Seven Pillars of a Better Business

Lessons from working with the best owner managers

Helping you create the future you want for your business and for you
> Were specialists in working with owner managers and their businesses > We run sophisticated development programmes specifically designed to help ambitious owner managers create the future you want for your business and for you > Over 600 ambitious owner managers in the last 6 years > Owner managers who are ambitious to build a better future for their businesses and for themselves > Established businesses with up to about 200 people and up to about 20 million turnover

"The business was already doing well - and we knew we could do even better! The result of participating in the programme is that the business is growing faster than ever and we feel in control! Tim Wallis and Craig Beard, Content and Code Direct UKs Lara 20thMorgan, fastest Pacific growing technology business (Tech Track 100, 2010)

In partnership with

Pillar 1: Its up to YOU

> Keep your passion burning > Youre in show business

> Just DO it
Take control of your own destiny

> If you want a better business, become a better owner manager

Develop yourself as a leader

Participating in your programme was the best decision I've made in years. Thank you for revitalising my interest in my business and for inspiring me to achieve much more!" Clark Skates, STC Solutions

In partnership with

Pillar 2: Know what YOU want

> Its YOUR business, YOUR future > Whats the future you want to create for YOU?
It was great to take time out and think about my personal goals and the business. As a result, weve gone from 1m to 3m turnover and from a loss of 100K to a profit of 680K! Simon Howard, Abacus International

In partnership with

Pillar 3: Become a strategist

Artisan (5%)

Strategist (5%)

Hero (30%)

Meddler (60%)

How much on of your are you working your business? Work thetime business, not inON the business
Based on Are entrepreneurs the real barrier to growth? by Colin Barrow and Liz Clarke In partnership with

Pillar 4: Know where youre going

> If you dont know where youre going, youre likely to end up somewhere else > Clearly articulate the different and better future you want for your business > Preferably in a way which inspires other people to help you bring it about

> Develop a clear, comprehensive and robust plan of how to get from where you are now to where you want to be
Clarity gives confidence and strength

My vision is driven by my passion for the environment. We are the first UK food producer to achieve zero waste, strawberries are growing round the factory and we will soon make our own energy. The team are hugely motivated and sales are up 20%!
Alex Smith, Alara Finalists in National Business Awards 2009

> Review it regularly and be ready to change tack

In partnership with

Pillar 5: Stick to the knitting and stand out from the crowd
Markets
Existing Business Development New Market Development

Existing
Products/ services New

88%!
Product Development

Diversification

88% of high firms succeed by sellingachieve more of the growth same to Nearly 90%growth of successful growth businesses their existing customers and others and justservices like them by their selling more of their existing products to their existing customers and people just like them
In partnership with

Pillar 5 (contd): Stand out from the crowd

> Be confident about what makes your business great

> Clearly articulate the distinctive benefits you bring to your customers
> Maintain your margins by focusing on customers who value your distinctiveness > How confident are you in your distinctive benefits?
Weve just done a 5 way pitch for a big contract. We were 8 times more expensive than the next most expensive bid and still won!

Doug James and Matt Purkiss-Webb, Honey Creative

In partnership with

Pillar 6: Master the (right) numbers

80 70 60 50 40 30 20 10 0 Year 1 Year 2 Year 3 Year 4 Sales Profit

> Cash is king > Focus on profit dont be a busy fool > What gets measured, gets done

Busy fool
35 30 25 20 15 10 5 0 Year 1 Year 2 Year 3 Year 4 Sales Profit

> How well do you know your numbers?

Profit grower
In partnership with

Pillar 7: Build a better team

> It doesnt matter what your plan says, its what your people do that defines the future of your business > To build a better business, build a better team > Better people, better skilled, better managed > Focus on inspiring, motivating and coaching your team

In partnership with

Pillar 7: Build a better team

Total population (size of blob indicates % of population ) Investment in developing people (size of blob indicates % of total spent by population )

30%
Profit Enhancers Champions

20%
Average profit growth

10%

Grazers

Unprofitable Growers

0%
-10% -9% 9% 13% 20% 30%
Average sales growth

Businesses which invest significantly in developing people are nearly all Champions or Profit Enhancers
Based on work by Colin Barrow, Chris Brewster and Lesley Mayne In partnership with

Seven Pillars of a Better Business - Summary

> Putting in place more of the Seven Pillars makes it more likely that you will successfully build a better business and grow it profitably > The rewards are great
More profit A stronger business which is easier to manage More personal fulfilment And more fun!

> The Seven Pillars are easy to understand and some of them are difficult to build!
Most of them require YOU to grow and develop And, many owner managers need some help

> So, the best investment you can make is to INVEST IN YOURSELF

In partnership with

A wise owner manager would know that now is exactly the right time to invest in themselves

Tristram Mayhew, Go Ape, Small-Medium Sized Business of the Year in the National Business Awards 2009 and one of the UKs 100 fastest growing independent businesses

In partnership with