growing your organisation 6 th july 2010 – afc bournemouth
TRANSCRIPT
Growing Your Organisation
6th July 2010 – AFC Bournemouth
“You could really uncomplicate your sales & marketing approaches by remembering that there are three, and only three, ways a business can increase sales revenue:
Get existing customers to buy more and/or more often
Get new customers to buy Put your prices up”
From Steve Mills’ Blog
D3 Employee Solutions www.d3employeesolutions.co.uk
Growth, what growth?
D3 Employee Solutions www.d3employeesolutions.co.uk
Ansoff Adapted D
?A
Existing
Existing
C
New
B
New
Products & Services
Clie
nts
Client Retention Strategy
Sell more to existing and ex-clients at same or higher prices
Market development strategy
Market existing products to new clients
Product Development/brand extension strategy
Provide new products/services to existing clients
Business Transformation Strategy
Market new products and services to new clients
D3 Employee Solutions www.d3employeesolutions.co.uk
Does Business Growth = More people in the business?
D3 Employee Solutions www.d3employeesolutions.co.uk
Not necessarily ...
Capitalise on:• Product/Service
uniqueness• Perceived value• Reputation
to grow sales revenue through higher prices
D3 Employee Solutions www.d3employeesolutions.co.uk
D3 Employee Solutions www.d3employeesolutions.co.uk
A bit closer to home ....
D3 Employee Solutions www.d3employeesolutions.co.uk
Assuming that growth = bigger ‘operation’ .....
Growing the organisation
D3 Employee Solutions www.d3employeesolutions.co.uk
1. What can you outsource?
D3 Employee Solutions www.d3employeesolutions.co.uk
2. Franchise
Is it just for the ‘big boys’?
Even McDonald’s started as a single restaurant in 1940, opened in San Bernardino by Richard & Maurice McDonald. In 2008 it was a $23bn global business
D3 Employee Solutions www.d3employeesolutions.co.uk
Just to show that you can franchise almost anything!
Naked Cowboy Denver @ $5000 pa
The Original
The interloper?
D3 Employee Solutions www.d3employeesolutions.co.uk
Licensing the brand
And has he heard of Ansoff??!
Advertising space
Weddings @ $499
Personal Appearances:•Concert•Private parties & events•Video
D3 Employee Solutions www.d3employeesolutions.co.uk
Changes the whole nature of the business!D3 Employee Solutions www.d3employeesolutions.co.uk
3. Core Team Plus Associates
D3 Employee Solutions www.d3employeesolutions.co.uk
Keeps costs variable
Access to ‘expensive’ skilled people who like to be self-employed
Business looks ‘big’ to potential clients
Issues of:•Contract•Trust•Control•Availability
4. Hybrid Franchise/Core Team
D3 Employee Solutions www.d3employeesolutions.co.uk
5. Merger and acquisition
D3 Employee Solutions www.d3employeesolutions.co.uk
Cultural and personal ‘Fit’
Staffing issues – ICE Regulation, Pay & Benefits; TUPE
6. Employ the team
D3 Employee Solutions www.d3employeesolutions.co.uk
Selection – getting the right people1. Focus on the future - know
what it is you want for now and 5 years’ time
2. Technical skill is important, but focus on Fit – with you, team, values
3. Dig deep – take nothing at face value
4. Take your time – the cost of the wrong appointment is big!
5. Make a plan to absorb the new hire
6. Get expert help7. Get feedback - use your
network
D3 Employee Solutions www.d3employeesolutions.co.uk
Contracts
Whatever the employment model it’s essential to get the contract right
D3 Employee Solutions www.d3employeesolutions.co.uk
Did the FA get his
contract right?
D3 Employee Solutions www.d3employeesolutions.co.uk
Getting the contract terms right
2007: Derivatives Trader given bonus of £150,000 under a discretionary bonus scheme. He wasn’t happy in that others got a lot more.
March 08: Contract changed. Salary increase plus “You will also receive a bonus of 12% of income generated in 2008 , provided you reach the revenue threshold of €555,000. However, the bank retains the right to review or remove this formula-linked bonus arrangement at any time”
July 08: Redeployed to similar role in another part of Bank.
Jan 2009: Trader made redundant. Was he entitled to a bonus for 2008 or could the Bank ‘remove’ it?
D3 Employee Solutions www.d3employeesolutions.co.uk
Clarity about what is contractual and
what isn’t
D3 Employee Solutions www.d3employeesolutions.co.uk
OnboardingInduction
D3 Employee Solutions www.d3employeesolutions.co.uk
1. Start Early – it starts with hiring2. Knowledge & skills important but
introduce them to the right network and get them to build the right relationships early on
3. Get them working on something real - get them in working mode rather than a training or student mode
Employment Rights
Statute & Regulations
Contract
Common Law
D3 Employee Solutions www.d3employeesolutions.co.uk
Unfair Dism
issal
Health & Safety
Discrimination, Harassment, Victimisation
SSP, SMP, SPP,
SAP, Minimum
Wage
Written terms
D3 Employee Solutions www.d3employeesolutions.co.uk
D3 Employee Solutions www.d3employeesolutions.co.uk
D3 Employee Solutions www.d3employeesolutions.co.uk
@JohnatD3
http://uk.linkedin.com/in/johnatd3
www.d3employeesolutions.co.uk
07834 895125