The Pillars to Successful Business Growth Strategy Series. Pillar 3 – Delivery

pillar-of-autumn-1541725-639x979If you’ve been following my 6 Pillars to Business Success Series, you’ll know that the first two pillars require you to have a product that matches a need in the market and is unique enough to carve a niche in that market and you need think about and plan for a business model that will enable you to scale and grow beyond the early days of dependency on you.

The third pillar is about ‘delivery’ – the systems and processes you have in place to ensure you can consistently deliver on the promise of your product again and again.

Delivery of expectation

Delivery is really about expectation. When you market your product and service well (we’ll get to the sales and marketing in the next blog), you create an expectation in the minds of your customer. This expectation carries across a number of areas:

Quality and consistency of product

Customers have an idea of what it is they are going to receive and an expectation of the quality they will experience – not just the first time they buy from you, but every time they buy from you. So your company’s ability to deliver a quality experience every single time is critical. As you grow, you have to be able to keep up the quality, regardless of size and quantity.

liber8-pillars-chart-450x289Quality and consistency of service

Your customers will also have an expectation of the level of service they receive – which will be bench marked against your previous service levels (you are expected to keep these up as you grow) and also against their experience with other providers. Each industry will have a standards benchmark that the market expects all players to deliver on. In an ideal world, you’ll know what this is and ensure your company delivers better service than your competitors – each and every time.

Efficiency and timeliness

How well and how timely you are on the delivery of their expectation is also a critical factor. You can have the best solution in the world but if it doesn’t arrive in time to meet your customer’s need, they won’t be happy with it.

A quick example – I ordered a mermaid blanket (yes really) online for my daughter as a Christmas santa present. It was a US based site, and international delivery was within 3 weeks. This was early November. There was plenty of time for it to arrive by Christmas. By early December it still hadn’t arrived. When I emailed, I was sent a link to a parcel tracking site. This was all in Chinese so I couldn’t make any sense of it. Further emails got no reply. A week out from Christmas it still hadn’t arrived, so I found another mermaid blanket on a NZ gift site, with guaranteed delivery before Christmas. This one arrived within 2 days of ordering. Then the original one arrived too – a few days before Christmas.

My daughter was thrilled to get two mermaid blankets from Santa. I was not so delighted. The original company continues to market to me, as I’m clearly now on their database. But I will never buy from them again. They had the superior blanket quality wise, but they let me down on the timeliness of delivery, and also their lack of reply to my emails and their lack of concern about their tracking information being in Chinese. They hadn’t set their distribution systems up well enough to match their delivery promise, they oversold and under delivered to me and many others I’m sure.

Delivery efficiencies

A key thing to consider about delivery is how efficiently your company can continually meet the expectations of your customers. As you grow it gets harder and harder to keep up the quality and control the costs involved to do this. You have to hire more people and invest in more infrastructure. Your costs go up and before you know it, your income is growing but your profits are shrinking.

So how do you grow and continue to deliver on customer expectations?

The answer to that question lies with these 3 things: systems, team, training.

1. Systems

You must have systems for everything. And I mean EVERYTHING. From how a customer is greeted when they first contact you or how the floor of the warehouse is cleaned to how your product is packaged, to how it is disbributed, how you present, how you communicate, how you deal with a complaint, how you do anything at all.

According to the online Business Dictionary, a system is defined as:

A set of detailed methods, procedures and routines created to carry out a specific activity, perform a duty, or solve a problem.

Systems will set you free. And simply cannot be avoided.

To create a system, first prove that a process works (by trialling it for a while), then document it thoroughly step by step, and then ensure everyone in your company knows how to follow the process. One of my fellow mentors and author Mike Brunel, tells the story of how he started what became a $300 million company by following his business partner around with a dictaphone and then wrote up everything he did – this created a system they were able to sell to others all over the world. In their case, the system became the product because they found a way to do something better than anyone in their industry.

