By Lisa Ford: If you are a business owner who wants help to grow your business, implement a change or need a dose of inspiration to help deal with a particular challenge please give us a call on 0800 209 209 or visit our website www.businessmentors.org.nz We would love to help you.

1. WELCOME
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2. B U S I N E S S M E N T O R S N E W Z E A L A N D L I M I T E D
How To Achieve Your Business Goals:
Break Down the Barriers
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3. B U S I N E S S M E N T O R S N E W Z E A L A N D L I M I T E D
Mark Robotham
GROWTH MANAGEMENT CONSULTING LTD
mark@growthmanagement.co.nz
+64 21 61 8850
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BACKGROUND:
• General Manager / CEO
• Contract Commercial Manager
• Product Marketing Director
• Business Advisor – Strategy/Planning
Pitch Coach
• Capital Investment - Finance
• International Product Marketing
• Product Development
• Electronics & Software Engineering
• China Manufacturing/Quality
• BMNZ – Volunteer Mentor
• BLOGGER: www.succinct.co.nz
SUCCINCT.CO.NZ

4. B U S I N E S S M E N T O R S N E W Z E A L A N D L I M I T E D
Focal point – business or hobby?
Passion
(What we want to do)
BEST
(What we do well)
$$$$$
(What will make us profit)
Learn to do this
betterLearn to monetise
Learn to
SAY NO
MAKE THE
CORE OF
YOUR
BUSINESS
You are an investor in your business!
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5. B U S I N E S S M E N T O R S N E W Z E A L A N D L I M I T E D 5

6. B U S I N E S S M E N T O R S N E W Z E A L A N D L I M I T E D
CHALLENGE DISCIPLINE PHILOSOPHY
1: Does it add value to customers?
& differentiate us ?
Proposition We exist because of customers
Does this drive us?
2: Does it make money? Cost structure Investment decisions
Our money and false economies
3: Does it fit our business model?
Can we outsource it?
Are we working smart?
4: Are we having fun?
Does it fit our culture?
Working in the zone
Culture
Living and managing by brand
& culture
5: Does it fit our master plan? Strategy Are we focused on one goal?
Is it a diversion/distraction?
IS IT SUCCINCT & DOES IT PASS THE NO BULL-S*** TEST?
GUIDE TO NO
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7. B U S I N E S S M E N T O R S N E W Z E A L A N D L I M I T E D
Strategy vs Operational Excellence
(REPUTATION
)
GET,
KEEP,
GROW
• Customers
• Shareholders
• Employees
(PRODUCTIVITY)
BETTER,
FASTER,
CHEAPER
• Sell
• Make- Buy
• Process & Data
(STRATEGY)
WHAT MARKET & WHY? – INVESTMENT LOGIC
HOW WILL WE CREATE SHARE HOLDER VALUE,
NOW & IN THE FUTURE?
• Rationale: investment, deals, structure, phases
(BUSINESS PLANNING – OPERATIONAL
EXCELENCE)
Strategy:
✖️ Not a financial goal or
motivational slogan
✔️ “Rationale that says your business
will be successful in 3 years+”
and
“how you will exploit your
competitive advantage”
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8. B U S I N E S S M E N T O R S N E W Z E A L A N D L I M I T E D
Reality Vs Zen – Balancing Roles
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Manager
Technician
Entrepreneur
Manager
Technician
Entrepreneur
ZEN
• Technician: live in present – craftsmen
• Manager: live in past – measure/control
• Entrepreneur: live in future - visionary

9. B U S I N E S S M E N T O R S N E W Z E A L A N D L I M I T E D
Tips to be successful in business
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1. Steadfast clarity & focus customer value add & making money
▪ Succinct value proposition - pitch
2. Beach head market -most money fastest
3. Delegate don’t abdicate – especially finances
4. Hire the best people you can afford, don’t tolerate non performers,
remove key person dependencies
5. Build a personal & company brand – stick to it – NOT a logo
6. Have the courage to have tough conversations
7. Take action & finish things - Kill Puppies, learn from setbacks
8. Seek outside challenge and perspective … use a mentor
9. Have an exit plan (investment or cash cow?)
10. Acknowledge addictive behaviour & have fun

10. B U S I N E S S M E N T O R S N E W Z E A L A N D L I M I T E D
Alternative view point
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• Underdo the competition
• Start a business, not a start-up
• Pick a fight
• No one likes plastic flowers
• Make lots of small decisions
• Work-a-holism is stupid

11. B U S I N E S S M E N T O R S N E W Z E A L A N D L I M I T E D 11
Who Are We?
• Established in 1991
• 2,050 volunteer business people nationwide
• 14 regional mentor managers
• 72,000 individuals, business owners and
organisations mentored
• Funded through New Zealand Trade and
Enterprise, private sector partnerships
• Volunteer board of Directors

12. B U S I N E S S M E N T O R S N E W Z E A L A N D L I M I T E D 12
Mentor Programmes

13. B U S I N E S S M E N T O R S N E W Z E A L A N D L I M I T E D
▪ An “outsiders” perspective
▪ An independent opinion
▪ A holistic view – owner & business
▪ Confidentiality of service
▪ Personal and business capability development
▪ Experience, skill and knowledge
▪ We understand business
▪ Connect you to funding, training and networks
“Kiwis helping Kiwis”
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How do we help

14. B U S I N E S S M E N T O R S N E W Z E A L A N D L I M I T E D
Our mentor gave us many insights into how to run our business better and
consolidate our rapid growth. She challenged us when she needed to and
made us look at our identity both online and offline. Auckland Central
I would recommend the mentoring service to others because knowledge is
power. Our mentor has made us look closer at our business and to become
much more hands on with budgeting and cashflow, two aspects which we had
no real previous experience with. Our mentor is an extremely good match to our
needs and works closely with our accountant. We are very grateful for the time he
gives us and we really appreciate his help. Otago
Being able to tap into another professional who knows their trade inside out is
extremely rewarding from an business owners perspective. Tauranga
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Customer Feedback

15. B U S I N E S S M E N T O R S N E W Z E A L A N D L I M I T E D
▪ Grow
▪ Compliance
▪ Exit Strategy
▪ Inland Revenue aren’t knocking on my door
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What does success look like

16. B U S I N E S S M E N T O R S N E W Z E A L A N D L I M I T E D
Biggest challenges and constraints for business owners?
• Lack of potential customers for growth opportunities
• Not prepared for all aspects of running a business
• Money worries
• Online marketing
• Feeling of isolation
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What our research tells us…

17. B U S I N E S S M E N T O R S N E W Z E A L A N D L I M I T E D
• Call us 0800 209 209
• Email bmnz@bmnz.org.nz
• View www.businessmentors.org.nz
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18. B U S I N E S S M E N T O R S N E W Z E A L A N D L I M I T E D 18