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Business growth workshop
 

Business growth workshop

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Proven strategies on how to grow your business and manage the growth process.

Proven strategies on how to grow your business and manage the growth process.

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    Business growth workshop Business growth workshop Presentation Transcript

    • Business Growth Workshop Day 2     Don’t leave it to luck!!Proven strategies to manage and grow your business! AWOVI  Consulting  Ltd   Griselda  Kumordzie  Togobo   June  2011     1  
    • About AWOVI! Straight  talking  business   consultant,  accountant,  speaker,   mumpreneur,  blogger  &  aspiring   author.       Director  at  AWOVI  Consulting  Ltd   -­‐  advising  &  inspiring  SMEs  to   success.    www.awovi.com     Experience:     BSc  Electrical  Engineering     Griselda Kumordzie Togobo! Mphil  Industrial  systems  &  manufacture     Big  4  firm     Prince  2  certified  practitioner       Chartered  Accountancy  qualification       Copyright  2011.  AWOVI  Consulting  Ltd.  All  rights  reserved.     2  
    • Who are you?! 1.  Tell  us  your  FULL  name  &  business     2.  Share  something  interesting  about   yourself     3.  What  you  want  to  get  out  of  today       Copyright  2011.  AWOVI  Consulting  Ltd.  All  rights  reserved.     3  
    • The plan! Agenda 10am - 4pm 10 am – 10:15am Arrival and refreshment Introduction Is growth=longevity? SMEs Overview John Smithʼs Story Defining Key Growth Concepts 11:15 – 11:30am BREAK What would you do with this? How they did it? 1:00-2:00 LUNCH Planning for growth in Africa Be inspired by Dr Marcus Manns Branding 15:45 – 4:00pm Evaluation forms 4pm End ! Copyright  2011.  AWOVI  Consulting  Ltd.  All  rights  reserved.     4  
    • Aim! …….not  only  to  present  you  with   the  hard  facts  but  to  also  inspire   you  into  action     Copyright  2011.  AWOVI  Consulting  Ltd.  All  rights  reserved.     5  
    • Ground rules !   1.  Participate   2.  two  way  dialogue   3.  Enjoy  yourself     4.  Watch  the  clock     5.  Take  notes   6.  Let’s  keep  our  phone  on  silent       Copyright  2011.  AWOVI  Consulting  Ltd.  All  rights  reserved.     6  
    • Lets discuss! Is  Growth  =  Longevity   ! Agree, ! disagree or! don’t have a clue?! Copyright  2011.  AWOVI  Consulting  Ltd.  All  rights  reserved.     7  
    • John  Smith       Copyright  2011.  AWOVI  Consulting  Ltd.  All  rights  reserved.     8  
    • John Smith ! •  2007     •  Picture  on  canvass   •  Out  of  town   shopping  centers   •  Little  to  no   competition     •  unincorporated   Partnership       Copyright  2011.  AWOVI  Consulting  Ltd.  All  rights  reserved.     9  
    • Time  line   2007     Started   18months   trading       £0! £2m!Copyright  2011.  AWOVI  Consulting  Ltd.  All  rights  reserved.    
    • John Smith ! Copyright  2011.  AWOVI  Consulting  Ltd.  All  rights  reserved.     11  
    • 18months   2  years   £2m! Bankruptcy!!!!Copyright  2011.  AWOVI  Consulting  Ltd.  All  rights  reserved.    