Put all of your systems into one ‘manual’ – which can be all stored online or delivered as a lovely glossy ‘welcome’ piece when new team members join. Let this become your manifesto … the ‘how we do things here’ guide to consistent delivery for your company.

Important note: Two of the areas you need systems for – to ensure you can afford to grow – are your sales and marketing, and your financial reporting. We talk more of these in future blogs in the series, but for now, be sure to build systems that enable you to plan your team and infrastructure growth alongside your sales growth – plan to have enough income/capital to be build your delivery systems and have regular financial reporting built into your rituals.

2. Team

You cannot grow without a team. You need people to deliver on the expectations of your promise to market. And you need them to know what to do, how to do it, when to do it and how important it is to do it this way every time. When you start hiring people, you will have to let go of doing everything yourself. You will have to trust others to do the work for you, but of course you’ll feel a lot happier about this if you know they are doing it the way you (and your customers) expect it done. So give them great systems to follow, and minimise the chances of them getting it wrong. Your systems will enable consistency, and will also enable your culture to survive as you grow. Your systems manual can include information on your rituals, meetings you have (and why you have them), values and vision for the company. The how and why of everything … this makes up your culture, and you should only hire people you think will enjoy being in a place that does things this way.

Another quick example: I go to a gym class at 6am three days a week. I get there at 5.30am and there is always a smiling face to greet me, which I appreciate even though I’m still half asleep. As soon as I scan my card to get in, they look at the screen and know two things – my name and the class I’m here for. They greet me by name and hand me my wrist band for my class without me having to say a thing (I do tend to grunt at that time of the morning). Then when I leave an hour later, no matter who is on reception, they always say ‘goodbye’ or ‘see you later’ as I scan my way out again. Always. This is systemised delivery of experience that every single team member knows about, and it makes me feel good about my gym.

3. Training

A business system is only as good as the people who follow it. So make sure to devote enough resources to training your team to deliver on expectations. If they don’t know how you want things done, they’ll do things the way they think they should be done. Train your team to know the company values and the expectations it has around delivery across all aspects of the business. Let them know why these things are important and then … and this is important… give them the freedom to follow the systems without micromanagement from you!

Exercise:

Conduct a ‘delivery audit’ of your business. Firstly consider all of the critical customer touch-points and the expectations they have of what and how you are going to delivery on your promise to them. Make a list of the key areas where you need systems in place to ensure you can meet those expectations.  Then start creating systems to ensure consistent delivery across each area.  You can get your team to help with this… the best person to create a system is the person who is currently doing that job well already.

Happy Growing!

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PS.  For more thoughts on how to make your business more valuable, feel free to download this free booklet, based on my interviews with successful entrepreneurs

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8 keys to a bigger, better business. Key 8 …

pen and padWhen it comes to business success, there is an underlying trait that every smart entrepreneur has – not just the ability to have a good idea, create a business, to set a vision and dream a dream – but the ability to see it through.

One of the biggest personality disorders I see among business owners is what I call the ‘magpie syndrome’.  This is the tendency to drop everything and run off after the next bright, shiny idea.  I see it all the time. It’s a lack of focus and often stems from not having a clear end goal and a business plan. Sometimes chasing another opportunity pays off, but more often it just weakens focus, takes your eye off the ball and often has a financial cost too.

Key number 8. Be disciplined

The disciplines of business involve having a long term and short term business plan with clear objectives and strategies. It means having an annual budget with forecasts, monthly actuals, clear reporting. It involves having clear job descriptions and performance reviews for everyone including the owners.  It means doing a proper business case to support a decision to do something that isn’t in the annual plan.

So many business owners I start working with are really sloppy when it comes to the infrastructure of their business – they don’t have a business plan, don’t have a budget, don’t set targets and do not have good reporting in place. They have no mechanism for monitoring and measuring their progress. And as a result they often find themselves running round and round the hamster wheel, working hard and going nowhere.

You have to be disciplined.  Business isn’t a fairy tale and it won’t have a happy ending if you don’t learn the rules of business and apply them thoroughly.

