Your SlideShare is downloading. ×
More Money, More Time, Less Stress - Marc Johnstone
Upcoming SlideShare
Loading in...5
×

Thanks for flagging this SlideShare!

Oops! An error has occurred.

×
Saving this for later? Get the SlideShare app to save on your phone or tablet. Read anywhere, anytime – even offline.
Text the download link to your phone
Standard text messaging rates apply

More Money, More Time, Less Stress - Marc Johnstone

1,017

Published on

More money, more time, less stress from the event with Marc Johnstone on the 5th of September 2012.

More money, more time, less stress from the event with Marc Johnstone on the 5th of September 2012.

Published in: Education, Business
0 Comments
2 Likes
Statistics
Notes
  • Be the first to comment

No Downloads
Views
Total Views
1,017
On Slideshare
0
From Embeds
0
Number of Embeds
0
Actions
Shares
0
Downloads
39
Comments
0
Likes
2
Embeds 0
No embeds

Report content
Flagged as inappropriate Flag as inappropriate
Flag as inappropriate

Select your reason for flagging this presentation as inappropriate.

Cancel
No notes for slide
  • \n
  • \n
  • \n
  • \n
  • \n
  • \n
  • \n
  • \n
  • \n
  • \n
  • \n
  • \n
  • \n
  • \n
  • \n
  • \n
  • \n
  • \n
  • \n
  • \n
  • \n
  • \n
  • \n
  • \n
  • \n
  • \n
  • \n
  • \n
  • \n
  • \n
  • \n
  • \n
  • \n
  • \n
  • \n
  • \n
  • \n
  • \n
  • \n
  • \n
  • \n
  • \n
  • \n
  • \n
  • Where are You\nWhere is your team\nWhere is WHTM \nWhere should it go – has to be AG as have investors and too far to “go back”\n
  • \n
  • \n
  • \n
  • \n
  • \n
  • \n
  • \n
  • \n
  • \n
  • \n
  • Where are You\nWhere is your team\nWhere is WHTM \nWhere should it go – has to be AG as have investors and too far to “go back”\n
  • \n
  • \n
  • Definition of Product \n\nASK for definitions in audience\n\nA. something you manufacture or sell\n
  • \n
  • \n
  • Let’s look at a successful case study – Disney\n\nTELL STORY OF ANNAHEIM ETC – HOW RISKY IT WAS - car, 3 x price \n\nIt’s product extension because they sit on top of each other and an evolved brand\n
  • After the break, we’re going to look at some successes, but let’s quickly look at some failures.\nDistribution extension Failures:\n\nVerbal Example nearly all British Pop bands except for the Beatles that have tried to extend into US\n
  • \n
  • \n
  • \n
  • \n
  • \n
  • You will learn as much from your group as from me.\nYou will do less listening than you will talking.\n1-1\n1-group\n1- Me\n\nEXERCISE - With your table\nName?\nWhat do you do?\nWhy are you here?\n\nI’m Ian Elliot...\n\nTEST - Pick someone and ask them to say who stood out most on their table... and why?\n
  • You will learn as much from your group as from me.\nYou will do less listening than you will talking.\n1-1\n1-group\n1- Me\n\nEXERCISE - With your table\nName?\nWhat do you do?\nWhy are you here?\n\nI’m Ian Elliot...\n\nTEST - Pick someone and ask them to say who stood out most on their table... and why?\n
  • You will learn as much from your group as from me.\nYou will do less listening than you will talking.\n1-1\n1-group\n1- Me\n\nEXERCISE - With your table\nName?\nWhat do you do?\nWhy are you here?\n\nI’m Ian Elliot...\n\nTEST - Pick someone and ask them to say who stood out most on their table... and why?\n
  • \n
  • \n
  • \n
  • \n
  • \n
  • \n
  • \n
  • \n
  • \n
  • \n
  • Transcript

