In my experience of working with MDs of their own companies over the last 14 years it doesn’t take very long before they start talking about why they set up their business, what is important to them in running the business and keeping it solvent/profitable, the differences that exist between them and other Directors and shareholders or conversations that start about a manager who just doesn’t get it. There are many insightful stories and anecdotes. Passions and frustrations run high in equal measure. So in a very conversational way, the values of the MD become very clear i.e. what really matters to them. With a bit of gentle probing, it doesn’t take a lot to get an MD to define the behaviours that enable success in their business. ‘If only people did this, we would be even more productive.’ When the MD set up the business, working with a small team, direction, focus, consistent behaviour was all a lot easier because everyone could see what was happening, everyone was involved in … [Read more...]
4 top tips to successfully secure business growth funding
Very few businesses are lucky enough to be able to bootstrap their way to success, most rely on securing business growth funding. Getting funding at the right time is critical to surviving yet alone thriving and growing. Without funding it is much harder and slower to grow and expand into new territories or markets. Here are my top four tips for successfully securing business growth funding. Know where to look and what type of funding is the best match There are numerous sources of funding from Bank Loans to Crowdfunding and Equity investment to Trade Finance, Grants and R&D Incentives for innovative companies. Often a growing business will need to draw on a mix of sources. Depending on the stage of growth and type of business some will be more suitable than others. Each type comes with its own positive and negative aspects for example if you’re seeking a bank loan, you will probably have to give a personal guarantee and of course pay back the loan with interest. If it’s equity … [Read more...]
Why you need to improve your listening skills!
It’s not often that I write an article for business people telling them to do something. Typically, if someone tells me to do something, my urge is to do the opposite! Due to that fact, I avoid telling others to do something unless I feel very strongly about it. I feel very strongly about the importance of possessing excellent listening skills and have yet to meet someone who couldn’t improve theirs, however good they are (or think they are). Why? Because they are essential! Listening is the key to understanding, whether in conversation with a business partner, an opponent, a sales call, trying to close a deal, figure out why a staff person is unhappy or demotivated, or what’s really going on at your child’s school. It is all through your listening skills. What isn’t being said? It’s not just about what the person says, but what the person isn’t saying. There are clues in their word choices. Are they being evasive or direct? Are they hesitant? Having you used language that allows … [Read more...]
Is your brand positioning clear enough?
Do you truly know how your customers perceive your brand? When running a business, it can be all too easy to get caught up in day-to-day operations and to lose sight of what your customer is thinking. Unfortunately, if you’re not actively working to shape and communicate your brand position, the customer will simply make his or her own decision as to what you stand for. If your brand positioning is not clear, your business will suffer from some or all of the following issues. You try to sell to everyone, and end up attracting no one in particular Customers don’t understand the problem you’re solving or the want you are meeting Unique features of your product or service will not be realised or understood Benefits you offer in comparison to other competitors will not stand out Reasons to believe in your brand are not crystal clear As an example, a crack garden landscaping team may do a great job on the ground, but their website and marketing material undersells their particular … [Read more...]
Is your business stuck at a crossroads? Time for a strategic review.
Many businesses reach a stage when they are at a crossroads about the direction to take next or are “stuck” without a clear strategy. It may be a crisis point or it could be an opportunity to take a different path. Directors may no longer be aligned with the planned company direction, and this can cause friction. Rather than putting off hard decisions, it makes sense to face up to the challenges and opportunities, have a strategy review and then put an implementation plan in place. Reasons for a strategic crossroads could include: Change in market dynamics that impact growth or profit potential.Increased competition forcing new approaches.Loss of important customers or contracts.New product or service opportunities possibly requiring research and development.Recognition that the business is too reliant on a small number of key customers.Macroeconomic/political changes such as Brexit.Divergence of what Directors want from the business.Planning for exit / opportunities to … [Read more...]
How to pick the best candidate for your Technology business C-Suite
With the current skills shortage in the technology sector and ever-increasing demand it is simply not enough to broadcast a role when you are recruiting for your leadership team. Placing an advertisement or hoping a quality candidate will alight upon your website will rarely succeed. You deserve and require the very best of candidates. Invariably, finding great people requires a more proactive approach. The best candidates are not looking for your role The best of candidates, or targets, are probably fully committed to working for a competitor, supplier, customer or possibly currently working overseas and not actively looking for another role. Alternatively, they may be restricted via a compromise agreement, garden leave or clause in their current contract – all of which can be the subject of further negotiation and equitable determination. A discreet approach A thorough, comprehensive, discreet and confidential first approach to the targets is required for a … [Read more...]
