building a high performance business
TRANSCRIPT
BUILDING A HIGH PERFORMANCE BUSINESS
Tips and Tools for SuccessRussell Cummings
August 2015
V² = x VELOCITY
Doing Business in a VUCA World
4 Key Trends in Australian Business
Robotics Globalisation Data
Connection
Sales & Marketing
High Performance Model
Critical Elements: Vision Values Purpose Targets Value Proposition Competitive Advantage Business Model
Foundations
http://www.ted.com/talks/simon_sinek_how_great_leaders_inspire_action.html
Golden Circles
Business Model Canvas
Communication Productivity
Right Things Right
Sales & Marketing
High Performance Business Model
Right Things
STRATEGYMedium term action
Large in scope
Strategic Options
What is your competitive advantage? Competitive Advantage
Strategic Planning Model
If you aren’t able to effectively develop and execute on your key strategies then you will need to align with someone who can…
Alliances
SHAREHOLDERS
• Access to capital for growth and expansion
• Access to expertise• Access to
opportunities• “Smart Capital” not
“Dumb Money”
Shareholders
PEOPLE
https://www.bcgperspectives.com/classics/author/Rainer_Strack/
There is going to be a global shortage of skilled workers peaking in 2030.
Some trading partners will be in deficit by 2020.
This will make it essential to attract and retain good quality people.
Global Skilled Workforce Shortage 2030
Clarity of direction and strategy
Workforce Plan in place Attraction & Retention Strategies
Right People on the Bus
Communication Productivity
Right Things Right
Sales & Marketing
High Performance Business Model
Sales & Marketing
Things Right
SALES & MARKETING
Is about building a “brand” and generating leads for your business General confusion and misuse of the term – marketing & sales
Marketing
Promotional Strategy
Most of you don’t do sales well Build your skills and processes across the business in this space
Who are the “Rainmakers” in your business?
Sales
OPERATIONS
•Downward pressure on price•Upward pressure on costs•Must adopt more efficient work practices and processes
•Lean Tools and Processes•More automation and technology
Operational efficiency is critical
•Based on Toyota Production System
•Easily adapted to apply in Services
•Our 7 Wastes Process – 20% to 30% of your costs are tied up in waste and inefficiency
•Read “Lean Thinking” by Womack & Jones
Lean Processes
FINANCE & ADMINISTRATION
Key elements: Cash flow Monitoring Investment Asset Utilisation
Finance
Monitor – Monthly Dashboard
Investment
• Do your Due Diligence
• Build a Business Case– Assumptions– Cash & Return
Analysis– Pros & Cons– Scenarios
Asset Utilisation
Too many assets are underutilised for large periods of time Why? Convenience & control Poor financial analysis No focus on return on capital
The Pivotal Question
If you have a spare $1 to spend – where should you deploy it?
Administration
Will need to move from compliance to providing valuable information Information that will help you make better business decisions Supply Chain integration – markets – margins – productivity - costs
High Performance Business Model
Communication Productivity
Right Things Right
Sales & Marketing
Exercise
What are 3 things that you are going to do/change in your business based on today’s session?
Write them down.
More ResourcesWe will send you a link to copies of today’s PPT plus any
resource materials in the next few days.
You can visit www.sbdbusiness.com.au and complete our free online Business Diagnostic, webinars, blogs and
videos.
We are about to launch a range of on-line training and business leadership development programs.
How do we work with businesses?We develop a tailored solution to meet
your specific needs:
All services are at agreed fixed price
Thank YouRussell Cummings
Business ConsultantM: 0414 929 585
W: www.sbdbusiness.com.au
E: