KEY PARTNERS        startupsmart
Entrevo Pty Ltd   www.keypersonofinfluence.com.au/
KEY PARTNERS        startupsmart
Daniel Priestley             Founder of EntrevoCreator of “Key Person of Influence” method.
Growth inhibitor:Unclear.
Growth inhibitor:Unconvincing.
Growth inhibitor:Burn-out.
Growth inhibitor:Invisible.
Growth inhibitor:Going alone.
The method
Fitness     Investment   Florist    Plumber Trainer       BankerIT Project   Change       Business   Workshop Manager     ...
PropertySales Trainer               Interpreter    Doctor                Developer   Grief                    Internet    ...
time for dollars?
human repetition robot
Growth inhibitor:Lack of time +Lack of money +Burnout =Stress
Turn your ideas intovaluable products thatpeople love to buy.
Marc Johnstone - Founding CEO of NavitasIP &                            Shirlaws Coaching
It’s Time!
More Money, More Time,      Less StressBuilding the value of your         business     KPI September 5th           2012
Agenda – An experience of adifferent perspective1.Maximising the opportunity throughunderstanding cycles (economic andbusi...
More Money, More Time,      Less Stress1. A Different Perspective
The W
RISING                                        REAL ESTATE       9:30                               PRICES                 ...
Putting it into perspective Across the ‘plateau, there is good and bad news:Look to the Economic Clock – Hesitant uneven r...
RISK0          10       5
The Energy & TimingJul 07                       Mar 12
More Money, More Time,      Less Stress  2. What to do When
More Money, More Time,      Less Stress     3. The Tools
More Time1. Capacity - the right # of people2. Functionality - doing the right job3. Capability - with the right skill
Capacity Planning
Capacity Planning
Resource Allocation     %         %              %    Costs    Cash flow   Growth = Increased                         Valu...
FunctionalityAccounting         Positioning         SalesHR                   Distribution        MarketingAdminLegal etc....
FunctionalityTotal Revenue = 10MMultiply this by how “inefficient” your business is today (i.e.at end of recession).So 10M...
Capability Formula80%+ Capability = 95%+ uplift in the 3rd Wave   So,   80% = 100%   40% = only 50%   60% = only 75%
Sustainable Profit Formula:3 Components - “BUS STOP”1. Revenue - Expenses - MARGIN      •   Traditional Accounting model l...
More Money1. The right products - ACM2. Solution Selling3. Servicing Clients
ARCHITECTURECONTENTMARKETABILITY
ARCHITECTURE:  • AND/OR  • PICTORIAL - VISUAL  • CONTEXT: SOURCE
PRODUCT -v- SOLUTION SELLING
THE BUSINESS ISSUEPRODUCT     Training focuses on the “fact” that there are skills            lacking in the sales person ...
PRODUCT SALES    “Takes the order”   PERSONGOOD PRODUCT        “Up-sells”SALES PERSONSOLUTION SALES   Creates the need   P...
Servicing Clients
Less Stress1. Culture2. The 6 Growth Options3. Maximising Equity Value
Valuation = Profit (x) MultipleWhich side of the equation creates value andleverage?Income follows ASSETS
Valuation Benchmark Formula
Product Innovation1.   Innovate Products for Now – (Consumption cycle)2.   Innovate for Next Cycle – ACM – (DOC, in-source...
SCALE UP                            PROFILE                     You are who Google says you are                           ...
PRODUCT          Text
PRODUCT
PRODUCT
PRODUCT
Q&A
More Money, More Time, Less StressBuilding the value of your business           mjohnstone@navitasip.com           + 61 41...
The Entrepreneurs Sweet SpotEntrevo Pty Ltd                            www.keypersonofinfluence.com.au/
Entrevo Pty Ltd   www.keypersonofinfluence.com.au/
Every business needs an ATM                           GIFTEntrevo Pty Ltd                           www.keypersonofinfluence...
SCALE UP                            PROFILE                     You are who Google says you are                           ...
ideas are worthless
implementation is everything
Growth inhibitor:Stuck in idea phaseChasing SalesSpending too much time ‘convincing’Capacity / Scale issuesBurn-outStrong ...
Growth inhibitor:Stuck in idea phaseChasing SalesSpending too much time ‘convincing’Capacity / Scale issuesBurn-outStrong ...
Entrevo Pty Ltd   www.keypersonofinfluence.com.au/
Entrevo Pty Ltd   www.keypersonofinfluence.com.au/
Total investment =                  $1997Entrevo Pty Ltd                        www.keypersonofinfluence.com.au/
Total investment =                   $1997                  DO IT NOW PRICE =                  $2000Entrevo Pty Ltd       ...
Total investment =                   $1997                  DO IT NOW PRICE =                  $2000(5 payments of $400)En...
It’s Time!
More Money, More Time, Less Stress - Marc Johnstone
More Money, More Time, Less Stress - Marc Johnstone
More Money, More Time, Less Stress - Marc Johnstone
More Money, More Time, Less Stress - Marc Johnstone
More Money, More Time, Less Stress - Marc Johnstone
More Money, More Time, Less Stress - Marc Johnstone
More Money, More Time, Less Stress - Marc Johnstone
More Money, More Time, Less Stress - Marc Johnstone
More Money, More Time, Less Stress - Marc Johnstone
More Money, More Time, Less Stress - Marc Johnstone
More Money, More Time, Less Stress - Marc Johnstone
More Money, More Time, Less Stress - Marc Johnstone
More Money, More Time, Less Stress - Marc Johnstone
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More Money, More Time, Less Stress - Marc Johnstone