    • Copyright  2011.  AWOVI  Consulting  Ltd.  All  rights  reserved.     13  
    • SME Background ! 279,000  businesses   closed  in  2009       Highest  since  2000   This  is  a  ‘death  rate’  of   11.9  per  cent     http://www.statistics.gov.uk/pdfdir/bdnr1210.pdf   Copyright  2011.  AWOVI  Consulting  Ltd.  All  rights  reserved.     14  
    • SME Background ! 2009  “Not  only  is  it  the  highest  number   of  businesses  closing  in  a  single   year,  it  is  also  the  first  time  that   business  deaths  have   outnumbered  business  births   since  the  series  began.”    -­‐  ONS  statistician  Andrew  Allen   http://www.statistics.gov.uk/pdfdir/bdnr1210.pdf   Copyright  2011.  AWOVI  Consulting  Ltd.  All  rights  reserved.     15  
    • To conclude …..Growth  ≠  Longevity   ! !Copyright  2011.  AWOVI  Consulting  Ltd.  All  rights  reserved.     16  
    • SMEs   Copyright  2011.  AWOVI  Consulting  Ltd.  All  rights  reserved.     17  
    • SME Background !  4.5  million   SME  in  the  UK  at  the  start  of  2010,     an  increase  of  48,0002  (1.1  per  cent)  since  the   start  of  2009.   Copyright  2011.  AWOVI  Consulting  Ltd.  All  rights  reserved.     18  
    • London based businesses ! London     •  Highest  business  birth  12.6%  increase     •  Highest  death  rates  13.7%     Copyright  2011.  AWOVI  Consulting  Ltd.  All  rights  reserved.     19  
    • SME Background !       64.2%   of  private  sector   businesses  were   Partnerships     sole  proprietorships       27.6%   Companies      Sole  proprietors   companies     0   20   40   60   80        8.2  %     partnerships   Ref:  http://stats.bis.gov.uk/ed/bpe/BPE_2010_-­‐_Statistical_Release.pdf   Copyright  2011.  AWOVI  Consulting  Ltd.  All  rights  reserved.     20  
    • How  do  businesses  grow?   Copyright  2011.  AWOVI  Consulting  Ltd.  All  rights  reserved.     21  
    • Business life cycle ! Starting     Growing     Maturing     Declining       Key   challenges   ?   ?   ?   ?   Copyright  2011.  AWOVI  Consulting  Ltd.  All  rights  reserved.     22  
    • Business life cycle ! Starting     Growing     Maturing     Declining           Key  challenges   •  Establishing   •  Dominating   •  Sustaining   •  Survival     presence     market   growth     •  Competitors     •  Startup  up   •  Finance  increased   •  Competitors     capital     levels  of  stock,   •  Marketing     •  Marketing     work  in  progress   •  Finding  the   and  debtors.   right  people     •  Marketing       •  systems  break   down     Copyright  2011.  AWOVI  Consulting  Ltd.  All  rights  reserved.     23  
    • Strategies  for  growth   Copyright  2011.  AWOVI  Consulting  Ltd.  All  rights  reserved.     24  
    • Growth strategies ! New  products     Existing  products         Existing  market     Market     Product     Penetration     Development         Market       Development     Diversification     New  Market     International  expansion,  acquisitions,  product  proliferation   Copyright  2011.  AWOVI  Consulting  Ltd.  All  rights  reserved.     25  
    • Growth strategies ! New  products     Existing  products         Existing  market     Market     Product     Penetration     Development         Market       Development     Diversification     New  Market     International  expansion,  acquisitions,  product  proliferation   Copyright  2011.  AWOVI  Consulting  Ltd.  All  rights  reserved.     26  
    • Growth strategies ! New  products     Existing  products       Existing  market     You  are  here     !       New  Market     Copyright  2011.  AWOVI  Consulting  Ltd.  All  rights  reserved.     27  
    • Any  Questions?    Copyright  2011.  AWOVI  Consulting  Ltd.  All  rights  reserved.     28  
    • Your growth strategy ! New  products     Existing  products     Existing  market         New  Market     Copyright  2011.  AWOVI  Consulting  Ltd.  All  rights  reserved.     29  
    • Case  studies     Copyright  2011.  AWOVI  Consulting  Ltd.  All  rights  reserved.     30  