Exercise:  Rate your discipline

Do you have a clearly articulated and purpose for your business?  Yes/No

Do you have a business plan that can be shared with your team each year? Yes/No

Do you have measurable targets in place?  Yes/No

Do you have clear and regular financial reporting in place to monitor progress? Yes/No

Do you have a budget forecast that is updated and used as a management tool?  Yes/No

Do you use a business case study approach to making decisions?  Yes/No

Do you run regular performance reviews with your team Yes/No

If you answer mostly yes, you are applying a disciplined approach to business… it will help you grow for sure.

If you answer mostly no, you are most likely taking a more random approach to business which will likely be an impediment to growth.  A willingness to put more structure and focus into your business practices will help you grow, seek some assistance now to ensure you run your business the way it should be run.

As always feel free to email me questions or ideas at laura@liber8u.com

Happy growing!

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PS. Early bird pricing for 2016 Acceler8or Programme ends soon.  This is a 12 month journey to accelerated growth you’ll never forget, please email me at laura@liber8u.com for more information. If you are serious about growth or creating financial freedom from your business sooner rather than later, you will want to be involved.  Only 3 places left.

8 keys to a bigger, better business. Key number 7 …

21503D358DYou cannot build a great business without a team.  And you can’t build a high performance team without a great team culture. Like branding, company culture is another misunderstood and undervalued success factor in business.

As soon as you start employing people you have a need for a great culture.  Again, the biggest and best companies in the world build strong cultures – people know what to expect when they work there. An example of strong brand with a strong culture is Virgin. Everyone knows what Virgin stands for – a fair deal for the everyday person, whether its music, planes or finance.  And you can imagine what the culture is like – full of enthusiastic people who thrive on the optimism of the founder.  Richard Branson is still a figurehead but his offices all around the world don’t rely on hi to be there to keep the same team culture.

Key number 7. Build a strong team culture

Team culture is made up of these key elements:

  1. Vision… what does the company aspire to and where is it going, what is it’s purpose?
  2. Values – how does it behave and what does it believe to be right?
  3. Personality – is it a fun place, a serious place, an earnest place?
  4. Rituals – what are the things your company does that people can rely on – regular meetings each week, celebration of birthdays, rewards, social outings… just like in families, it’s the rituals that tie the people together.

You need to set the team culture before you start hiring.  Be a great employer, have a warm, embracing world for new people to come into – where they are clear where they stand and how they fit.

Be sure of your vision and your culture before you start hiring… that way you can hire the right people to fit your culture, not just people who can do your job.

Exercise:  Team culture brainstorm

Grab that pad of blank paper again.  Divide it into quarters with a pen.  Write Team Culture in the middle of the quarter lines.  Then give each quarter a heading:  Vision/Values/Personality/Rituals.

Under each heading brainstorm your ideas on that topic (do this with your business partners/team if you have them).  Don’t worry about getting it right, just brainstorm.  Then when you’ve exhausted all ideas, go back and circle your favourites.

Vision – what is the company doing that will make a difference in the future?  What’s the purpose that drives your business?

Values – what underpins the integrity of your business, what cornerstone values enable the purpose?  For example, the vision for Liber8 is ‘to set all small business owners free.’  The values are inspiration, motivation, education and liberation.  The values underpin the vision.

Personality – who are you?  How do your people behave?  Are you youthful, fun, exuberant?  Are you trustworthy, innovative yet dependable?  Your company personality should align with your customer needs.  A large accountant firm will want to be innovative, providing leading edge solutions, yet they must also be dependable, trustworthy and sincere.  An online dating company will want a personality that is warm, caring, modern and sincere.

Rituals – these create the expectations for your team that enable them connect with all of the above.  The rituals are the things your company does consistently that enable your team to come together and feel a sense of belonging.  Examples of the rituals I had at my advertising agency are: Monday morning work in progress, 8.30am with muffins and coffee; Friday evening drinks and celebrations of wins, 5pm with drinks; morning tea when it’s someone’s birthday, a paid day off as a birthday present (to be used within 8 weeks of your birthday); champagne when we won new business…. You get the idea.  People knew we cared by the way we made them feel valued.. all done by having rituals that contributed to the culture.

