Tag: business growth tips

TUESDAY TIPS for business growth

Today I thought I’d share some tips for selling more and growing the business, based on two of my clients who are quite typical of the businesses I deal with. Or I should say the business owners I work with.

Client 1: manufacturer, quality product, excellent fabrication setup but never been profitable in 4yrs of operation and production team unable to meet targets for each station. He was ready to close up shop and give up. His motivation for the business was 3 out of 10. He was dreading going to work. Which certainly sucks and the last thing you want as a business owner! We turned this around in less than 3 mo and he’s been profitable ever since, production hit targets, no delays, less returns and he enjoys going to work (8 to 9 out of 10).

Client 2: tradie, very motivated to do well and deliver quality service but unclear on how to grow. He was turning over $40-50K/mo when I started with him and he now consistently does $200K/mo and on track to grow to $300-400K/mo and then more as he franchises the operation.

TIPS – what did they do? I’m picking a few of the key actions/changes but there were a number of things.

1. They got super clear on the vision and values for the business and communicated this with the team and used it to attract quality employees and lose the ones that didn’t match. Your business is like a bus and you are the driver. If staff are on a bus and not sure where it is going they start looking out the window and thinking of ways to get off the bus. They also need to trust the bus driver knows where they are going. If this isn’t shared they develop all kinds of ideas which can often be negative and affect productivity.

2. They set clear performance goals and made sure these were visible, understood and routinely checked. They didn’t set a goal and then never talk about it again until the end of the month when it was too late to take corrective action.

They made sure that not only did employees know what was expected but had the support to achieve what was being asked. With the tradie there are incentives for hitting and exceeding targets and one target is a 5star review. His business has over 690 5star reviews. Google came and had a chat because he has the highest rating of any in his field in Australia.

3. Both got really good at letting staff go that weren’t a match and really good at hiring the right people. The trick is to hire slow and fire quick. Too many businesses keep the wrong people on too long and the longer it is the more they have invested in the person and the harder they find it to let them go. This means 6mo, 12mo, 2yrs go by with an average person in the role and the owner has to deal with stress, things not going to plan, deadlines not met, decreased quality, missed sales targets etc etc. There is significant lost opportunity cost. I recommend one day trials, then a week and then a month.

The tradie has let people go within an hour! Lets face it, we can often tell very quickly if there is a match and whether someone has what it takes. Again, use your vision and values to measure someone against. Will they take you to your vision? Will they uphold your values?

4. They both hired a coach/mentor. In this case it was me of course but I encourage them to seek out mentors to help with an aspect I’m not an expert in. My tradie client is thinking of franchising which I know nothing about so he needs to have a chat to a mentor that has done it.

They both had a desire to succeed but didn’t know what to focus on and in what order and how to do it. This is where a coach/mentor is invaluable. Don’t try and figure it all out by yourself. Short cut the process and talk to someone that knows. Time can’t be regained and time is money. And read, listen to audio books, watch YouTubes on business and mindset. Always be growing. To have what you have never had you must do what you have never done – working with a coach/mentor helps identify what it is you need to do.

As always, I’m here for a chat and to help.

Brain Hack – Seeing Opportunity in Competitive Markets

SITUATION: you are seeing nothing but competition out there and feeling your industry is so saturated it is the major block to your success.
Brain hack by David Lennon
Use this brain hack to improve your business
Firstly…I would like to say, ‘yes, your industry and location may well be saturated and competitive’.
BUT…I’d like to share a brain hack to help you in this situation and point out a MASSIVE danger in believing competition is high
Our brains receive millions of bits of info every minute and to survive and not overload, they are designed to filter out information that is considered unimportant. Think of your computer…if you open heaps of programs and have lots running in the background it starts bogging down. Our brains are the same. Our brains focus on what they believe is ‘important’.
Why is this important to this business situation?  This is the awesome brain hack! If we have the belief our industry is saturated…our BRAINS WILL FILTER OUT and DELIVER TO US INFORMATION THAT SUPPORTS THAT BELIEF!
You have told your brain what is ‘important’. It then discards info that doesn’t match what you believe is important.
This is why when you buy a certain car, get a certain dog, start a certain hobby etc you suddenly notice them everywhere.
Your brain will notice all the inputs it receives that back up your belief that the market is saturated/competitive, and as a result, you don’t see the opportunities!
BRAIN HACK: If you switch your thinking and tell yourself that there is loads of opportunity in the saturated market and an absolute gold mine to be tapped into, your brain will start to deliver information that supports this.
I see competitive markets as opportunity because I know everyone is pretty much doing the same as everyone else in terms of service and product. And this means there is opportunity to do something different and better and stand out amongst the majority.
The brain hack that will help you see opportunity, is to simply start thinking it. And it doesn’t take long. Our brains are amazing computers that work extremely fast. Just try it for 30 mins and notice the difference in your thinking and the ideas that come.
As always, here if you’d like help or want to discuss in further detail or run a brainstorming session in your business. 🙂

2 Case Studies – Drainage and Pilates

 1. Drainage Business

This business just had the first profitable Feb in 8 years and now has staff that are motivated and excelling in their roles. Next step is to get the owner down to 4 days per week.


Time to achieve: 6 weeks



  • Elimination of grey areas in leadership and who staff report to. It was ‘fuzzy’, there was two leaders. No there is one.
  • Clarification of roles and expectations. This included staff interviews to understand their personal career goals and the type of work they liked doing and where they felt they needed more training/support.
  • Clarification of where the business is going. Every business can be thought of as a ‘bus’ and as the owner you are the driver of the bus. A common cause of low motivation is staff on the bus that don’t know where the bus is going. So they start to think about getting off the bus. Who likes to be on a mystery bus ride!? The bus driver must keep everyone informed as to where the bus is going.
  • Clarification of the culture, vision, mission and vibe the staff want and the owner wants. This is key and part of the Critical Alignment Model I use. Actions are then measured against this – do they help create the desired culture or not.
  • Competitor prices were confirmed and the price of one common service was increased by $100.


2. Pilates Studio

This business never had money in the bank, and any cash in was going straight out. This meant there was no surplus to hire more trainers, buy equipment, invest in marketing or cover an unexpected slow period. The business now has $17K in the bank and this is continuing to grow.

Time to achieve: 3 months


  • The main action that turned things around was simply putting a staff member in charge of calling clients about outstanding fees. It wasn’t any more complicated than that. The owner now realises that they probably have lost thousands over the years by clients not paying.
  • We have been implementing a range of other improvements to help improve lead generation, increase clients, increase profit and decrease the time the owner is working in the business. However the main cause of money in the bank is simply chasing up clients that haven’t paid.


So there you go!
I hope these two case studies give you ideas for your own business.

If you need more info or what to run by me your business issue to see if I can help, simply call or email or message me.

0400 520 471