Tips & Tools for Success

1. BUILDING A HIGH PERFORMANCE
BUSINESS
Tips and Tools for Success
Russell Cummings
August 2015

2. V² = x
VELOCITY
Doing Business in a VUCA World

3. 4 Key Trends in Australian Business
Robotics Globalisation Data
Connectio

4. Sales &
Marketing
High Performance Model

5. Critical Elements:
Vision
Values
Purpose
Targets
Value Proposition
Competitive Advantage
Business Model
Foundations

6. http://www.ted.com/talks/simon_sinek_how_great_leaders_inspire_action.html
Golden Circles

7. Business Model Canvas

8. Communication Productivity
Right Things Right
Sales &
Marketing
High Performance Business Model

9. Right Things

10. STRATEGY
Medium term action
Large in scope

11. Strategic Options

12. What is your competitive advantage?
Competitive Advantage

13. Strategic Planning Model

14. 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

15. SHAREHOLDERS

16. • Access to capital for
growth and expansion
• Access to expertise
• Access to opportunities
• “Smart Capital” not
“Dumb Money”
Shareholders

17. PEOPLE

18. https://www.bcgperspectives.com/classics/author/Rainer_S
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

19. Clarity of direction and strategy
Workforce Plan in place
Attraction & Retention
Strategies
Right People on the Bus

20. Communication Productivity
Right Things Right
Sales &
Marketing
High Performance Business Model

21. Sales &
Marketing
Things Right

22. SALES & MARKETING

23. Is about building a “brand” and generating leads for your business
General confusion and misuse of the term – marketing & sales
Marketing

24. Promotional Strategy

26. 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

27. OPERATIONS

28. •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

29. •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

30. FINANCE & ADMINISTRATION

31. Key elements:
Cash flow
Monitoring
Investment
Asset
Utilisation
Finance

32. Monitor – Monthly Dashboard

33. Investment
• Do your Due Diligence
• Build a Business Case
– Assumptions
– Cash & Return
Analysis
– Pros & Cons
– Scenarios

34. Asset Utilisation
Too many assets are underutilised for large periods of time
Why? Convenience & control
Poor financial analysis
No focus on return on capital

35. The Pivotal Question
If you have a spare $1 to spend – where should you
deploy it?

36. 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

37. High Performance Business Model
Communication Productivity
Right Things Right
Sales &
Marketing

38. Exercise
What are 3 things that you are going
to do/change in your business based
on today’s session?
Write them down.

39. More Resources
We 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.

40. How do we work with businesses?
We develop a tailored solution to meet your
specific needs:
All services are at agreed fixed price

41. Thank You
Russell Cummings
Business Consultant
M: 0414 929 585
W:
www.sbdbusiness.com.au
E:
russell@sbdbusiness.com.