Ross Beames talks to B2B about what it takes to move your business to the next level.

1. F E AT U R E F E AT U R E
ONLY FOOLS A So what does it take to
ccording to Ross, ‘Only fools and horses’ continue to be
necessary ‘day to day’ reminders to drive excellence and growth in
in business and do the same thing week in week out and
your business.
expect a different outcome… and he says ‘maybe that’s a
good definition of insanity as well’.
change the growth curve? Below Ross has outlined the top 10 specific “day to day”
business ideologies adopted by high performing Canberra
So why do so many business owners continue to be in business
AND HORSES
“Over the eighteen years that I have been in public practice business people that are proving to be a strong positive influence
where the business achieves the same outcomes, with the same
advising clients, both at the large multi-national publicly listed on the development of their business, their staff and most
inputs, each and every year? Why is it that the quality and quantum
entity level and the micro level, there have been a number of importantly, themselves:
of profits earned by businesses within specific industries vary so
much? Why has the gap widened between the high performers and key attributes that seem to follow successful businesses. These
the rest of the pack? Well, Ross says that “many of the reasons can businesses have the ability to drag themselves off the canvas (also 1. Do the hardest thing first, each and every day you start work
be found in the following sample of quotes from business owners known as the flat growth curve) and commence on a path of 2. Your net worth is your network
that operate ‘static’ businesses”: sustained growth. Through observing and documenting these 3. If you want a different outcome, change the inputs - innovate
TIM BENSON, B2B PUBLISHER, successful habits over a number of years, they can be narrowed 4. Staff leave managers, they don’t leave jobs
down to the following,” Ross said. 5. Don’t let bad customers train you
• Didn’t we talk about that last time?
TALKS TO ROSS BEAMES, DIRECTOR • Things are tough…I just hope it turns around soon
6. Successful people are those people that can
• Innovation becomes a core competency handle critical conversations
AT BEAMES AND ASSOCIATES • I just can’t get good staff
• Business owners and their staff are a team–one culture, 7. No one owns the truth
• No one wants to work in this industry anymore
8. Let silence do the heaving lifting
ACCOUNTING & FINANCIAL SERVICES, • It’s becoming even tougher to make a dollar one message, one set of values
9. Relationships don’t go bad overnight
• The Government is making it impossible to attract staff given • The gap between remuneration levels for star performers
ABOUT WHAT IT TAKES TO MOVE YOUR what they pay and routine performers should be wider than it has ever – it starts slowly and ends suddenly
been. Star performers should be remunerated like “franchise” 10. A team won’t outperform their leader.
• That would be a really difficult conversation, and most likely,
BUSINESS TO THE NEXT LEVEL too difficult or “marquee” football players
• The kids of today just don’t want to work • A “back to the future” plan is developed and communicated
• We can’t afford to do that to all staff. Staff are fully aware of their personal opportunity
•
•
Every time we get momentum something happens
It would be nice if staff just turned up to work and did what
within the business over the next 5 years for growth,
development and promotion
What should you do?
was asked of them • A strategic business plan is actually developed,
• The new generation just don’t know what hard work is communicated and regularly referred to “If you are an owner of a mature business and you have
• I thought about that but never followed up. • Regular performance feedback is provided to all staff continually delivered sustained growth over the past five years
• The financial budget is communicated to all staff then congratulations – now maybe it s time to share your wisdom
Have you ever met the perennial victim? The business owner • Heavy Investment in staff training and development and mentor other Canberra business owners. If however you are
who has an excuse for everything and suffered the worst bad luck • Zero tolerance for process non compliance like many owners of “static” businesses, I recommend you do the
of anyone in Canberra? • Relentless pursuit of excellence following,” Ross said.
“Many small and medium sized businesses enjoy a period • Measure customer satisfaction
of rapid growth and success during their formative years and • Publicly (within the business) report on accountability • Write your strategic and business planning ideas on a single
eventually out grow their founders. The problem is however, the • Business leaders/owners become high performance sheet of paper
founders have complete autonomy in key business decisions. The trainers of staff • Identify at least 5 new inputs to your business that will create a
one person you may need to create change and innovation may • A unique journey and experience is provided to all customers different outcome
also be the one person who is resisting change. This is why so many • Business owners set the tone and lead by example. • Engage, formally or informally, a business mentor
mature small and medium sized businesses have the following • Hold a strategic planning day with all staff
growth history outlined in the graph below,” Ross said. • Double your training and staff development budget
• Increase the remuneration of your star performers
vato
rs
vato
rs Identify your mentor(s) • Immediately counsel out your non performers and “change
Inno Inno resistant” staff.
Ross says that a testament to the Canberra business
“Because ‘only fools and horses’ would continue with the same
community is that some of the highest performing businesses
Growth business activities and expect a different outcome,” Ross said.
across Australia within particular industries reside right here
in Canberra. Beames & Associates was established in 2001 and now has a team of over 30
“This is something I know for a fact and we are continually staff based in Deakin specialising in wealth creation strategies and performance
working with clients on a daily basis to achieve such an outcome. improvement for small and medium businesses. Beames & Associates has three
Time
Over the past 12 months, having invested as much time in accounting directors in Peter Beames, Ross Beames and James Watt and one
technical development as what you might refer to as professional financial planning director in David Rae. If you’re looking for the ‘X’ factor and
“As depicted above, many businesses enjoy the first 5-7 years personal development, the results for both our business, and want to take your business to the next level call any of the directors on 6282 9500.
with regular growth due to the advantages of being somewhat in particular our clients, has been outstanding,” Ross said.
“boutique”. However, once the “boutique” novelty runs its course “The ability to learn from other business people from different
and no longer provides a competitive advantage, many business backgrounds and industries is a powerful tool to ensure you
owners lose their ability to innovate and change. Ultimately the create a different, and better outcome from the “static”
business growth flat lines and the same set of inputs create the business owners.”
same outcomes, adjusted for inflation,” Ross explained. Interaction with other business people, through a formal or
informal mentorship arrangement, has the ability to provide the
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