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4 Keys for Growing Your
 Business, From an INC
        500 CEO

     Nick Bock
     CEO, Five Nines
     Technology Group
Founded in October 2006
                                           Co-founded Five Nines in 2006
   2007 Small Business of the Year
                                              Midlands Business Journal
  (Lincoln Chamber of Commerce)
                                                 “40 Under 40” 2009
#394 on the 2009 Inc 500 List of Fasting
                                           SBA Small Business Person of the
Growing Private Companies in the US
                                               Year for Nebraska 2010
 2010 SBA Small Business of the Year -
             Nebraska
Five Nines Yearly Growth


                                      Revenue Growth
                               100% Revenue Growth in 2007
                               100% Revenue Growth in 2008
                               33% Revenue Growth in 2009
                               30% Revenue Growth Expected in
                      27        2010
               23
       17
10

2007    2008   2009   2010
Four Keys for Growing Your
              Business
1   Focus on the Client


2   Embrace Sales


3   Be a Solution Provider


4   Collaborate
Focus on the Client
                               Create a Partnership
  Find ways to tie their success to yours
  Understand their business strategies, goals, and objectives and help them meet them


                                 Be Extraordinary
  Go the extra mile to provide that extra value
  Little things make a big difference

                        Create Fanatics for your Business
  Help clients understand how to refer business to you
  Reward them for referrals
Embrace Sales
                          Build a Sales Department
  Learn how to manage a sales department
  Start NOW – You’ll never feel ready

                         Survive a Sales Department
  Understand that managing sales people is like herding cats
  Be prepared for turnover and failure

                  Foster Sales – Engineering Collaboration
  Work hard on this relationship
  Help them see that the relationship is very symbiotic

                          Create Repeatable Process
  Create a clear sales process for your organization
  Without it they will create their own - CHAOS
Be a Solution Provider
                Listen and Respond to Goals and Objectives
  Take the time to sit down and discuss goals and objectives
  Be ready to act on the discussion and align your services

                             Be Solution Centric
  Offer solutions to problems and objectives, not products and projects

                              Lead with Services
  Services help them meet goals and objectives…not a piece of hardware
  People like to buy, not be sold
Collaborate

                               Find a Peer Group
  Integral to growth – you don’t have to go it alone
  Leverage a non-competing board of directors


                       Go Deep with Vendors / Partners
  Select your partners carefully…then go deep
  Vendors should be partners, alight your goals for mutual success
Four Keys to Growing your
        Business



        Grow Your Business
Contact Me
  Nick.Bock@GoNines.com

       Peer Groups
   www.htgmembers.com

    Sales Management
www.taylorbusinessgroup.com

     Sales Prospecting
     www.klagroup.com

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4 Keys for Growing Your Business, From an INC 500 CEO

  • 1. 4 Keys for Growing Your Business, From an INC 500 CEO Nick Bock CEO, Five Nines Technology Group
  • 2. Founded in October 2006 Co-founded Five Nines in 2006 2007 Small Business of the Year Midlands Business Journal (Lincoln Chamber of Commerce) “40 Under 40” 2009 #394 on the 2009 Inc 500 List of Fasting SBA Small Business Person of the Growing Private Companies in the US Year for Nebraska 2010 2010 SBA Small Business of the Year - Nebraska
  • 3. Five Nines Yearly Growth Revenue Growth   100% Revenue Growth in 2007   100% Revenue Growth in 2008   33% Revenue Growth in 2009   30% Revenue Growth Expected in 27 2010 23 17 10 2007 2008 2009 2010
  • 4. Four Keys for Growing Your Business 1 Focus on the Client 2 Embrace Sales 3 Be a Solution Provider 4 Collaborate
  • 5. Focus on the Client Create a Partnership   Find ways to tie their success to yours   Understand their business strategies, goals, and objectives and help them meet them Be Extraordinary   Go the extra mile to provide that extra value   Little things make a big difference Create Fanatics for your Business   Help clients understand how to refer business to you   Reward them for referrals
  • 6. Embrace Sales Build a Sales Department   Learn how to manage a sales department   Start NOW – You’ll never feel ready Survive a Sales Department   Understand that managing sales people is like herding cats   Be prepared for turnover and failure Foster Sales – Engineering Collaboration   Work hard on this relationship   Help them see that the relationship is very symbiotic Create Repeatable Process   Create a clear sales process for your organization   Without it they will create their own - CHAOS
  • 7. Be a Solution Provider Listen and Respond to Goals and Objectives   Take the time to sit down and discuss goals and objectives   Be ready to act on the discussion and align your services Be Solution Centric   Offer solutions to problems and objectives, not products and projects Lead with Services   Services help them meet goals and objectives…not a piece of hardware   People like to buy, not be sold
  • 8. Collaborate Find a Peer Group   Integral to growth – you don’t have to go it alone   Leverage a non-competing board of directors Go Deep with Vendors / Partners   Select your partners carefully…then go deep   Vendors should be partners, alight your goals for mutual success
  • 9. Four Keys to Growing your Business Grow Your Business
  • 10. Contact Me Nick.Bock@GoNines.com Peer Groups www.htgmembers.com Sales Management www.taylorbusinessgroup.com Sales Prospecting www.klagroup.com