    • What would you do with these?!1.   2.   £500   3.     4.     Copyright  2011.  AWOVI  Consulting  Ltd.  All  rights  reserved.     31  
    • A London business’ success story…..Copyright  2011.  AWOVI  Consulting  Ltd.  All  rights  reserved.     32  
    • A rapidly growing company…..•  established  in  1999  •  a  small  stall  selling  its  smoothie  recipes  at  a   music  festival.    •  More  than  £100m  in  revenue  in  2008    •  employs  over  250  people.    •  8  international  offices    •  Headquarters  isFruitTowers’  Shepherds  Bush,   London.   Ref:  http://www.innocentdrinks.co.uk/AGM/innocent_annual_report_2007.pdf   Copyright  2011.  AWOVI  Consulting  Ltd.  All  rights  reserved.     33  
    • A few of their awards…..Copyright  2011.  AWOVI  Consulting  Ltd.  All  rights  reserved.     34  
    • How did they do it?Copyright  2011.  AWOVI  Consulting  Ltd.  All  rights  reserved.     35  
    • The challenge……. New  products     Existing  products         Existing  market     Yoghurt  and  soups   Different  varieties  of   In  UK     existing  juice             Research     Overseas    New  Market     Copyright  2011.  AWOVI  Consulting  Ltd.  All  rights  reserved.     36  
    • The strategy……. Start  small    -­‐  one   city  or  region   Work  with   already   successful  brand   and  products      Copyright  2011.  AWOVI  Consulting  Ltd.  All  rights  reserved.     37  
    •   Establish  a  presence  and  then  launch  other  products  on  the  back  of  that  success     Copyright  2011.  AWOVI  Consulting  Ltd.  All  rights  reserved.     38  
    • Crucial decisions taken ….Copyright  2011.  AWOVI  Consulting  Ltd.  All  rights  reserved.     39  
    •   America Vs EuropeCopyright  2011.  AWOVI  Consulting  Ltd.  All  rights  reserved.     40  
    • Which opportunity do we pursue? America     Europe     PROS     1.  Use  current  manufacturing  in   1.  Big  market  with  over  £350m   the  uk     2.  One  currency     2.  15  countries  within  24  hour   3.  One  language     drive     4.  Retailers  already  asking  for   3.  For  small  countries  local   innocent     distributors  eliminate  set  up   costs!     CONS       1.  Different  countries     1.  Start  a  whole  new  supply   2.  Different  languages     chain  due  to  distance     3.  Different  laws     Copyright  2011.  AWOVI  Consulting  Ltd.  All  rights  reserved.     41  
    • un tr y ich co or? W h ug of ill yo wCopyright  2011.  AWOVI  Consulting  Ltd.  All  rights  reserved.     42  
    • Sales were!     €2m     1st  year           €6m   2nd  year         €16m       3rd  year     Copyright  2011.  AWOVI  Consulting  Ltd.  All  rights  reserved.     43  
    •   DIY VsOutsource?Copyright  2011.  AWOVI  Consulting  Ltd.  All  rights  reserved.     44  
    • Build our own factory or work with an existing factory? Copyright  2011.  AWOVI  Consulting  Ltd.  All  rights  reserved.     45  
    • Can they run a factory?Adam  Balons  CV  Education:  St  Johns  College  Cambridge,  MA  Economics  Employment:  McKinsey,  Business  Analyst:    London  and  Johannesburg,  Virgin  Cola,  Marketing  Manager  Jon  Wrights  CV  Education:  St  Johns  College  Cambridge  -­‐Masters  in  Manufacturing  Engineering  Employment:  Bain  &  Company,  London  &  San  Fransisco    Richard  Reeds  CV  Education:  St  Johns  College  Cambridge  -­‐  Masters  in  Geography  Employment:  DDB  London,  1995-­‐98     Copyright  2011.  AWOVI  Consulting  Ltd.  All  rights  reserved.     46  
    • Do we have the capability to? They thought they didn’t!Copyright  2011.  AWOVI  Consulting  Ltd.  All  rights  reserved.     47  
    • If we outsource could they steal our idea or recipe?Copyright  2011.  AWOVI  Consulting  Ltd.  All  rights  reserved.     48  
    • Research of recipe and supplier sourcing kept in-houseCopyright  2011.  AWOVI  Consulting  Ltd.  All  rights  reserved.     49  
    • They outsourcedmanufacturing because….. Copyright  2011.  AWOVI  Consulting  Ltd.  All  rights  reserved.     50  