As usual, feel free to email me with questions and ideas at laura@liber8u.com

Happy Growing!

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PS. Early bird pricing for 2016 Acceler8or Programme ends soon.  This is a 12 month journey to accelerated growth you’ll never forget, please email me at laura@liber8u.com for more information. If you are serious about growth or creating financial freedom from your business sooner rather than later, you will want to be involved.  Only 4 places left.

 

8 keys to a bigger, better business. Key number 6 …

NikeIn my view, branding is one is the most misunderstood and least valued weapons an entrepreneur has on the road to success.

To be blunt, I think one if the biggest differences between really successful entrepreneurs and small business thinkers is their commitment to having a powerful brand. If customers love your brand and your teams deliver on your brand promise, they don’t need to love you… and when customers love your business more than they love you… you’ve really nailed it!

Key number 6. Build a brand that stands for something

Your brand is not just a logo and a bunch of colours – despite what many graphic designers will tell you. It’s not what goes on your business card. It’s everything your company stands for. It’s driven by the difference your business is making in the world and by your company vision.  It influences how you stand out from your competitors, how your staff behave, how you approach your marketing and every other business strategy.

The best companies in the world have strong brands. Great CEOs understand what a brand is all about. As the CEO of your own business I encourage you to study branding… look at successful companies you admire, see if you can work out their strategy by studying their brand.

If you are going to invest in anything right now, I’d say invest in your brand. Talk to a good brand strategist and ask them to assess your brand.  And if they tell you that you need to do some work on it…. be willing to spend the money. Look at it as an investment in your future, not as an expense.

Exercise:  study branding

If you really do want to build a valuable business and be a wealthy entrepreneur rather than an owner operator, then you need to understand the power of your brand. If you do already, great. If not, it’s time to educate yourself. Look at brands you love and see if you can work out their business strategy from their brand. Compare your brand to a brand you believe to be really valuable.  How does it stack up?  Google articles on branding, see if you can really understand why a whole industry exists just to help people with their branding.  Why is it so important? Here are a couple of articles I found on the subject as a starter for 10:

http://www.slideshare.net/liquidbranding/branding-booklet-slideshow

http://www.slideshare.net/coolstuff/the-brand-gap

As always, feel free to email me with questions, ideas, thoughts for discussion at laura@liber8u.com

Happy growing!

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PS. Early bird pricing for 2016 Acceler8or Programme ends soon.  This is a 12 month journey to accelerated growth you’ll never forget, please email me at laura@liber8u.com for more information. If you are serious about growth or creating financial freedom from your business sooner rather than later, you will want to be involved.  Only 5 places left.

8 keys to a bigger, better business. Key number 5 …

9ERZUJ4KZDOne of the biggest obstacles to increasing business value  is the dependency of that business on its owner. And an even bigger danger is the unwillingness of a business owner to let go.

Something I often hear people say is that their business is their baby. But it’s not.

Your business is not your baby. Which leads me to key number 8 in my bigger, better blog series:

Key number 8.  Remove dependency on you

I’ll say it again – your business is not your baby. I remember watching this powerful interview of a lady in America who had a bakery. It was doing very well in the town it was in, she was very proud of it and very emotionally attached to it but she needed help to grow, so she brought in two partners. She trusted them and sold third shares to each. Then they ganged up against her and fired her. She was marched from her own bakery at gun point (as you do in America). After the pain of losing her baby she decided that she wouldn’t get angry she would get even. So she started a new bakery business, but this time she decided she wouldn’t get emotionally attached to it. She approached it as a strategic exercise and within a few years had a chain of bakeries across America… whilst her old bakery with its two partners stayed small. I remember her saying that by not seeing it as her baby she could focus on what was really important and grow a business that wasn’t dependent on her.

