Accelerating Business Growth7th July 2011

Presented by

Bear Space LLP& Business CoPilot

P.I.L.O.T. P = Present location I = Instruments L = Landing destination O = Obstacles T = Tasks

Our Business Model

“Do you know yourcurrent position?”

Well known business adage states that:

“ You can’t improve what you can’t measure”

So the question is:

YOUR VISION

COMPONENTS OF A VISION

The Importance of a Vision

• Stakeholders – you need support

• Statement of Intent - positive mental attitude

• Tangibility – the power of visualisation

Example of Vision Statements1. “It might make us sound a bit like

a Miss World contestant, but we want to leave things a little bit better than we find them. We strive to do business in a more enlightened way, where we take responsibility for the impact of our business on society and the environment, and move these impacts from negative to neutral, or better still, positive. It’s part of our quest to become a truly sustainable business, where we have a net positive effect on the wonderful world around us. “

2. “The aim of XXXX is to develop concepts of value to help unify the sector and catalyse a new consensus between the manufacturer, regulator and user communities.”

3. “To become the most competitive enterprise in the world by being number one or number two in every business in which we compete.”

YOUR CREW

Objectives

• Understand DISC

• Know how to use it

What motivates you?

Covey’s 8 Habits

Sharpen the saw

Know your voice

Perspective

“We don’t see things as they areWe see them as we are.”

Which Blue Dot is the Larger?

What is DISC?

William Moulton Marston, 1928

What is Personality?

A set of qualities that make a person distinct from another

What is DISC?

What is DISC?

DISC Methodology shows:

– How a person solves problems and responds to challenges

– How a person attempts to influence or persuade others

– The pace at which a person responds to change– How a person responds to rules and regulations

Dominance – 23%

• Descriptive adjectives– Driving– Competitive– Forceful– Direct– Self starter– Assertive

• Motivated by - Power and Authority• Basic fear - Failure• Communication style - Telling

Influence – 27%

• Descriptive adjectives– Influential– Persuasive– Friendly– Verbal– Communicative– Positive

• Motivated by - Public praise and recognition• Basic fear - Rejection• Communication style - Motivating

Steadiness – 42%

• Descriptive adjectives– Dependable– Deliberate– Amiable– Persistent– Good listener– Kind

• Motivated by - Security• Basic fear - Insecurity• Communication style - Organising

Compliance – 8%

• Descriptive adjectives– Compliant– Careful– Systematic, logical– Precise– Accurate– Perfectionist

• Motivated by - Procedures• Basic fear - Conflict• Communication style - Writing

Why does it matter?

The Personal Profile Analysis is designed to identify unique behavioural

characteristics in the workplace

Benefits:– Motivation– Improve team dynamics– Improves communication– Improving job “fit” and career guidance

What motivates you?

Covey’s 8 Habits

Sharpen the saw

Know your voice

Turning DISC into reality means:

• Knowing yourself• Observing• Predicting• Modifying• Relating

• Not right or wrong but DIFFERENT

What next?

VIP

• Vision – without it we perish

• Individuals – see it their way

• Policy – ensure that they allow the two above to happen

YOUR INSTRUMENTS

EVERY MARKET EVOLVES

•What business are you in?

•What business will you be in?

Metrics•Measure what is important to your

customers

•Measure where profit comes from

Profit

•Every Business Plan shows a profit

•Not every P&L does

Operations

•Fat numbers

•Forecast

YOUR PASSENGERS

Your Marketing / Sales Funnel

AWARENESS

TRIAL

INTEREST

TRANSACTION

RELATIONSHIP

REFERRAL

Knowing Your NumbersSTAGE NUMBER % Conversion

Awareness 1000 20%

Interest 200 50%

Trial 100 40%

Transaction 40 50%

Relationship 20 50%

Referral 10

VALUE of CUSTOMER TOTAL £ p.a.

If a Single Transaction = £500 pa £500 x 40 £20,000

If a Relationship = £2000 pa £2000 x 20 £40,000

A referral would be worth £1500 pa £1500 x 10 £15,000

TOTAL = £75,000

What if you improved by 5%STAGE NUMBER % CONVERSION

Awareness 1000 25%

Interest 250 55%

Trial 138 45%

Transaction 62 55%

Relationship 34 55%

Referral 18

VALUE of CUSTOMER TOTAL £ p.a.

If a Single Purchase = £500 pa £500 x 62 £31,000

If a Commitment = £2000 pa £2000 x 34 £78,000

A referral would be worth £1500 pa £1500 x 18 £27,000

TOTAL = £136,000

OVER 80% INCREASE IN INCOME FROM A 5% IMPROVEMENT AT EACH LEVEL

YOUR REPUTATION

“Character is like a tree and

reputation like a shadow.

The shadow is what we think of it;

the tree is the real thing.”

Abraham Lincoln

Reputation

“It takes 20 years to build a reputation and five minutes to ruin it.”

Warren Buffet

Toyota accelerates

Where did Toyota go wrong?

• Credibility

• Culture

• Agility

Where did the MP’s go wrong?

• Credibility

• Culture

• Agility

TylenolProblem• 1982 – 7 people die after ingesting Tylenol contaminated with cyanide

Action• 1 week - 31 million bottles of tablets and others pulled• Tamper-proof packs replaced within 10 weeks.

Costs• The crisis cost more than $100 million.

Effects• Tylenol regained 100% of the market share. • Tylenol controls about 35% of the pain relief market in North America

Reputation

“It takes 20 years to build a reputation and five minutes to ruin it.

If you think about that, you'll do things differently.”

Warren Buffet

NEWCO

• Vision – to be the supplier of choice for commercial CCTV in Reading area

• Average installation - £2000, 5 years £4000• Batch of Korean cameras develop fault• Warranty has expired!• £200 each to buy, 3 weeks delivery to replace• What would you do?

5 Simple QuestionsPresent Location – Where are you?

Instruments – What information are your measuring ?

Landing Site – Where are you trying to get to?

Obstacles – What is preventing you from achieving your goals?

Tasks – So how do you move forward from here?

The next step……• Complete our In Flight Check• Book a DISC profile• Request a 1 to 1 meeting• Visit our website www.businesscopilot.co.uk

About UsBear Space LLP

• Liam Wall• Samantha Gore• 0207 735 6623• info@bsllp.co.uk• www.bsllp.co.uk

Business CoPilot

• Rob Hook• Nick Cramp• 0117 230 3166• robh@businesscopilot.co.uk• nickc@businesscopilot.co.uk• www.businesscopilot.co.uk