    • Day 1: Finding the cash…..   1.  To  fund  growth  in  europe     2.  Assist  with  distribution  and   introduction  to  new  businesses      Copyright  2011.  AWOVI  Consulting  Ltd.  All  rights  reserved.     51  
    • Debt Vs EquityCopyright  2011.  AWOVI  Consulting  Ltd.  All  rights  reserved.     52  
    • Deal with the devil or not?Coke  invested  £30m  in  return   for  20%  equity     Copyright  2011.  AWOVI  Consulting  Ltd.  All  rights  reserved.     53  
    • Why they went for Coke….. Coke  has  no  decision  making   powers    Company  still  run  by  3    founders     Still  a  stand  alone  company     Copyright  2011.  AWOVI  Consulting  Ltd.  All  rights  reserved.     54  
    • Deal with the devil or not? Be  careful  of  conditions  attached  to  investments     Seek  counsel  -­‐  Read  the  small  print!!!       Copyright  2011.  AWOVI  Consulting  Ltd.  All  rights  reserved.     55  
    • What the banks look for CollateralCompetence 3C   characterCopyright  2011.  AWOVI  Consulting  Ltd.  All  rights  reserved.     56  
    • Other forms of finance to consider IPO Venture Capitalists Private EquityCopyright  2011.  AWOVI  Consulting  Ltd.  All  rights  reserved.     57  
    • Finding the team   Blend of local and imported talent! Finance  team   Marketing  team               Sales  team     Operations  team                Copyright  2011.  AWOVI  Consulting  Ltd.  All  rights  reserved.     58  
    • Finding the team   Blend of local and imported talent! Finance  team   Marketing  team               Sales  team     Operations  team                Copyright  2011.  AWOVI  Consulting  Ltd.  All  rights  reserved.     59  
    •   Finding the team IT   Advisers             Human   Coaching  for  Resources   growth        Copyright  2011.  AWOVI  Consulting  Ltd.  All  rights  reserved.     60  
    • Finding the teamShould  new  capital  equipment  be  leased  or  purchased?  Can  any  spare  cash  be  invested  temporarily?  How  do  I  finance  my  business?  What  is  the  cost  of  this  finance?   They are not decisions that you should make without professional help.   Copyright  2011.  AWOVI  Consulting  Ltd.  All  rights  reserved.     61  
    •  Cash flow is your bloodlineYour  cashflow  is     e.g.  A  retail  business   the  net  of  all   which  purchases  on   the  money   credit  and  is  paid  in   cash,  has  a  great   coming  in  and   advantage  in  cash  flow   out  of  your   terms.     business  daily        Copyright  2011.  AWOVI  Consulting  Ltd.  All  rights  reserved.     62  
    •   Cash flow is your bloodline Its all in the timing!!Payments     Receipts    1.  Expenditure  e.g.  office  supplies,  travel   1.  Cash  sales    -­‐  credit  2.  Overheads   sales  are  not  included  3.  Salaries  (tax  and  National  Insurance)   2.  New  finance  -­‐  a  one-­‐4.  Stock   off  5.   Raw  materials     3.  overdraft  finance    6.   Capital  expenditure  7.  Work-­‐in-­‐progress    8.  Lump  sum  VAT  and  tax  payments  9.  You  must  pay  interest  10.  Repay  capital   Copyright  2011.  AWOVI  Consulting  Ltd.  All  rights  reserved.     63  
    •   Tips to manage your bloodline1.  Forecast  your  cash  flow  2.  Be  prudent    3.  Budget    4.  Identity  major  outgoings  and   provide  for  them  5.  Invoice  and  collect  your  cash  fast  6.  Include  key  indicators      e.g  age  of   debtors    Copyright  2011.  AWOVI  Consulting  Ltd.  All  rights  reserved.     64  
    • Systems considerations   Get a great IT team! Communication   Data   Finance    storage   reporting   Systems        Servers   Computers   Security                 Copyright  2011.  AWOVI  Consulting  Ltd.  All  rights  reserved.     65  
    • Bottom-line is to leverage ….Copyright  2011.  AWOVI  Consulting  Ltd.  All  rights  reserved.     66  
    • Don’t lose your core values during growthCopyright  2011.  AWOVI  Consulting  Ltd.  All  rights  reserved.     67  
    • Finally….. Growth is expensive and risky fail to plan and you will have planned to failCopyright  2011.  AWOVI  Consulting  Ltd.  All  rights  reserved.     68  