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

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  • 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
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  • 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
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  • Definition of Product \n\nASK for definitions in audience\n\nA. something you manufacture or sell\n
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  • 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
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  • 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
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  • More Money, More Time, Less Stress - Marc Johnstone

    1. 1. KEY PARTNERS startupsmart
    2. 2. Entrevo Pty Ltd www.keypersonofinfluence.com.au/
    3. 3. KEY PARTNERS startupsmart
    4. 4. Daniel Priestley Founder of EntrevoCreator of “Key Person of Influence” method.
    5. 5. Growth inhibitor:Unclear.
    6. 6. Growth inhibitor:Unconvincing.
    7. 7. Growth inhibitor:Burn-out.
    8. 8. Growth inhibitor:Invisible.
    9. 9. Growth inhibitor:Going alone.
    10. 10. The method
    11. 11. Fitness Investment Florist Plumber Trainer BankerIT Project Change Business Workshop Manager Manager Coach Facilitator 12
    12. 12. PropertySales Trainer Interpreter Doctor Developer Grief Internet Marketing Physio Councillor Marketer Consultant 13
    13. 13. time for dollars?
    14. 14. human repetition robot
    15. 15. Growth inhibitor:Lack of time +Lack of money +Burnout =Stress
    16. 16. Turn your ideas intovaluable products thatpeople love to buy.
    17. 17. Marc Johnstone - Founding CEO of NavitasIP & Shirlaws Coaching
    18. 18. It’s Time!
    19. 19. More Money, More Time, Less StressBuilding the value of your business KPI September 5th 2012
    20. 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. 21. More Money, More Time, Less Stress1. A Different Perspective
    22. 22. The W
    23. 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. 24. Putting it into perspective Across the ‘plateau, there is good and bad news:Look to the Economic Clock – Hesitant uneven recovery
    25. 25. RISK0 10 5
    26. 26. The Energy & TimingJul 07 Mar 12
    27. 27. More Money, More Time, Less Stress 2. What to do When
    28. 28. More Money, More Time, Less Stress 3. The Tools
    29. 29. More Time1. Capacity - the right # of people2. Functionality - doing the right job3. Capability - with the right skill
    30. 30. Capacity Planning
    31. 31. Capacity Planning
    32. 32. Resource Allocation % % % Costs Cash flow Growth = Increased Valuation
    33. 33. FunctionalityAccounting Positioning SalesHR Distribution MarketingAdminLegal etc.. New Product etc.. Factory etc.. Infrastructure Strategic Revenue Support Activities Activities
    34. 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. 35. Capability Formula80%+ Capability = 95%+ uplift in the 3rd Wave So, 80% = 100% 40% = only 50% 60% = only 75%
    36. 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. 37. More Money1. The right products - ACM2. Solution Selling3. Servicing Clients
    38. 38. ARCHITECTURECONTENTMARKETABILITY
    39. 39. ARCHITECTURE: • AND/OR • PICTORIAL - VISUAL • CONTEXT: SOURCE
    40. 40. PRODUCT -v- SOLUTION SELLING
    41. 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. 42. PRODUCT SALES “Takes the order” PERSONGOOD PRODUCT “Up-sells”SALES PERSONSOLUTION SALES Creates the need PERSON
    43. 43. Servicing Clients
    44. 44. Less Stress1. Culture2. The 6 Growth Options3. Maximising Equity Value
    45. 45. Valuation = Profit (x) MultipleWhich side of the equation creates value andleverage?Income follows ASSETS
    46. 46. Valuation Benchmark Formula
    47. 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. 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. 49. PRODUCT Text
    50. 50. PRODUCT
    51. 51. PRODUCT
    52. 52. PRODUCT
    53. 53. Q&A
    54. 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. 55. The Entrepreneurs Sweet SpotEntrevo Pty Ltd www.keypersonofinfluence.com.au/
    56. 56. Entrevo Pty Ltd www.keypersonofinfluence.com.au/
    57. 57. Every business needs an ATM GIFTEntrevo Pty Ltd www.keypersonofinfluence.com.au/
    58. 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. 59. ideas are worthless
    60. 60. implementation is everything
    61. 61. Growth inhibitor:Stuck in idea phaseChasing SalesSpending too much time ‘convincing’Capacity / Scale issuesBurn-outStrong revenue no Profit
    62. 62. Growth inhibitor:Stuck in idea phaseChasing SalesSpending too much time ‘convincing’Capacity / Scale issuesBurn-outStrong revenue no ProfitSolution:Productise.
    63. 63. Entrevo Pty Ltd www.keypersonofinfluence.com.au/
    64. 64. Entrevo Pty Ltd www.keypersonofinfluence.com.au/
    65. 65. Total investment = $1997Entrevo Pty Ltd www.keypersonofinfluence.com.au/
    66. 66. Total investment = $1997 DO IT NOW PRICE = $2000Entrevo Pty Ltd www.keypersonofinfluence.com.au/
    67. 67. Total investment = $1997 DO IT NOW PRICE = $2000(5 payments of $400)Entrevo Pty Ltd www.keypersonofinfluence.com.au/
    68. 68. It’s Time!

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