And back to my earlier blog about exit and creating a valuable asset… a business depending on its owner has no value and no one will buy it. So you have to have removal of dependency on you as a key objective for your business over time.
But how do you do it?
In the early years of business growth, it is to be expected that the business will be dependent on the owner. To go into business and not expect to give it your all in the early years could be somewhat naive. So the goal is to lessen this dependency over time.
There really are only 4 ways to decrease dependency on the owner of a business.
1. Technology – in today’s world, it’s never been easier to find ways to use technology to help scale a business without necessarily using more of your time. In my pet care business, our sophisticated matching and booking system took care of the administrative side of the business for us. Our pet carers and clients met online, they got in touch with each other, they arranged the care they needed together and when the job was completed, the pet carer logged back into the system to close the job online, enabling them to go into the payroll system. Head office was responsible for recruitment, training and marketing. We built a team of 150 pet carers nationwide with a headquarters consisting of just 3 people working part time from home.

2. Products – it’s possible to build value into your business in ways that grow the revenue without growing the need for you to service your customers. This is true particularly in service businesses, where the value is derived from the exchange of expertise for money. Turning the expertise into products that can ideally create recurring revenue can be a way to both increase value and decrease dependency. For example, I have a client who creates internal process systems for his clients. He is creating software that will enable clients to map all their systems and host in one place for easy access. Clients will pay his company to set up the systems then pay a monthly license fee to access the platform that hosts their systems map. Staff can log in and access any information they need at any stage of a process, without having to ask anyone.

3. Systems – what’s clever about the product being created above is that my client recognizes the need for good processes and systems within any organization. If staff know what to do and how to do it at any time, things run smoothly without needing the owner to tell them what to do all the time. Growing a business requires consistency of delivery to your growing customer base. Everyone needs to know what to do and how to do it – the way you want it done – time and time again. The only way to ensure this happens is to document what you want done and how you want it done… then ensure everyone involved knows about it. There is a chapter on creating systems in my book “Liber8 your Business.”

4. Team – a business cannot grow without people. And you will never be free or create true value in your business without a team. People will set you free. You need to create the systems and the culture you want to invite people into, then find the best people you can to join you on your journey. This in turn means you have to learn how to be a leader and a manager. In my experience this is one of the hardest things about growing a business… you have to confront your own leadership style, learn to let go, learn to trust and be willing to let people make mistakes with your business. Which brings me right back to ‘your business is not your baby’. If you are too emotionally invested, you will struggle to allow others the opportunity to grow with your business. You will hold the reins too tight and slow down your own progress. Learning to build a high performance team is not easy… but it is totally necessary. The Liber8 Academy has a good pool of experts who can help you with this, if you are willing and able to do what it takes.

Exercise
Grab that big piece of blank paper again (I have several A3 pads lying around my office and house so I can pour out my thinking at any time). Write in the middle: “Decreasing dependency on me” then put 4 headings: Technology; Products; Systems; Team. Under each heading brainstorm ideas that will free you and your business over time. Write down as many ideas as you can without questioning the practicality of your ideas. When you’ve exhausted your thinking, go back and circle the ideas that have the most merit, and then the ones that you can begin to implement sooner rather than later. Remember, you can’t decrease dependency quickly, it takes time. You need to build it into your long term and short term planning. Financial freedom will come when you have a business that operates smoothly and profitably without you having to be there all the time.

As always feel free to email me with your questions and ideas at laura@liber8u.com

Happy growing!

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PS.Want to build that business that is not dependent on you?  The 2106 Acceler8or Programme kicks off late July and will be transforming life and business for 10 committed business owners. There is a big early bird saving to be had, check out the programme by clicking here then get in touch for the details.

 

 

8 keys to a bigger, better business. Key number 4 …

SF8YGVOUL8Many business owners put all of their energy into the product they make or the service they deliver. Of course it’s important to have a fantastic offer and build customers who love what you do. But the real asset in your business – the thing that’s going to make it valuable – is the business model itself.  How is the business structured to enable growth?  If you were able to spend less time delivering what you offer and more time thinking about how to grow your capability and your market… what would your business become?