    • Any  Questions?    Copyright  2011.  AWOVI  Consulting  Ltd.  All  rights  reserved.     69  
    • What about you?! Strengths     Opportunities         Strengths     Opportunities             Weaknesses     Threats       Copyright  2011.  AWOVI  Consulting  Ltd.  All  rights  reserved.     70  
    • Barriers  to  growth  in  AFRICA       Copyright  2011.  AWOVI  Consulting  Ltd.  All  rights  reserved.     71  
    • Already doing or have plans to business in Africa ?Copyright  2011.  AWOVI  Consulting  Ltd.  All  rights  reserved.     72  
    • Doing business in africa ! Payin Trading   Ease  of  Doing   Star6ng  a  Ge8ng  Protec6ng  g   Across   Enforcing   Closing  a   Economy   Business  Rank     Business   Credit   Investors   Taxes   Borders   Contracts   Business  1   Singapore   1   4   6   2   4   1   13   2   Hong  Kong  2   SAR,  China   2   6   2   3   3   2   2   15  3   New  Zealand   3   1   2   1   26   28   9   16   United  4   Kingdom   4   17   2   10   16   15   23   7  5   United  States   5   9   6   5   62   20   8   14  6   Mauri6us   20   12   89   12   12   22   61   71  7   South  Africa   34   75   2   10   24   149   85   74  8   Botswana   52   90   46   44   21   151   70   27  9   Rwanda   58   9   32   28   43   159   39   183  10   Ghana   67   99   46   44   78   89   45   109   http://www.doingbusiness.org/   Copyright  2011.  AWOVI  Consulting  Ltd.  All  rights  reserved.     73  
    • Different people Different languages Different currencies Different legal systemsCopyright  2011.  AWOVI  Consulting  Ltd.  All  rights  reserved.     74  
    • Red tapeCopyright  2011.  AWOVI  Consulting  Ltd.  All  rights  reserved.     75  
    • Political riskCopyright  2011.  AWOVI  Consulting  Ltd.  All  rights  reserved.     76  
    • InvestorsCopyright  2011.  AWOVI  Consulting  Ltd.  All  rights  reserved.     77  
    • TechnologyCopyright  2011.  AWOVI  Consulting  Ltd.  All  rights  reserved.     78  
    • EnergyCopyright  2011.  AWOVI  Consulting  Ltd.  All  rights  reserved.     79  
    • Data collectionBe prepared to be a bit more hands on Copyright  2011.  AWOVI  Consulting  Ltd.  All  rights  reserved.     80  
    • The right teamCopyright  2011.  AWOVI  Consulting  Ltd.  All  rights  reserved.     81  
    • Here are some positives Cheap cheap plentiful labour Copyright  2011.  AWOVI  Consulting  Ltd.  All  rights  reserved.     82  
    • Here are some positives Lovely weather Natural energy Copyright  2011.  AWOVI  Consulting  Ltd.  All  rights  reserved.     83  
    • Here are some positives still developing huge potential Largest market next to Asia Copyright  2011.  AWOVI  Consulting  Ltd.  All  rights  reserved.     84  
    • Its all in the mindCopyright  2011.  AWOVI  Consulting  Ltd.  All  rights  reserved.     85  
    • Bottom line ….."Every  successful  man  I  have  heard  of   has  done  the  best  he  could  with  conditions  as  he  found  them,  and  not  waited  until  the  next  year  for  better."   -­‐-­‐  Edgar  Howe Copyright  2011.  AWOVI  Consulting  Ltd.  All  rights  reserved.     86  
    • Case  study:  Dr  Marcus  Manns     Copyright  2011.  AWOVI  Consulting  Ltd.  All  rights  reserved.     87  
    • Chiropractic & wellness centers! §  Dr  Marcus  Manns     §  Started:  2003   §  Business:  Chiropractic  &  Wellness   Centre   §  Living  in  a  shop     §  Started  on  a  bench  with  friend  made   from  shop     §  Goal:  To  raise  the  average  life   expectancy  in  Ghana  from  57  to  60   Copyright  2011.  AWOVI  Consulting  Ltd.  All  rights  reserved.     88  
    • Growth strategies ! New  products     Existing  products     Existing  market         New  Market     American  in  Ghana   working  as  a   chiropractor!!!   Copyright  2011.  AWOVI  Consulting  Ltd.  All  rights  reserved.     89  
    • Highlights ….Copyright  2011.  AWOVI  Consulting  Ltd.  All  rights  reserved.     90  
    • A meeting with the health minister…. “who  sent  you?”  Copyright  2011.  AWOVI  Consulting  Ltd.  All  rights  reserved.     91  
