Seven Pillars of a Better BusinessLessons from working with the best owner managers

In partnership with

Helping you create the future you want for your business and for you

> We’re specialists in working with owner managers and their businesses

> We run sophisticated development programmes specifically designed to help ambitious owner managers create the future you want for your business and for you

> Over 600 ambitious owner managers in the last 6 years

> Owner managers who are ambitious to build a better future for their businesses and for themselves

> Established businesses with up to about 200 people and up to about £20 million turnover

Lara Morgan, Pacific Direct

"The business was already doing well - and we knew we could do even better!  The result of participating in the programme is that the business is growing faster than ever and we

feel in control!”

Tim Wallis and Craig Beard, Content and CodeUK’s 20th fastest growing technology business (Tech Track 100, 2010)

In partnership with

Pillar 1: It’s up to YOU

>Keep your passion burning

>You’re in show business

>Just DO it Take control of your own destiny

>If you want a better business, become a better owner manager

Develop yourself as a leader

Clark Skates, STC Solutions

“Participating in your programme was the best decision I've made in years. Thank

you for revitalising my interest in my business and for inspiring me to achieve

much more!"

In partnership with

Pillar 2: Know what YOU want

>It’s YOUR business, YOUR future

>What’s the future you want to create for YOU?

Simon Howard, Abacus International

“It was great to take time out and think about my personal goals and the

business. As a result, we’ve gone from £1m to £3m turnover and from a loss of

£100K to a profit of £680K!”

In partnership with

Work on the business, not in the business

Strategist (5%)

Artisan (5%)

Hero (30%)

Meddler (60%)

How much of your time are you working ON your business?

Pillar 3: Become a strategist

Based on “Are entrepreneurs the real barrier to growth?” by Colin Barrow and Liz Clarke

In partnership with

>If you don’t know where you’re going, you’re likely to end up somewhere else

>Clearly articulate the different and better future you want for your business

>Preferably in a way which inspires other people to help you bring it about

>Develop a clear, comprehensive and robust plan of how to get from where you are now to where you want to be

Clarity gives confidence and strength

>Review it regularly and be ready to change tack

Alex Smith, Alara

Finalists in National Business Awards 2009

“My vision is driven by my passion for the environment. We are the first UK food

producer to achieve ‘zero waste’, strawberries are growing round the factory and we will soon make our own energy. The team are hugely

motivated – and sales are up 20%!”

Pillar 4: Know where you’re going

In partnership with

88% of high growth firms succeed by selling more of the same to their existing customers and others just like them

Products/services

Markets

Existing New

Existing

New

Market Development

DiversificationProduct

Development

BusinessDevelopment

88%!

Pillar 5: Stick to the knitting – and stand out from the crowd

Nearly 90% of successful growth businesses achieve their growth by selling more of their existing products and services to their

existing customers and people just like them

In partnership with

>Be confident about what makes your business great

>Clearly articulate the distinctive benefits you bring to your customers

>Maintain your margins by focusing on customers who value your distinctiveness

>How confident are you in your distinctive benefits?

Doug James and Matt Purkiss-Webb, Honey Creative

“We’ve just done a 5 way pitch for a big contract. We were 8 times more expensive than the next most expensive bid – and still

won!”

Pillar 5 (cont’d): Stand out from the crowd

In partnership with

> Cash is king

> Focus on profit – don’t be a “busy fool”

> What gets measured, gets done

> How well do you know your numbers?

0

10

20

30

40

50

60

70

80

Year 1 Year 2 Year 3 Year 4

Sales

Profit

0

5

10

15

20

25

30

35

Year 1 Year 2 Year 3 Year 4

Sales

Profit

“Busy fool”

“Profit grower”

Pillar 6: Master the (right) numbers

In partnership with

> It doesn’t matter what your plan says, it’s what your people do that defines the future of your business

> To build a better business, build a better team

> Better people, better skilled, better managed

> Focus on inspiring, motivating and coaching your team

Pillar 7: Build a better team

In partnership with

Average sales growth

Average profit

growth

Businesses which invest significantly in developing people are nearly all Champions or Profit Enhancers

-10%

0%

10%

20%

30%

-9% 9% 13% 20% 30%

Unprofitable Growers

Profit Enhancers Champions

Grazers

Pillar 7: Build a better team

Based on work by Colin Barrow, Chris Brewster and Lesley Mayne

Total population(size of blob indicates % of population)Investment in developing people(size of blob indicates % of total spent by population)

In partnership with

> Putting in place more of the Seven Pillars makes it more likely that you will successfully build a better business and grow it profitably

> The rewards are great More profit A stronger business which is easier to manage More personal fulfilment And more fun!

> The Seven Pillars are easy to understand – and some of them are difficult to build! Most of them require YOU to grow and develop And, many owner managers need some help

> So, the best investment you can make is to INVEST IN YOURSELF

Seven Pillars of a Better Business - Summary

In partnership with

Tristram Mayhew, Go Ape, Small-Medium Sized Business of the Year in the National Business Awards 2009 and one of the UK’s 100 fastest growing independent businesses

“A wise owner manager would know that now is exactly the right time to invest in themselves”