Positioning Your

Enterprise

Heinrich Punt

agenda

Positioning Your Enterprise

1. Action

2. Lets talk about YOU

3. What are we doing?

4. Learnings

5. Understanding your WHY?

6. Landscaping

7. Taking it home

1. From Position to Positioning -Action

1. Position - where you are (today)

2. Position - where you want to be (future)

3. Position –to get into a position (journey)

4. Enterprise - being

Position your Enterprise

2. Lets talk about YOU

Your personality and your role(s)

Manager

Entrepreneur

Technician

Constantly shift between your 3 roles

What to understand from your 3 rolesDo not assume:

“If you understand the technical work of a business, you understand a

business that does the technical work.

The technical work of a business and the business itself are totally different.

Creating and running a business is more complex and multifaceted”

Understand...

• The majority of tasks to be done in business speaks to the role of

manager

• Find the balance between the roles of Technician, Manager and

Entrepreneur

Role tips in context to B* leaders1. Technician – improve your business owner skills (see your skills gaps)

2. Manager - decide what you do and what you delegate

3. Entrepreneur – focus on deals (sales) and your business value

proposition (innovation)

4. Manager – financial well being of your business (realism)

5. Manager / Entrepreneur – ensure prospects / recruitment / conversion

6. Manager – ensure your technology and processes is working

7. Manager – is your meetings scheduled and appropriately structured

8. Technician – upskill your staff and planners to deliver on your VP

3. What are we doing

1. Bonus utilised as extra adviser revenue

2. Individual adviser support models converted into Back-office models

• Back office transformation

3. Mergers for cost efficiency

4. Design for scalability

• Specialisation

5. Cost conservative

6. Utilise cash reserves to survive

7. Prospecting more

8. Be tight on retaining top clients

What are we doing?

A.Broadening awareness of BlueStar model options

1. Working with more fellow planners in a larger single set-up

2. Mergers to achieve goals

3. Choice inside with SFP (Succession)

4. Access variety and/or Variety inside

5. Converting to multi-planner

B.Planning, Timing, Financing, Resourcing & Implementing

What are we doing?

1. Equity (income vs asset)

2. Partners and Successors

3. Tied remains commercially a strong and growing model

4. Choice and IFP

5. Multi-planner

Lets discuss what we can be doing?

4. Learnings

A.Business Health Index

B.Platinum Black Risk assessment

1. We should have a balanced focus on revenue and cost management

2. See where in our business do we lack financial information

3. Create a shareholding structure that is flexible

• We can balancing risk and reward by recognizing current and future

value and issue shares in annual or bi-annual intervals

Learnings

5. Understanding your Why?

1. We busy our thought daily with what we do

2. We busy our thought occasionaly with how we do it

3. We however rarely attend to why we do it

And I do not refer to why we are advisers,

but rather why we are in BlueStar businesses

What, How and Why

6. Landscaping

1. RDR would impact our

• intermediary classifications,

• remove some conflicts and

• bring adjustments to client charging structures

2. We need to look at ourselves with an informed lense

• BlueStar provides client advice continuity

• BlueStar grows equity for planners and partners

• Provides services to Planners and Sanlam via an outsource mechanism

3. We await final legislation but believe that Bluestar model remain well positioned

• Tied advice at margins that support sustainable growth

• With options to access to choice

RDR would chance the lay of our land

6. Taking it home

I leave you with a parting summary

1. See where your business can become static

2. Attend to yourself

• Lead and Balance your focus to the situation requirement

3. Continue to be informed by RDR

• This is a big game changer and would not pass in a single season

4. Step back from your WHAT and HOW to see your WHY

• Get ADVICE to keep your compass to its true North

5. Reposition yourself and business to become and Enterprise

thank you