    • His strategy……. Start  small    -­‐  one   city  or  region       Word  of  mouth   referrals  from   immediate   contacts      Copyright  2011.  AWOVI  Consulting  Ltd.  All  rights  reserved.     92  
    • He did it ….. •  5  branches     •  1st  corporate  center   launched  in  Ghana   •  2009  Humanitarian  of  the   Year  by  the  Chiropractic   Leadership  Alliance   •  Featured  in  international   magazines    Copyright  2011.  AWOVI  Consulting  Ltd.  All  rights  reserved.     93  
    • He did it …..http://news.myjoyonline.com/health/201008/51253.asp  Copyright  2011.  AWOVI  Consulting  Ltd.  All  rights  reserved.     94  
    • The rewards…… Plus 2 more kids!!Copyright  2011.  AWOVI  Consulting  Ltd.  All  rights  reserved.     95  
    • How  to  leverage  your  brand       Copyright  2011.  AWOVI  Consulting  Ltd.  All  rights  reserved.     96  
    • 2  1.     3   7   8   4   5   6  9   10   11   Source:  TES  Connect:  Miss  C  Rawlinson  
    • Manchester   Coke   United   Ford   MSN  Messenger   Adidas   Body  Shop   Cadbury   X  box   Tesco   Motorola   Mc  Donalds  Source:  TES  Connect:  Miss  C  Rawlinson  
    • What  is  a  brand   ?Copyright  2011.  AWOVI  Consulting  Ltd.  All  rights  reserved.     99  
    • A  brand  is  a  set  of  associations  “ that  a  person  (or  group  of   people)  makes  with  a   company,  product,  service,   individual  or  organization.   ” Copyright  2011.  AWOVI  Consulting  Ltd.  All  rights  reserved.     100  
    • …….branding  is  an  attempt  to  “ harness,  generate,  influence   and  control  these  associations   to  help  the  business  perform   better.   ” Copyright  2011.  AWOVI  Consulting  Ltd.  All  rights  reserved.     101  
    • Does  your  small  business  need  a  brand   ? Copyright  2011.  AWOVI  Consulting  Ltd.  All  rights  reserved.     102  
    • Does  your  small  business  need  a  brand?     1     •  How  branding  can  help  you  stand   out  from  your  competitors       •  How  a  brand  can  add  value  to  your   2   offer         3   •  How  your  brand  can  help  you   engage  with  customers   Copyright  2011.  AWOVI  Consulting  Ltd.  All  rights  reserved.     103  
    • Defining your brand Copyright  2011.  AWOVI  Consulting  Ltd.  All  rights  reserved.     104  
    • This is Innocents’ …Defining your brand Copyright  2011.  AWOVI  Consulting  Ltd.  All  rights  reserved.     105  
    • Its your turn, whats yours?Defining your brand Copyright  2011.  AWOVI  Consulting  Ltd.  All  rights  reserved.     106  
    • Any  Questions?    Copyright  2011.  AWOVI  Consulting  Ltd.  All  rights  reserved.     107  
    • So what 3 things have you learnt today?Copyright  2011.  AWOVI  Consulting  Ltd.  All  rights  reserved.     108  
    • Lets recap…1.  Business  life  cycle    2.  Growth  strategies    3.  Key  considerations  for  growth,      -­‐  funding,      -­‐  market,      -­‐  Finding  the  right  team      -­‐  DIY  or  outsourcing  considerations  4.  Cash  flow  management    5.  Doing  business  in  Africa    -­‐  challenges    6.  Branding     Copyright  2011.  AWOVI  Consulting  Ltd.  All  rights  reserved.     109  
    • “  If  people  knew  how  hard  I   worked  to  gain  my  mastery,  it   wouldnt  seem  so  wonderful.     ”                                                                  -­‐-­‐  Michelangelo,  Artist       Copyright  2011.  AWOVI  Consulting  Ltd.  All  rights  reserved.     110  
    • Want to know more? http:/ /www.awovi.com Coaching  |  Consulting  |  Accounting  Copyright  2011.  AWOVI  Consulting  Ltd.  All  rights  reserved.       111  
    • Lets connect: ! Tel:+44  7903  888  689     griselda@awovi.com   Sign  up  for  weekly  business  tips  from:  www.awovi.com   Skype  ID:  griselda0910     Like  AWOVIs  page  :  http://www.facebook.com/pages/AWOVI     Follow  me  on  Twitter:  @GKTogobo     Connect  on  Linkedin  http://uk.linkedin.com/in/gktogobo     Copyright  2011.  AWOVI  Consulting  Ltd.  All  rights  reserved.     112