Key number 4.  Focus on your business model

If you are going to create an asset – a valuable business that will pay you back for all your hard work – it has to be scalable. It has to be able to grow. Which means you need to think as much about how you do business as what you actually sell.

In a simple services model, like my advertising agency, my growth model was always going to be systems and team.  I needed to build a team that would deliver the result as well as I could… time after time after time.  So I planned for this and put energy into this.

With my pet care services business we used technology to take care of all of the administrative side of the business – a sophisticated search and booking system allowed clients to find and book their pet carers. Head office didn’t have to do anything other than recruit and train carers, and marketing. Our model was infinitely scalable with minimal effort.

So think now about how your business model works and what needs to be changed or re-designed to enable growth.

A note on recurring revenue

The most valuable businesses to a future buyer are those with recurring revenue – money that comes in regularly every month without having to get a new sale. In my ad agency we had most of our clients on fee based contracts, so we knew exactly what was coming in. Most contracts were for three years, so we could plan our growth in advance.  Other recurring revenue models are subscriptions, memberships, franchise or license fees or product dependency (This is where you sell a piece of equipment – say a photo copier or printer, that requires the customer to buy ink, toner and paper every few months for the life of that machine).

If you can build recurring revenue into your business model, you can greatly assist your ability to scale and grow.

Exercise

Two things you can think about now – what do you need to change to enable your business to scale, and how could you add some recurring revenue to your business?  Grab a big pad of blank paper, or white board.  Grab your partners, or your key staff, or your business coach, advisors, friends… whoever you can get to share some time with you.  Brainstorm the growth potential for your business… what impediments do you have to growth, and what can you do to overcome them?  And how can you build recurring revenue into the model?

As always, feel free to email me with ideas or questions.  Love to help if I can.

Happy growing :)

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Newsflash!  Early bird price for 2016 Group Programme ends soon.

The 2016 Acceler8or Group Programme kicks off late July. The programme takes 10 business owners on a 12 month journey to discover the true potential of their business and how they can ultimately create financial freedom through business.  To find out more click here or just email me at laura@liber8u.com to find out more about pricing, early bird deals etc.

Acceler8or Testimonial:

“This has been the best money that I have spent on education ever! My business has gone forward in giant steps that I could not have imagined taking 12 months ago. The program has more than lived up to my expectations, the skills and tools that I have learnt have helped me immensely. I have a solid plan to work to and my business is achieving great numbers. As a result of the program we have changed our image and direction and are making strong confident steps in an area of the global market that I would never have imaged one year ago. I have hired great staff and added brilliant contractors that perform with excellence and have given me great standing amongst my A List Clients. My confidence in my own abilities to lead a team on a successful challenge has risen. We have really kicked some great goals on an international level over the past few months. I believe this is totally due to Laura’s coaching. As a company we have a vision and the brand is performing to expectations. Planning and budgets are now high on my list. I would totally recommend the programme to any business owner who is serious about stepping up. If you have the product this is the course that will take you to the top.”

Does your business ever feel like a life sentence?

My early mentor in business was Robert Kiyosaki. I studied with him all around the world, long before he wrote the Rich Dad Poor Dad books.  One day, at his business school in Hawaii I was sitting next to him at dinner.  We were talking about finding your life purpose and building a business around this.  I asked Robert how to find my purpose, my passion.  He replied, “Laura, you’ll find what you love by looking at what you hate most.”

This thought stuck with me and over time, as I’ve worked with and talked to hundreds of business owners, I realised that what I hate is seeing small business owners becoming slaves to their business – after setting out with a dream of creating their own destiny, being their own boss, running their own lives, they find themselves chained to a business that doesn’t pay them enough, works them too hard and impinges on their quality of life.  It’s not supposed to be like this.

