Chris Wyle

Pitman Training - Birmingham

Welcome

Why are you here?

Talk the talk

Tighten the reigns

Calculate your worth

Agenda

Talk the Talk

• PA as a middle manager

• Budgetary awareness

• Savvy about Business costs

• Seeing the bigger picture

Mmmmmmmm

Chris’s Cup Cakes

Direct Labour

wages

Direct Costs

Salaries staff not involved in production e.g. sales/ shop personnel.

Materials used to help but not component parts e.g. cleaning, knives etc.

Expenses heating, lighting, admin, R&D, rent, rates.

Indirect Costs

Penetration

Skimming

Low/ High

Loss Leaders

Promotional

Market

Pricing

Tighten the Reigns

Why is this important?

Analogy

Negotiating

• We do this outside of work – where?

• Where we can do this at work?

• Win/Win• Know your market

- Competitors- Order history- Market rate- USP’s

• What are your parameters?• Loss leaders• Low cost addition• Incentivises for Bulk orders

• Rapport• Smile if applicable• Be Friendly, Assertive & Confident • Remember BananaRama• Negotiating success

– Reciprocity– Liking– Social Proof– Giving

Soft skills

Calculate your worth

PROJECT PLAN: HOW TO MAKE YOUR PA CAREER COUNT

ACTION FOCUS AREA DETAILS ACTIVITY DETAILS COMPLETE BY (insert date)

PRESENT (to boss by

date)FURTHER ACTIONS

Develop profitable idea proposal.

Generating profit for the business.

Look for money making/cost saving areas.

Outline activity (budget/savings/profit) Develop a compelling business case.

Negotiate with suppliers. Saving money.

Review of all suppliers in order of quick wins, also flag longer term projects.

Put suppliers in your remit out for tender, research average costs, negotiate and work out monthly and yearly saving.

Request training. Present yourself as a business investment.

Outline Relevance of training to you and the business - what will they gain?

Formulate business case: cost of training, length of training (in work hours/own time), expected increased capabilities, benefit to the business, put a value to your increased skills (in terms of hours/output/capabilities- would it save them hiring someone?)

Request salary increase.

Present as a business case.

Detail achievements (project successes, business savings, business improvements, put a cash value against as many elements as possible.

Formulate into a proposal.  

Project Plan

Contribution

• Savings

• Earnings

• Process/procedural improvements

• PR generated/Good will earned

• Introductions or connections

Your Successes

• Project

• Integration

• Negotiations

• Stationary

• Events

• Travel

What do you want?

• Money – Bonus / Raise• Perks – Vouchers /

Discounts• Time – Holiday / Flexi• Car• Insurance – Life / Health• Pension• Training & Development

When and how to ask?• Business is booming• Profits up• Plan a meeting• Stack the deck• Demonstrate understanding of key issues• What times should we avoid?• Know the market• Prepare

– Evidence– Yourself

• Be professional • Be confident• Be serious

• What can you do to stand out from the crowd?

Make it memorable

The Answer Is……

Questions?