Benefits of Systemising a company a talk to the Chamber of Commerce in Worcester with Rob Turner of Turner Construction & Simon Williams of Arrivista Business Coaching. www.robturner.info

1. Powered Growth Programme
Rob Turner, Turner Construction
Simon Williams, Arrivista
Thursday, 16th October, 2014
Worcestershire C.C.C.
The importance
of systemisation

2. Welcome

3. Agenda
Welcome & Introductions
Understanding systemisation
Practical Applications
Q & A
Feedback and actions
Close

4. Our VIP guest

5. Benefits of Systemisation
 Consistency = Quality
 Improve Service Offering
 Focus on achieving targets
 Better Measurement
 Member Development
 Improves business value

6. How to make a Strawberry
MacMilkshake
Throw strawberries, sugar and milk
into a blender and flick the switch ….
OR

7. Sugar, water, corn syrup, strawberries, high fructose corn syrup,
natural (botanical source) and artificial flavors, pectin, citric acid,
xanthan gum, potassium sorbate, caramel colour, calcium chloride,
red 40
Xanthan gum is composed of pentasaccharide repeat units,
comprising glucose, mannose, and glucuronic acid in the molar ratio
2.0:2.0:1.0. It is produced by the fermentation of glucose, sucrose, or
lactose. After a fermentation period, the polysaccharide is precipitated
from a growth medium with isopropyl alcohol, dried, and ground into
a fine powder. Later, it is added to a liquid medium to form the gum
1. Buy or make Xathan Gum
2. Mix with other ingredients
• Which order?
• What volumes?
• Any process steps?
3. Serve in large cardboard cup.

8. Consistency = Quality
MacDonalds winning formula:
 Product Mix
 Manufacturing Process
 Customer Service

9. Improve service offering
What about the toys?
“Insure repeat business on the basis of the
systems reputation”

10. Rob Turner
 My background
 My companies background
 Today and future direction

11. Rob Turner

12. Rob Turner
 Degree in Civil Engineering
 Worked for 2 years for a Major Contractor
 2 years Travelling & Working Abroad
 Worked in the family firm since 1997

13. Turner Construction
 Started in 1979 by 2 brothers
 One left 1998 the other in 2001
 Relationship & Vision not the same
 Telecoms since 1992

14. Turner Construction

15. Turner Construction
 Home extensions in 2009
 Wind Turbine bases

16. Turner Construction
 Systemising the Business for 5 years
 Expanded from £160,000 to £1.3 M
 Profits From -£36,000 to £50,000
 From 3 Employees to 18

17. Turner Construction
Aim and vision
 Marketing
 Sales
 Delivery
 Accounts

18. Consistency = Quality
Lee’s Story
 Joined as a site manager 3 years ago
 Not many systems in place
 Whole load of challenges on site
 He’s helped set up the systems

19. Consistency = Quality
 Proposal document
 Tender requests
 Success Manual – Title matters
 Build Manual - Airfix
 Delegation & Handover

20. Improve service offering
Culture
5 C’s:
Critising
Complaining
Comparing
Competing
Contending
What would Rob Do, given the same situation

21. Benefits of Systemisation
 Consistency = Quality
 Improve Service Offering
 Focus on achieving targets
 Better Measurement
 Member Development
 Improves business value

22. Focus on achieving target
• 6 Steps
• 5 WAYS
• SCOTSMAN
Taking Ownership

23. Six Steps to Massive Results
M
A
S
S
I
V
E
R
E
S
U
L
T
S
Results
Synergy
Team
Leverage
Niche
Mastery From Chaos to
Control
Predictable Cash
Flow
Systematize for
Efficiency
Structure for
Growth
Well Oiled
Machine
Multiplication or
Acquisition
Stability
Cash
Time
Happiness
Diversification
Freedom

24. 10% increase
Number of Leads
x
Conversion Rate
=
Customers
x
No of Transactions
x
Avg. £££ Sale
=
Turnover
x
Profit Margins
=
£ Profit £
4,000
x
25%
=
1,000
x
2
x
£100
=
£200,000
x
25%
=
£50,000
4,400
x
27.5%
=
1,210
x
2.2
x
£110
=
£292,820
x
27.5%
=
£80,525
46%
61%
Common Goal to 100% involvement

25. Better Measurement
• Time Mastery: Default Diary
• Marketing 10 x 10
• Sales Pipeline

26. ‘Member’ Development
Hit the track running – ‘how’ to manual
• De-selection Process
• Training System
• 6 Keys to a winning team

27. Focus on achieving target
Marketing
Sales
Project Score Board
Company Score Board

28. Marketing
• Target market
• Contacting them
• Record
• Chocolates for referrals
Focus on achieving target

29. Sales
• Phone vetting - Scotsman
• Matching budgets
• Questions
• Leaflets & How to Choose a builder
Focus on achieving target

30. Project Score Board
• Site managers Score board
• Time Cost Quality
• Relationship with the customer
• Done list
Focus on achieving target

31. Company Score Board
• Wall
• 5 ways
• Haynes Manual
Focus on achieving target

32. Better Measurement
Systems thinking
Edwards Deming
Statistical Process Control
Visual - Look for trends

33. System

34. Special Cause

35. Lee Started
Special Cause
Internal work

36. Better Measurement
How has this helped
Better Control of Materials bought
Sub Contractors
Our own guys on site
Diary system

37. Personal Development
Company is reflection of you
As you grow so will it
Work harder on you than on your business
If you think you can or If you think you cant
either way you are right

38. Personal Development
Reading List
• 7 Habits – Stephen Covey
• Think & Grow Rich – Napoleon Hill
• Lazy Mans Way to Riches – Joe Karbo
• Rich Dad Poor Dad – Robert Kiyosaki
• One Minute Manager & Meets The Monkey - Blanchard
• The Chimp Paradox – Steven Peters
• Freedom From Command AND Control –Seddon
• Out of the Crisis - Edwards Deming
• Instant Cash Flow – Brad Sugars

39. Recruitment
What will the company look like in x Years?
What will that person do?
Who will train them
Law of the Farm
Members not staff or employees

40. Recruitment
Advert
Phone line – leave a message on 0845 528 0501
Phone Vetting
Group interview – Pressure test
One to one & offer

41. Member Development
Training System – learning plan
10 mins with the director isn't training
Witan forums
Focus meeting – once a month
Team meetings & WIFLE

42. Member Development
How To
• Bricklaying
• Manhole
• Building site maths
System improvements – document
mistakes

43. Improves business value
Definition of a real business:
 Commercial, profitable enterprise
that works without you.
Sell or passive income?

44. What’s the investment?
To £360,000
Plus rent etc
… and magic 9.5%
And the returns?
Cashflow £95,000 to £200,000 pa NOT guaranteed:
It could be more, it could be less.

45. “Visit our finance partners' websites to find out more”
Why?

46. Improves business value
For the future 20% profit margin
Turn over up to £5M
Appoint a new general manager
Our own property development to feed
leads to construction side
I am doing more of the things I like

47. Summary
• Actions
• Feedback
• Whoosh! Not a WIFLE!

48. Thank You!!
490 / 25%
Whoosh!