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  • 1. Mike Kochalski AInstIB ‘How the Institute delivers ‘practical advice that works’
  • 2. An Introduction to the IIB The Institute for Independent Business (IIB)  is the largest organisation of its type in the world, with over 5,000 highly skilled Executive Associates having been accredited, working with many thousands of businesses mostly within the Small to Medium size Enterprise (SME) sector. Mike Kochalski - Accredited Associate of the Institute for Independent Business
  • 3. An Introduction to the IIB 99% of businesses in the European  Economic Area are SME‟s - employing two thirds of the workforce Most businesses suffer from limited  financial resources And …weak business management and  marketing skills Mike Kochalski - Accredited Associate of the Institute for Independent Business
  • 4. An Introduction to the IIB Unlike large organisations and corporations,  SME‟s generally lack the resources to build a management team of professionals experienced across a range of business critical disciplines. In fact, the burden of maintaining and  growing a successful independent business is generally limited to Owner Directors / Partners. Mike Kochalski - Accredited Associate of the Institute for Independent Business
  • 5. An Introduction to the IIB Sometimes this falls on just one person.  With so much to do and with limited  resources, many feel frustrated at the ever- increasing demands being placed upon them. Mike Kochalski - Accredited Associate of the Institute for Independent Business
  • 6. Worrying Statistics 85% of all businesses employing less than 60  people don‟t know where to go for advice Less than 35% of all businesses see any need  for marketing Less than 20% of businesses employing less  than 30 people have an MD with any previous experience in running a business! Mike Kochalski - Accredited Associate of the Institute for Independent Business
  • 7. Worrying Statistics 27% of all companies employing more than 5  sales people have no formal, or ongoing sales training 74% of all businesses feel they are under-  capitalised More than 60% of businesses do not succeed  because of poor financial practices Mike Kochalski - Accredited Associate of the Institute for Independent Business
  • 8. Worrying Statistics “If British Companies adopted only the AVERAGE best practice levels of the UK‟s leading competitors, the GDP of the UK would increase by around £300 Billion.” (CBI statistics) Mike Kochalski - Accredited Associate of the Institute for Independent Business
  • 9. Worrying Statistics 57% of all business start- ups in the UK fail in their first 12 months! 80% are gone within 5 years Mike Kochalski - Accredited Associate of the Institute for Independent Business
  • 10. Typical SME problems - 1 Most MD/Owners work too hard & receive too  little reward. For most, the business consumes, rather than  serving their lives. Absence of a personal life plan that  purposefully guides their daily actions. Not grasped that they can & should create a  business that works without them. Most MD/owners wear too many hats & have  no plan to free themselves from the technical work of the business. Mike Kochalski - Accredited Associate of the Institute for Independent Business
  • 11. Typical SME problems - 2 Nearly all are organised around existing  people rather than business processes = inconsistent performance & havoc when key players leave. Unable to depend upon employees, many  SME owners feel trapped in business. Confused reporting lines = overlap &  lack of clarity! Mike Kochalski - Accredited Associate of the Institute for Independent Business
  • 12. Typical SME problems - 3 No examination of impact entire business  process has on their customers. Market & sell by „seat of pants‟ rather  than apply proven marketing & selling strategies. Failure to appreciate that in the best  business, systems run the business & ordinary people run the systems. Mike Kochalski - Accredited Associate of the Institute for Independent Business
  • 13. Typical SME problems - 4 Many do not have a strategy - and only  get to where they are by chance! ---------------------------------------- Bad news is that it‟s a long list of problems & unfortunately far from complete……. Good news is that every point DOES have a solution! Mike Kochalski - Accredited Associate of the Institute for Independent Business
  • 14. Managing Director/Owners of SMEs Have usually put up the money!   Dynamic, entrepreneurial  Strong in their own areas but Often lack broad business experience   Usually lack formal business training  Have no specialist board of directors Mike Kochalski - Accredited Associate of the Institute for Independent Business
  • 15. They don‟t know what they don‟t know! Mike Kochalski - Accredited Associate of the Institute for Independent Business
  • 16. Why is this relevant? MD/Owner only sees symptoms of the  problems Has no time or skills to find solutions to  general business problems This can seriously damage the business  Associates facilitate change AND make  the client more secure and profitable Mike Kochalski - Accredited Associate of the Institute for Independent Business
  • 17. The Institute for Independent Business International not-for-profit Research, Training &  Accreditation organisation Established 1984  Selected, trained and accredited over 5,000 business  professionals worldwide Across all types of business  Mike Kochalski - Accredited Associate of the Institute for Independent Business
