Post on 07-Jun-2020
How do you grow your business when you areflat out running it?
NZ FRANCHISE CONFERENCE
Background
•Psychology
•University• ICEHOUSE• Coalspud
• Pet Doctors• Furnware• Mainland Poultry
Agenda
• Reflections• Key themes
• Tools, ideas to take away
•Discussion
ICEHOUSE FRAMEWORK
Your Business
You You & Your Business
Sustainable growth
Your role & aspirations
Building resilience
BACK TO BASICS
what we know and don’t know
BACK TO BASICS: Consider ....
What are you deeplypassionate about?
What you can be thebest in the world at?
What drives youreconomic engine?
“Good-to-Great Concepts”Jim Collins (2001)
Strategic platforms
1. Product Leadership– Products that push performance boundaries (e.g. Apple)
2. Operational Excellence– Low or lowest price and hassle free service (e.g.
McDonalds)
3. Customer Intimacy– Delivering what specific customers want (e.g. Corporate
Cabs)
Which ONE is your specialization?
Treacy & Wiersema (1997), The discipline of market leaders
Business growth IS a Contact Sport
Where are you?
Strategic InnovatorChange CatalystOrganization BuilderChief of Culture
START UP
RAPID GROWTH
CONTINUOUS GROWTH
turbulence
Doer/Decision Maker
DelegatorDirection Setter
INITIAL GROWTH
turbulence
Team BuilderCoachPlannerCommunicator
Catlin & Matthews, 2001. “Leading at the speed of growth”
What you measure (and reward) is what you get…
Business model clarity
• Where/how do you make your money?• ABC analysis• Golden 1%
• Sales• Costs• Debtor days• Stock turn• IMPACT ON GP …
• Pareto principle – 80:20 rule• 20% of your customers
generate 80% of your revenue
• 20% of your customers generate 80% of your problems
• 20% of your staff generate 80% of your problems
• Where are you spending your time and energy??
GETTING TO THE HEART OF THE MATTER
people
Presentation Title
He aha te mea nui?He tangata.He tangata.He tangata.
World class through people
What is the most important thing? It is people, it is people, it is people.
People are our most important asset
Presentation Title
“Sonny, when there is more than one of you in your organisation, you are in the people business. You are not in the food business, a service industry, the widget business, the medical profession, or whatever other business you may think you are in - you are in the people business. You just remember that boy!”
Presentation Title
Herb Kelleher at Southwest Airlines:
"Employees come first; and if employees are treated right, they treat the outside world right, the outside world uses the company's product again, and that makes the shareholders happy”
Southwest spirit:– the core to success– most difficult thing for a competitor to imitate– they can buy all the physical things but not dedication, devotion,
loyalty etc
WHY CUSTOMERS SHOULD BE NUMBER 2
Motivators
Pay ranks behind:– Feeling recognised and appreciated– Feeling part of the organisation and
knowing what is going on– Meaningful work– Job security
Conference 2009
GETTING TO THE HEART OF THE MATTER
confrontingthe brutalfacts
Presentation Title
Motivate, engage
Find appropriate role
But potentially difficult …
The stars: Value and retain
Don’t ignore!
Why were they recruited?
Difficult to engage
Move on if possible
Train, coach, engage. A future star!!
LOW
LOW
High
High
IT’S LONELY OUT THERE
the need for conversationsWho do you engage?• Friends• Partner• Family• Staff• Advisors• Professionals
SERIOUS PLAY: Passion and enjoyment
PlayPlay
Make their dayMake their day
Be thereBe there
Choose your Choose your attitudeattitude
OUTSIDE IN THINKING
Perspective• Yours?• Others?• Advice?
MAKING IT HAPPEN
bringing others with you
Covey (1989) Seven habits of highly effective people
Planning, priorities and performance
TENSIONS OF GROWTH
obstacles
TENSIONS OF GROWTH
moving to the AND