The team at Liber8 are committed to setting small business owners free.  To help them create businesses that are not dependent on the owner for survival, that can grow and prosper and pay the owner back handsomely for all their hard work.

Are you ready to turn your business into a valuable asset?

We’re running our 2015 Acceler8or Programme with a workshop kicking off very soon – designed to help you build an asset not a life sentence.  If you’d like to know more about it, email me laura@liber8u.com and we’ll send you some information.  It’s for a small, select group of business owners how are ready to build the business that sets them financially free.  Are you one of them?

Be free and happy!

motivation-new

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“Starting a business is easy. Creating something of value is harder”

 

TVNZ Interview

TVNZ Interview

If you have a few minutes, take a look at this interview with me on TVNZ Good Morning show earlier this week. To be honest I was quite thrown by the questions asked. I had expected it to be a jolly chat about my book, with a view to inspiring some talented mums at home to consider the opportunities, just like I had. I wasn’t expecting the first question:

 “Why do you think anyone can start a business?”

Wow, that made me think. Watch as I look up into my brain for the answer.

And then it came to me, starting isn’t the hard part. Anyone can start a business. But not everyone has the vision and the fortitude to make it work.

In the interview, I end up back on my own soapbox, showing how passionate I really am about the need to approach business with a long-term view in mind.

The good news is that I got to explain my mantra – ‘start at the end and work backwards’. Think about where you are taking the business and what you want out of it financially, as well as what you want to do right here and now. Plan your business properly – start with a good idea and a clear market for it – and be clear what the end game is.

I’m not sure I inspired those stay at homes to launch into business tomorrow, but I did get to say my piece. The reason I do what I do – helping small business owners become big business owners by planning their way to financial freedom.

I hope things are going well for you in your business right now. I’d love to help you plan your end game and plot the course to get there.

Acceler8me 2014 kicks off July 3rd – for business owners serious about growth. You can find out more about it here – just use the enquiry form supplied to have a chat about it.

Hope to see you soon!

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Do you have what it takes to grow? The 2 qualities every serious entrepreneur needs

growthThere are only two things I look for when it comes to choosing a business owner I want to work with, or who I invite to join my mentoring programmes.  If I see these two things I know this business owner has a chance at building something amazing – with a little guidance, a lot of determination and a commitment to thinking strategically.

So what are they?  These two things… let’s take a look:

1.  A willingness to grow.  This might seem obvious but when I work with people I often have to battle the mind before I can help uncover the potential.  Too many small business owners are exactly that … small business owners.  They live inside a comfort zone of their own creation. It’s warm and snuggly and safe. But it’s also restricting, limiting and stifling.  When someone really wants to grow, I know I can help them.  When they don’t, I can’t.  It’s that simple.  If I ever invite you to work with me, I will interrogate your willingness to have your comfort zone expanded, along with your dreams.

2. A business model capable of growth.  Even with the strongest desire in the world to grow, you have to have a business model that is capable of expansion.  There has to be a market for what you offer, a need for what you sell and a business structure that can scale up.  If a business owner has the willingness to grow, we can work with a business model and if necessary change it to allow for growth.  But there has to be a willingness to change if this is necessary.

So how do you think you shape up against these two criteria?  Are you willing to grow?  Are you willing to challenge your business model and explore re-engineering to enable growth if necessary?

If the answer is yes to these questions, I’d love to hear from you.

I’m about to launch my annual Acceler8me Programme for business owners seriously looking to grow.  I have two more spots to fill.  Could you be one of them?

If you are willing to move outside of your comfort zone and explore the true potential of your business, email me here today  and I’ll tell you more about the programme.

Growth isn’t always easy.  But you don’t have to do it alone. I’m here to help.

Talk soon

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From the desk of Liber8me.  Business mentors and publisher of multi-award winning book Liber8 your Business:  The revolutionary business planning technique that will set every small business owner free

Have you created a business or a life-long job?

