This document discusses key areas for small business success and adapting to changes in technology. It highlights the importance of having systems in place for sales and marketing, operations, finance, and team productivity. Small businesses that implement digital solutions and are responsive to changes will survive ("adapt or perish"), while those stuck in the past will struggle. The opportunity lies in embracing innovation and adapting systems like implementing accounting software that integrates with other business processes.

1. Small Business.
Tommorrow.
Marketing Program 2009
An inside preview
into small business
of the future

2. 4 Key Areas of Business
1. Sales and Marketing
2. Operation and Distribution
3. Financial and Legal
4. Team and Productivity

3. The Success Formula
Decisions
X
Actions
=
Results

4. Stuck in the past V Adapting to change
Adapt?
OR
Perish?

5. Where are they now?
+
=

6. Havard Business School – the Law of diffusion of Innovation
The OPPORTUNITY

7. Survival of the FITTEST
Its not the strongest of the species
that survives, nor the most
intelligent,
But it’s the most
responsive to change
Charles Darwin

8. Digital Disruption – 32% Short fuse, BIG BANG
Source: Deloittes

9. Michael Gerber – The E Myth: Why most small businesses
don’t work and what to do about it
A business requires 3 types of systems to succeed:
1.Hard systems –
•inanimate objects like computers, offices, work materials, etc.
2.
Soft systems
•animate objects (People), ideas, scripts, procedures, etc.
3.
Information systems
•which provide data about the interaction between soft- and hard-systems

10. Who’s doing the talking?

11. Sales & Marketing
1 Do you have a pipeline management system for tracking opportunities & measuring success?
2 Do you have a structured marketing calendar to keep in contact with your existing customers?
3
Do you have a prospect database that is added to every 3 months and all staff know how to use
it?
4 Do you have a documented sales process with scripts that is followed by every team member?

12. Operations & Distribution
1 Do you have a margin management system and do you meet with your team weekly to monitor?
2
Do you track the productivity of each staff member against their KPIs and hold them
accountable?
3 Do all of your customers & your TEAM know EVERY single product and service that you sell?
4 Do you have an eCommerce & digital operations plan?

13. Finance & Legal
1 Are all your payable invoices entered into your accounting system automatically?
2 Do you know the net profit and net variable cashflow position in your business each week?
3 Do you have a documented debtor collection process and is it implemented?
4 Does your POS talk seamlessly to your accounting system?

14. Team & Productivity
1 Do you have an accurate time & cost system to track hours worked for each job?
2 Does every team member know their 3-5 key priorities they need to focus on each quarter?
3
Do you have documented contracts, performance stds and compliant employment terms for
each team member & WHS procedures in place and are they kept up to date?
4 Do you hold 6 and 12 monthly career appraisals for each team member?

15. So how did you go?
•15+…?
•10-15…?
•<10…?
•Ok….so what would you like it to be?

16. Who’s doing the talking?

17. What if?
XERO

18. Where to from here?
Working On
V
Working IN

19. Where to from here?
Ability
to get things
DONE!

20. The Power of Expert Support
R
E
S
U
L
T
S
Business Development Support
Learning Only
TIME

21. What does it look like?
1. Professional advice, guidance and skills by
experts in Systems and Leverage
2. A partner to help you implement change and to
help you stay ahead of competition
3. An advisor to help you grow and improve your
financial position

22. Complimentary Discovery Session
1. Systems HEALTH Check – diagnostic tool

23. Complimentary Discovery Session

24. Complimentary Discovery Session
1. Systems HEALTH Check
2. Where is your business now & where is it
headed?

25. Growing or GOING?
CHOICE POINTS
G
R
O
W
T
H
g
in
v
ri
Th
_
_
_
_
Surviving, Flatline-ing
Ex
tin
TIME
ct
io
n

26. Complimentary Discovery Session
1. Systems HEALTH Check
2. Where is your business now & where is it
headed?
3. What business processes & systems need
upgrading/improving or enhancing to help you
make more profit through better resource
allocation?

27. Drilling into EACH area of the Business
XERO

28. Small Business.
Tommorrow.
Congratulations for taking
Marketing Program 2009
time out to
WORK on your BUSINESS!