Growing Your Organisation 6 th July 2010 – AFC Bournemouth.

Growing Your Organisation

6th July 2010 – AFC Bournemouth

“You could really uncomplicate your sales & marketing approaches by remembering that there are three, and only three, ways a business can increase sales revenue:

Get existing customers to buy more and/or more often

Get new customers to buy Put your prices up”

From Steve Mills’ Blog

D3 Employee Solutions www.d3employeesolutions.co.uk

Growth, what growth?


Ansoff Adapted D

?A

Existing

Existing

C

New

B

New

Products & Services

Clie

nts

Client Retention Strategy

Sell more to existing and ex-clients at same or higher prices

Market development strategy

Market existing products to new clients

Product Development/brand extension strategy

Provide new products/services to existing clients

Business Transformation Strategy

Market new products and services to new clients

Does Business Growth = More people in the business?


Not necessarily ...

Capitalise on:• Product/Service

uniqueness• Perceived value• Reputation

to grow sales revenue through higher prices


A bit closer to home ....


Assuming that growth = bigger ‘operation’ .....

Growing the organisation


1. What can you outsource?


2. Franchise

Is it just for the ‘big boys’?

Even McDonald’s started as a single restaurant in 1940, opened in San Bernardino by Richard & Maurice McDonald. In 2008 it was a $23bn global business


Just to show that you can franchise almost anything!

Naked Cowboy Denver @ $5000 pa

The Original

The interloper?


Licensing the brand

And has he heard of Ansoff??!

Advertising space

Weddings @ $499

Personal Appearances:•Concert•Private parties & events•Video


Changes the whole nature of the business!D3 Employee Solutions www.d3employeesolutions.co.uk

3. Core Team Plus Associates


Keeps costs variable

Access to ‘expensive’ skilled people who like to be self-employed

Business looks ‘big’ to potential clients

Issues of:•Contract•Trust•Control•Availability

4. Hybrid Franchise/Core Team


5. Merger and acquisition


Cultural and personal ‘Fit’

Staffing issues – ICE Regulation, Pay & Benefits; TUPE

6. Employ the team


Selection – getting the right people1. Focus on the future - know

what it is you want for now and 5 years’ time

2. Technical skill is important, but focus on Fit – with you, team, values

3. Dig deep – take nothing at face value

4. Take your time – the cost of the wrong appointment is big!

5. Make a plan to absorb the new hire

6. Get expert help7. Get feedback - use your

network


Contracts

Whatever the employment model it’s essential to get the contract right


Did the FA get his

contract right?


Getting the contract terms right

2007: Derivatives Trader given bonus of £150,000 under a discretionary bonus scheme. He wasn’t happy in that others got a lot more.

March 08: Contract changed. Salary increase plus “You will also receive a bonus of 12% of income generated in 2008 , provided you reach the revenue threshold of €555,000. However, the bank retains the right to review or remove this formula-linked bonus arrangement at any time”

July 08: Redeployed to similar role in another part of Bank.

Jan 2009: Trader made redundant. Was he entitled to a bonus for 2008 or could the Bank ‘remove’ it?


Clarity about what is contractual and

what isn’t


OnboardingInduction


1. Start Early – it starts with hiring2. Knowledge & skills important but

introduce them to the right network and get them to build the right relationships early on

3. Get them working on something real - get them in working mode rather than a training or student mode

Employment Rights

Statute & Regulations

Contract

Common Law


Unfair Dism

issal

Health & Safety

Discrimination, Harassment, Victimisation

SSP, SMP, SPP,

SAP, Minimum

Wage

Written terms



@JohnatD3

http://uk.linkedin.com/in/johnatd3

www.d3employeesolutions.co.uk

07834 895125

http://uk.linkedin.com/in/johnatd3

http://www.d3employeesolutions.co.uk/

http://www.gmessage.co.uk/link.php?M=188642&N=941&L=123&F=H

Growing Your Organisation 6 th July 2010 – AFC Bournemouth.

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