 ‘ball and chainSuccessful and unsuccessful people do not vary greatly in their abilities. They vary in their desires to reach their potential.’ John Maxwell

One of the first questions I ask when I present to business groups is: ‘Why are you here? Why are you in business? Why on earth have you left the security of a job with regular pay to start your own business, with all the uncertainty this holds?’

I always get similar answers.

Mostly, people say they don’t want to work for someone else. They don’t want someone else’s culture.They don’t want to be told how the way it should be done. They want to be in control. They want flexible hours and to spend time with their children. They want to be able to go on holiday when they want. They don’t want someone telling them how many weeks’ holiday they can have a year. They want to do something they really love. These are all honourable reasons for starting a business.

But, ironically, many business owner-operators end up with the complete opposite. They find themselves with little control. They discover their clients have the control and will often demand they work longer hours than they ever did when working for someone else. Most small business owners pay themselves less than they would be paid working for another company.

Crazy, I know, but it’s true. You go into business for freedom and control and end up working longer hours and earning less. Sound familiar?

Many business owner-operators don’t take holidays. They start their business believing they will be in charge of their own holidays, but they find they don’t go on holiday at all. I met a woman who owned a chain of motels with her husband. They hadn’t been on holiday for five years. When I asked her why she got into the motel business in the first place, she told me it was for the lifestyle. Go figure!

If you pay yourself too little, work long hours, and don’t take decent holidays, you can feel resentful. Worse, you can fall sick and be unable to carry on. A high percentage of businesses fail (and by fail I mean they stop; the owner gives up) within five years of start-up. Disillusionment gets the better of them. They go into business to set themselves free and find themselves with a virtual chain around their ankle. Not surprisingly, they decide they don’t want to do it anymore. But that’s not going to be you, is it? Most people who fail to achieve financial freedom through their business do not have the right mindset. Let’s just take a look at a true story for a moment to illustrate my point:

The story of Julie and Fliss

I was having coffee with an old friend one day. Julie is an amazing lady who had started her first business and built it over 20 years until it was bought by a huge multinational group. She became wealthy and continues to build her wealth through angel investing and mentoring start-up businesses. She has a wonderful life. We discussed how special it was to be able to spend quality time with our kids after school each day and how we enjoyed helping other people learn to build a quality life through business. We got to talking about a woman we both knew. I’ll call her Fliss, for the purposes of this story. Fliss opened a business at the same time as Julie. She is a dress designer and opened up a little retail store in the town where she lived.

Twenty years later she still had that small shop and she was still making the dresses. Fliss was no better off financially and she still had to keep designing and making the dresses to sell in her shop. Of course, there’s nothing wrong with that as a life choice and as far as I know, Fliss is content in her life. I don’t want to appear scornful of someone doing something they love. If you’ve got a talent for design and you’re happy with a small retail shop in a small town, there’s nothing wrong with that – as long as you are aware that this is where you are at.

But what worries me with the owner-operator mindset is that Fliss, like so many other owner-operators, will wake up one day and won’t want to do it anymore. As much as she loves designing dresses, something will happen that changes her ability to live off its income, for health reasons or, more likely, because she’s lost the passion for it. The danger of not having a plan to sell is that she can end up with a business worth nothing to anyone else, meaning she’s stuck with it. What will she do for income when her desire or ability to make dresses is no longer there?

The freedom mindset

Let’s look at situations of these two friends. Why did Julie go one route and Fliss go another? The key difference was the mindset.

One knew she wanted a business she could sell and create a lifestyle where she never had to worry about money again. The other wanted to make pretty clothes. They both made their choice; probably without even realising they had done so. Fliss chose to employ herself in a job she enjoyed. She did not choose to build a business.

We make choices every day. The most important choice is one you may not have given much thought to – until now. Are you choosing to build a business that will pay you back or are you choosing to work for a living?

My book Liber8 your Business explores this question at length and gives you a practical 8 step process to follow if you decide that financial freedom in the future is something worth working for.

 

From the desk of Liber8me.  Business mentors and publisher of Liber8 your Business: The revolutionary business planning technique that will set every small business owner free.