    • 1. KEY PARTNERS startupsmart
    • 2. Entrevo Pty Ltd www.keypersonofinfluence.com.au/
    • 3. KEY PARTNERS startupsmart
    • 4. Daniel Priestley Founder of EntrevoCreator of “Key Person of Influence” method.
    • 5. Growth inhibitor:Unclear.
    • 6. Growth inhibitor:Unconvincing.
    • 7. Growth inhibitor:Burn-out.
    • 8. Growth inhibitor:Invisible.
    • 9. Growth inhibitor:Going alone.
    • 10. The method
    • 11. Fitness Investment Florist Plumber Trainer BankerIT Project Change Business Workshop Manager Manager Coach Facilitator 12
    • 12. PropertySales Trainer Interpreter Doctor Developer Grief Internet Marketing Physio Councillor Marketer Consultant 13
    • 13. time for dollars?
    • 14. human repetition robot
    • 15. Growth inhibitor:Lack of time +Lack of money +Burnout =Stress
    • 16. Turn your ideas intovaluable products thatpeople love to buy.
    • 17. Marc Johnstone - Founding CEO of NavitasIP & Shirlaws Coaching
    • 18. It’s Time!
    • 19. More Money, More Time, Less StressBuilding the value of your business KPI September 5th 2012
    • 20. Agenda – An experience of adifferent perspective1.Maximising the opportunity throughunderstanding cycles (economic andbusiness)2.Clarity as to What to do When3.A few of the tools
    • 21. More Money, More Time, Less Stress1. A Different Perspective
    • 22. The W
    • 23. RISING REAL ESTATE 9:30 PRICES 12:30Increase Property Reduce Share Allocations Reduce Bonds EASIER MONEY 12 RISING INTEREST Allocations Increase Cash 11 1 RATES RISING FALLING SHARE OVERSEAS RESERVES 10 BOOM 2 PRICES STRONG SLUMP RECOVERY GENERAL CORPORATE RISING RECOVERY FAILURES FALLING COMMODITY 9 3 COMMODITY PRICES HESITANT PRICES UNEVEN SLOWDOWN RECOVERY GLOOM RECOVERY RISING SHARE 8 BEGINS 4 FALLING OVERSEAS PRICES RESERVES 6:30 7 5 3:30Increase Share Allocations FALLING 6 TIGHTER Reduce Property Allocations INTEREST FALLING MONEY Reduce Cash Increase Bonds RATES REAL ESTATE PRICES Source: Count Financial Group
    • 24. Putting it into perspective Across the ‘plateau, there is good and bad news:Look to the Economic Clock – Hesitant uneven recovery
    • 25. RISK0 10 5
    • 26. The Energy & TimingJul 07 Mar 12
    • 27. More Money, More Time, Less Stress 2. What to do When
    • 28. More Money, More Time, Less Stress 3. The Tools
    • 29. More Time1. Capacity - the right # of people2. Functionality - doing the right job3. Capability - with the right skill
    • 30. Capacity Planning
    • 31. Capacity Planning
    • 32. Resource Allocation % % % Costs Cash flow Growth = Increased Valuation
    • 33. FunctionalityAccounting Positioning SalesHR Distribution MarketingAdminLegal etc.. New Product etc.. Factory etc.. Infrastructure Strategic Revenue Support Activities Activities
    • 34. FunctionalityTotal Revenue = 10MMultiply this by how “inefficient” your business is today (i.e.at end of recession).So 10M times 15% = $1,500,000Multiply this number by 90% (assuming it costs 10% toimplement) = this equals 1,350,000 CASH
    • 35. Capability Formula80%+ Capability = 95%+ uplift in the 3rd Wave So, 80% = 100% 40% = only 50% 60% = only 75%
    • 36. Sustainable Profit Formula:3 Components - “BUS STOP”1. Revenue - Expenses - MARGIN • Traditional Accounting model legislated by Government - highly limiting2. Red, Blue, Black - Functional Structures/Resource Allocation • Resource Allocation • Return on Investment • Right Sizing3. Capability • Efficiency • Training
    • 37. More Money1. The right products - ACM2. Solution Selling3. Servicing Clients
    • 38. ARCHITECTURECONTENTMARKETABILITY
    • 39. ARCHITECTURE: • AND/OR • PICTORIAL - VISUAL • CONTEXT: SOURCE
    • 40. PRODUCT -v- SOLUTION SELLING
    • 41. THE BUSINESS ISSUEPRODUCT Training focuses on the “fact” that there are skills lacking in the sales person and so training focuses on: • Sales Training • Relationship skills • Fact Find SkillsSOLUTION • Negotiation Skills • Listening Skills • Rapport building • “C” Level Training
