surviving, Flatline-ing

Extinction

Complimentary Discovery Session

1. Systems HEALTH Check

2. Where is your business now & where is it headed?

3. What business processes & systems need upgrading/improving or enhancing to help you make more profit through better resource allocation?

Drilling into EACH area of the Business

XERO

Marketing Program 2009

Small Business.Tommorrow.

Congratulations for taking time out to

WORK on your BUSINESS!