Is it Effective?
Having been a business coach for many Melbourne clients, I can attest to the fact that it is very effective and you’ll be surprised how fast results can happen. An increase of 20%-100% in revenue in 3 months is quite normal.
Example 1: IT service provider that was very good at their job but their proposals were terrible (but they didn’t realise this!). As a result, they were having trouble winning larger clients for 12 month contracts, getting frustrated and confused about what to do. They were getting excuses such as “We haven’t decided – we will get back to you”, “We have decided to stay with our current provider”.
Solution: They sent me copies of their proposals. I re-wrote their proposal and changed the structure and explained the rationale behind all changes and how they need to shift their thinking when writing proposals. They had the opportunity to submit a proposal and the client called them in for a meeting and said he was happy to proceed. Done. They beat four other proposals and it wasn’t won on price. They had never won a job so easy. But it CAN be that easy when you know how and follow specific key steps.
Example 2: a senior adviser in a mid-tier accounting firm in Melbourne was determined to advance into a higher role in the company. The Directors said the position was there, however he needed to prove his business development ability. They set a target of bringing in $60K worth of new work per year. But he was struggling to do this as well as maintain his current workload.
Solution: I reviewed his goals (incl company goals), his strengths, weaknesses and opportunities. I put together a strategy (including phone and email scripts) to win more work from their existing database and within six weeks he had brought in over $120K worth of new work. Double his annual target. The Directors actually told him to pause his BD activities because they had exceeded their capacity to do the work. Four months later, he is now a Principal in the firm.
Below are a sample of the key topics I cover. You can pick and choose what you need and we can develop a custom program for you.
Choose from any of the following packages:
- Business Challenge: Developing a BD Mindset in Highly Trained and Qualified Professionals
Success is 90% mindset, 10% action. Our biggest enemy in sales is ourselves. Decisions determine our success, not circumstances.
- Learn what drives your customers decisions and beliefs so you can prepare more effective presentations, pitches, proposals
- Psychometric profile to gain new insights into what is limiting you, what to improve, and how to capitalise on your strengths
- Peak state, confidence, hunter mindset, solution focused
- Handling procrastination, time management and active networking
- Core Beliefs required to excel in client acquisition
TIME REQUIRED: Minimum of 3 x 1 hour sessions by phone or skype. More sessions can be provided as required.
“Within seven weeks of working with David, I generated over $130K worth of new work and my annual target was only $60K. Based on this achievement and my new mindset, I achieved my goal of making Senior Partner.”
Mid-tier accounting firm
2. Business Challenge: Not Maximising Revenue from Existing Relationships
Getting More from What You Got
Most businesses are not gaining all they can from existing activities and customers (past and present). This program finds more profit from what you are already doing and have.
- Audit of business to identify where the brakes are on organic growth and referral business
- Confirming the customers you really need, their buying buttons and benefits you need to offer
- Tune-up of current marketing and customer touch-points such as meetings, emails and proposals/quotes
- Increasing profits from existing clients
- Improving conversion of existing leads, quotes, tenders
- Winning more work from your existing and past customer database
“Four one-hour sessions with David and we have had the best BAS quarter in ten years and repeated it again the next, and with our new strategies we expect this to only continue to grow.”
Physio Therapist
TIME REQUIRED: Allow at least two weeks.
3. Business Challenge: Need New Clients and not Sure of the Fastest Way to Find Them
Finding and Winning New Clients
If you are confident you have maximised profits from existing operations, the next step is identifying and winning new customers.
- How to identify who your ‘new’ customers or clients should be
- Getting the mix of customers right
- Determining the most effective marketing strategies that suit your budget, resources, timeframe and target customer (ie new customer)
- Which numbers to track and report on
- New client acquisition training
TIME REQUIRED: varies depending exact requirements of your business
4. Business Challenge: Need to Grow the Business in New Directions
New Markets but Same Service
Finding new markets is an excellent way to overcome saturated markets where you are competing on price. It can also be a more efficient way to grow, but there are proven strategies to doing it successfully.
- How to identify and qualify new markets before spending money on them
- Pros and Cons of entering new markets
- How to safely and efficiently test and enter new markets, how to identify when to pull out
- Planning and budgeting your market entry
- Motivating the team, confirming the vision, roles, benchmarks and KPIs
- How to track the right numbers and actions
“We implemented one strategy David gave us in our one-hour session and it created an extra $10K-12K per month in sales.”
Cameron McLean, Digital Icon Group
TIME REQUIRED: varies depending exact requirements of your business
5. Business Challenge: Need to Grow the Business in New Directions
Blue Oceans: New Markets and New Service
The riskiest but potentially most rewarding – finding and creating that uncontested market space, a blue ocean where you are no longer competing head to head with competitors, and price is the only differentiation.
- What is a ‘blue ocean’? And how to find and create one
- Value innovation – identifying where, how and why
- Minimising innovation risk and cost
- Developing a blue ocean strategy
- Safe but successful execution of your strategy including pivot points and knowing when to pull the pin
- Successful team building and leadership for value innovation and sailing blue oceans
TIME REQUIRED: varies depending exact requirements of your business
“New markets and new products have been a major focus of my business career. I’ve launched numerous Australian and world firsts that have been covered by National Geographic, the Guinness Book of Records, CNN, and the BBC. I’ve learnt many lessons that my clients benefit from when pursuing Blue Oceans.”
David Lennon
6. Business Challenge: I’m Spending Far Too Many Hours in the Business
Regain Your Life
- Where is your time going and why
- Better personal management of time and activities, being more effective
- Adjustment of roles, hiring the right staff, better training
- Systems and procedures so you can take time off and the business still runs well
“Enjoying my first holiday in 8 years thanks to Dave.”
Automation Engineer
“Within three months, David has helped me go from a stress level of 8/10 to 3-5/10, staff morale and productivity is back up, I’m excited about going to work, we hit $300K this month for the first time ever, I’m going to Japan for a holiday with the wife, and profit this year is $240K compared to $40K last year.”
Director and Owner, Steel Engineering and Fabrication Company
TIME REQUIRED: varies depending exact requirements of your business
7. Business Challenge: I’m Not as Effective as a Leader as I’d Like to Be
DISRUPTIVE LEADERSHIP
DISRUPTIVE LEADERSHIP
Creating an environment where people and the business flourish.
- Audit of team morale, culture and productivity
- Mastering the four levels of the Critical Alignment Model for building success and a high functioning team
- Implementing the Critical Alignment Model
- How to create change and bring people with you
- Creating an environment where innovation and passion flourishes
- Attracting and retaining the right people
TIME REQUIRED: varies depending exact requirements of your business