    • 42. PRODUCT SALES “Takes the order” PERSONGOOD PRODUCT “Up-sells”SALES PERSONSOLUTION SALES Creates the need PERSON
    • 43. Servicing Clients
    • 44. Less Stress1. Culture2. The 6 Growth Options3. Maximising Equity Value
    • 45. Valuation = Profit (x) MultipleWhich side of the equation creates value andleverage?Income follows ASSETS
    • 46. Valuation Benchmark Formula
    • 47. Product Innovation1. Innovate Products for Now – (Consumption cycle)2. Innovate for Next Cycle – ACM – (DOC, in-sourced HR)3. 4 Touches & LoyaltyWhat are your key business assets?• In a flat market, everyone is selling against everyone.• Key is to innovate and differentiate
    • 48. SCALE UP PROFILE You are who Google says you are “First value, then leverage” GIFT 1) Given freely without conditions - Licensing 2) Meaningful, thoughtful and well timed 3) Doesnt send you broke LEAD CAPTURE PROCESS Acquire contact details - Franchising 1) Gets ideas / philosophies out to your marketMake Relationships PRODUCT Over - Subscribed FOR PROSPECTS 2) Creates “pre-sold” prospects PRE-SOLD 3) Gives great value & offers a “Quick Win” - Funding Ideas SALES CONVERSATIONSOver - DeliveredImplementationMaking Money SOLD CORE OFFERING 1) A full & remarkable solution to a real problem - Growth G| S |B 2) Implementation not just ideas 3) Offered at a price that’s profitable 1 SERVICE Surprise & delight clients above their expectations - Staff / Team 2 3 LOGICAL 1) Highly profitable 1) BRAND NEXT STEPS 2) Clearly different to your core offering 2) DISTRIBUTION 3) Logical progression that fits your brand 3) PRODUCT - Systems / Automation INNER CIRCLE Create Evangelists PARTNERSHIPS
    • 49. PRODUCT Text
    • 50. PRODUCT
    • 51. PRODUCT
    • 52. PRODUCT
    • 53. Q&A
    • 54. More Money, More Time, Less StressBuilding the value of your business mjohnstone@navitasip.com + 61 416 320 628 Copyright © 2011 Assay Connect. All Rights Reserved.
    • 55. The Entrepreneurs Sweet SpotEntrevo Pty Ltd www.keypersonofinfluence.com.au/
    • 56. Entrevo Pty Ltd www.keypersonofinfluence.com.au/
    • 57. Every business needs an ATM GIFTEntrevo Pty Ltd www.keypersonofinfluence.com.au/
    • 58. SCALE UP PROFILE You are who Google says you are “First value, then leverage” GIFT 1) Given freely without conditions - Licensing 2) Meaningful, thoughtful and well timed 3) Doesnt send you broke LEAD CAPTURE PROCESS Acquire contact details - Franchising 1) Gets ideas / philosophies out to your marketMake Relationships PRODUCT Over - Subscribed FOR PROSPECTS 2) Creates “pre-sold” prospects PRE-SOLD 3) Gives great value & offers a “Quick Win” - Funding Ideas SALES CONVERSATIONSOver - DeliveredImplementationMaking Money SOLD CORE OFFERING 1) A full & remarkable solution to a real problem - Growth G| S |B 2) Implementation not just ideas 3) Offered at a price that’s profitable 1 SERVICE Surprise & delight clients above their expectations - Staff / Team 2 3 LOGICAL 1) Highly profitable 1) BRAND NEXT STEPS 2) Clearly different to your core offering 2) DISTRIBUTION 3) Logical progression that fits your brand 3) PRODUCT - Systems / Automation INNER CIRCLE Create Evangelists PARTNERSHIPS
    • 59. ideas are worthless
    • 60. implementation is everything
    • 61. Growth inhibitor:Stuck in idea phaseChasing SalesSpending too much time ‘convincing’Capacity / Scale issuesBurn-outStrong revenue no Profit
    • 62. Growth inhibitor:Stuck in idea phaseChasing SalesSpending too much time ‘convincing’Capacity / Scale issuesBurn-outStrong revenue no ProfitSolution:Productise.
    • 63. Entrevo Pty Ltd www.keypersonofinfluence.com.au/
    • 64. Entrevo Pty Ltd www.keypersonofinfluence.com.au/
    • 65. Total investment = $1997Entrevo Pty Ltd www.keypersonofinfluence.com.au/
    • 66. Total investment = $1997 DO IT NOW PRICE = $2000Entrevo Pty Ltd www.keypersonofinfluence.com.au/
    • 67. Total investment = $1997 DO IT NOW PRICE = $2000(5 payments of $400)Entrevo Pty Ltd www.keypersonofinfluence.com.au/
    • 68. It’s Time!

    ×