translating visions into remarkable businesses
DESCRIPTION
Translating Visions into Remarkable Businesses. Scaling Your Business Not Just Growing It. Ian Smith. - PowerPoint PPT PresentationTRANSCRIPT
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Translating Visions into Remarkable Businesses
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Scaling Your Business Not Just Growing It
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Ian founded The Portfolio Partnership (TPP) in 2010. TPP is an operational consultancy focused on scaling private businesses safely. He believes his resume of building 4 previous businesses from publishing, investment banking to software in Europe and the States gives him a unique set of skills and a sense of humor. He remains a competitive masters track & field athlete and in 2012 was ranked #2 indoors in the world for his age at 400m.
Ian Smith
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ScalingWhat is
?
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CreateRarity Value
Why Now?
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27.3Million U.S. Businesses
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610,000Employ More than 19 people
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6000
Exited for more than $10m in 2012
Only
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0.9%
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VALUEAre you sure you’reincreasing business
?
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RARITY
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How Do We Scale?
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Scaling
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Positioning & Story Telling
Sales Process Marketing & Sales Dashboards/Metrics Recruitment/Talent
How Do You Scale - 5 Playbooks
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INTERACTIVE SESSIONSaleability TEST
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INTERACTIVE SESSIONSaleability TEST
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Playbook #1 Positioning
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Pyramids More time to create a more focused business
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Positioning Boilerplates
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Positioning Boilerplates
ADMET is a leading global manufacturer of innovative material testing systems. We enable customers to conduct comprehensive, repeatable tests to ASTM or ISO standards, while keeping costs under control and seamlessly integrating their testing procedures into their organization.
Customers include Lawrence Livermore National Lab, GE, DuPont, Boeing, US Steel, John Deere, Bechtel, Medtronic, and Harvard Medical School.
The ADMET team has been solving materials testing problems for over 22 years from basic applications to recent innovative breakthroughs in the medical sector.
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Positioning – Process Map
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Playbook #2 Alignment
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Order of events is crucial Outcomes Mindset - Business Results Sheets Write for the masses then you are talking to no one. Identify the Persona Sector thinking brings a focus to your story telling. Show Usage
Sales vs Marketing
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Audit your SEO results
Marketing - lead generation machines Need targets
Regular review meetings between sales and marketing
Sales Vs Marketing
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Alignment – Telling Stories
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Case Studies – Challenge, Solution, Results
The Law of the Few, why the messenger is unreasonably important.
Stickiness, the need for a compelling story.
Context, how human beings are ultra sensitive to their environment.
Story Telling
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INTERACTIVE SESSIONWhat’s Your Sales Process?
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Playbook #3 Sales Process
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Who Wants a 75% Close Rate?
Who Thinks Their Sales Team Are Quote Machines?
Sales Process
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Conventional v Diagnostic
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Research & Preparation
PHASE 1
Specific Client Preparation
Mapping People
Problem Finding
Consequences of Doing Nothing
Summarize How We Move Forward – Timing is Good
1
2
3
4
7
5
6
8
10
11
12
13
14
PHASE 2
Prioritize Account Management
Hyperqualification
Money & Priorities
Connect – Can You Help?
Engagement Strategy
Ensure Realistic Timeline
Sign Off Success Criteria
PO Issued
Delivery and Installation
Post Sales Measure
Referral
Can You Improve Performance?
Alternatives Explored and Recommendation and Proposal
PO, and DeliveryDESIGN DELIVERDIAGNOSEDISCOVER
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18
20
Ensure Realistic Expectations
Recap Document
Explore Alternatives
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17
19
PHASE 3PHASE 2 PHASE 4K
ey Steps
Including Value Agreement
Cause of Problems
Proposal Issued 16
Sales Playbook
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Playbook #4 Metrics
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INTERACTIVE SESSIONMetrics
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A bat costs $1 more than a ballThey cost $1.10 in totalHow much does the ball cost?
Problem #1
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If it takes 5 machines 5 minutes to make 5 widgets, how long would it take 100 machines to make 100 widgets?
Problem #2
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Metrics & Stories
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Could we price our products more efficiently?
Profitability by product
The Marginal Cost of our products
Which ratios point the same way
T12s
Metrics - Asking Big Questions
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Less is more. Too many and you get confused.
Aligned to your Big Audacious Goals
What happens when there’s a bad week Does the CEO care?
Big stuff then detail in the back ups
Dashboards
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Playbook #5 - Talent
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What do we want from a job?
Create a University
Talent Tips
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Quick takeaways from today.
Summary – Your Actions
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Our Story:
Operational Consultancy focused on scaling private companies safely
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The Blog: The Smith Report –portfol iopartnership.com/blog
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Your business is either remarkable or invisible. Your Choice.
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Thank You For Coming
Ian Smith978 395 1155