  • 18. IIB - International Accreditation Body IIB accredits high calibre business people who have held senior  positions for a number of years - In most cases Directors, Managing Directors or CEO‟s Each complete a number of assessments identifying strengths  and weaknesses Distance learning & Residential Business School  Continuing Professional Development  To ensure really experienced & highly qualified to talk to MDO‟s  Mike Kochalski - Accredited Associate of the Institute for Independent Business
  • 19. Solution The Institute set up: The Business Support Programme A tailored co-ordinated program  delivered by specialists. Access to an ongoing single source of  help, guidance, mentoring & advice Mike Kochalski - Accredited Associate of the Institute for Independent Business
  • 20. Business Support Program Each Executive Associate accredited by  the Institute, gives some time every month to businesses, to: Discuss concerns or problems, and/or • Deal with specific business requirements • Discuss future plans • Mike Kochalski - Accredited Associate of the Institute for Independent Business
  • 21. The Free & Comprehensive Business Review  Most accredited Associates have been either senior Directors, Managing Directors or CEO‟s - top businessmen - & more importantly, with direct hands on experience. Mike Kochalski - Accredited Associate of the Institute for Independent Business
  • 22. The Free & Comprehensive Business Review One Single Objective: To unearth those things that IF CHANGED Would have the most positive impact upon EITHER the Business OR the MDO Mike Kochalski - Accredited Associate of the Institute for Independent Business
  • 23. The Free & Comprehensive Audit Ground Covered: Accounts, Asset protection, Auditing, Awards,  Banking (overdrafts, overcharges), Brochures, Business Plans, Cash Flow mgmt.  Computers (systems/purchasing/software), COSSH, Cost reduction, credit control –  systems/procedures/ debtor improvement. Databases, Employment law, Exhibitions, Exit route for owners, exporting,  Factoring, Franchising, Funding, Grants, health & safety, healthcare,  Human resources, import, incentives, insurance, internet /web sites, ISO 9000,  ISO 14000, leasing/purchasing, least cost routing, loans/mortgages, management  development, marketing, Offshore, overcharges, PAT/FAT, payrolls, production, procurement, profit/loss,  Rent/rate reviews, R &D/new product, Sales –new & repeat, Selling the business  Skills audit, Tax & Accounting Services, Telephony, Training/coaching,  Venture / Angel Capital  Websites  - Where did you hope to be? Vision - Where are you now? Vision - Where are you going? Vision - How are you going to get there? Vision Mike Kochalski - Accredited Associate of the Institute for Independent Business
  • 24. Typical Areas of Need Planning & Strategy Health & Safety   Profitability IT/ E-commerce   Sales & Marketing Human Resources   Quality Quality/ regulatory   Export/ Import Cash Flow   Systems & processes Training/development   can affect any area of the business! Mike Kochalski - Accredited Associate of the Institute for Independent Business
  • 25. Filling the Management Gap Business analysis  Mentoring  Practical advice  Hotline access  Project design and implementation  Someone to turn to…………  Mike Kochalski - Accredited Associate of the Institute for Independent Business
  • 26. SME MD/O’s have Issues 65% of all SME‟s feel they have a poor  relationship with their financial backers Issues with access to funds  Many need funding to expand  Funding required typically £0.5-2million  Mike Kochalski - Accredited Associate of the Institute for Independent Business
  • 27. Business Support Program Devised by the Institute for Independent Business in 1991  Enables MD/O to access the combined business experience of  thousands of accredited senior business professionals Networked in to MD‟s/Owners in thousands of businesses worldwide.  It can be what MD/O wants it to be, long term support or project  based MD/O retains control of the business  Single point of contact  Mike Kochalski - Accredited Associate of the Institute for Independent Business
  • 28. Business Support Program Coordinated by Executive Associate  Typically 192 hours per year support  Full access to global network of Associate  skills & services Calls in specialists as required  Monthly contribution at agreed rates  Quasi non-executive directors  Filling the Management gap…..  Mike Kochalski - Accredited Associate of the Institute for Independent Business
  • 29. Business Support Program In effect – the MD/O has at his disposal his own Non Executive Board of Directors Mike Kochalski - Accredited Associate of the Institute for Independent Business
  • 30. Business Support Program Associates understand that it is the  MD/O‟s business and will work alongside them to devise and implement the solution(s) Available when and for as long as they  need them Cost less than an experienced  administrator Mike Kochalski - Accredited Associate of the Institute for Independent Business
  • 31. Mike Kochalski AInstIB Who can be reached at: IKS International Ltd Torphins Aberdeen Management services: AB31 4HN ensuring success and peace Telephone: 07778 935371 of mind with advice that Email:mikekochalski@iib.ws works. Mike Kochalski