Case Study – Part-time Financial Director helps growing business to meet the audit threshold with confidence
Background Following a period of rapid growth, the business had outgrown its finance systems, processes and controls. The business was approaching the audit threshold and quarterly corporation tax payments, so cash control and forecasting needed to be reviewed much more frequently. The MD required more experienced commercial and financial support to help drive growth and assess future options while ensuring that customer focus remained at the heart of the business. Searching for a solution Following an introduction from a strategy consultant who had already been working with the company, we met with the MD so that they could outline their need and discuss how a senior Finance Director would restore confidence, professionalise the finance function and contribute to commercial issues and challenges with regard to growth. Fundamentally, the Finance Director needed to introduce: insightful management reporting and analysis of performance to enable the MD to make … [Read more...]
Is your Sales Report doing the job it’s meant to?
Sales, sales and yet more sales……….PLEASE A simple innocuous request a month ago to a client of ours got me thinking! I had simply asked that at our next monthly meeting if they could give me a “Sales report” for the previous month. I did not think any more about it. When we came to that point in the meeting the following month, the report was produced!! Lo & behold I was presented with a list of all the beers that they had sold the previous month, a long list of different beers, in cask, keg, can etc. To them, sales simply meant the beer that they sold. To me it meant the outlet –Pub, Bar, retail etc. I believe this is a crucial tipping point for a brewery or any other business, when sales becomes about the outlets buying product or service and not simply about the amount you have sold! Knowing who bought and, equally importantly, why they bought can provide insights you can replicate elsewhere. For your Sales to fly, they have to be driven by metrics and … [Read more...]
Beyond technology – what other sectors are benefiting from R&D tax relief or credit?
Your annual accounts are ready to be prepared but could you find ways to reduce your tax bill or get a cash payment to support your new product development? Well it might be that you can if you are undertaking development activities that qualify as Research and Development (R&D). It’s not just for rocket scientists or research laboratories. In fact far from it, all sorts of development activities qualify – a few are described below and we’ve also added a more comprehensive list at the end. The great thing about UK R&D tax incentives is that they apply to any UK registered limited company in any sector – The Dyson Report on Innovation 2010 made this point saying: “Of the various tax instruments available to government, R&D Tax Credits have the advantage that they seek to help companies that are themselves prepared to invest in R&D. Government does not need to choose sectors or companies, with the result that R&D can be encouraged in the widest … [Read more...]
Essential steps when acquiring a new business 3
Part 3 - What do you need to watch out for? Back in March I looked at your strategic reasons for buying a business and in April I gave pointers on searching for a new business to acquire. This month, in the final part of our series, I will highlight some key areas that you need to consider before you make your final purchase. Follow these recommendations and you could avoid a variety of unnecessary pitfalls. The main areas to consider are: proper strategic thinking for an acquisition – be clear about your ‘why’, ‘what’, ‘who’, ‘where’ and ‘when’ and the distinctive benefits you hope to establish from an acquisitionpreparation - sufficient and well thought-through preparation by the management team making the acquisitionfinances - acquirer must be properly prepared financiallynegotiating price - never pay too much, plan your negotiation strategy in advancesupport - use experienced and practical professional advisorsresources - ensure that you have … [Read more...]
Essential steps when acquiring a new business 2
Part 2 - Where do you start your search? Last month I started by considering the strategic reasoning you need when buying a new business. This month, we shall consider how to optimise your new business search. Having decided why you want to buy a business, summarise the base criteria: the broad locations where you want the acquired company to be and also whether you would ideally want to move it to your own location.the size of company – revenue, profits, assets etc and what you can afford.produce a profile of the target company as well as a profile of your own company. Then you need to start the research for companies that fit these criteria. Make a list of companies you know that: Directly compete with youDo what you do but are not direct competitors because they are in a different geography or a different nicheHave approached you for any reason in the pastYou have partnered with Then use Google searches to find similar companies to expand your … [Read more...]
The Cost of Poor Strategy Execution – Can you afford it?
I am often asked by clients what is the real cost of executing a strategy badly? In this short article, I will provide some highlights and lookouts on the implications of executing strategies poorly. Good v Bad Strategy Execution Planning Every business needs a plan or strategy whether you’re a global corporate or a £2m turnover single entity business. When we talk about strategy planning and execution, we are specifically referring to how a set of strategic objectives will be achieved. Strategy execution defines the overall approach and plans required to efficiently achieve the outcome. What then makes a good strategy execution plan versus a poor one? A good strategy execution plan should be logically coherent, easy to understand and as simple as possible; it traceably aligns all activity to the company vision and objectives whilst providing visibility, purpose and clarity to the relevant stakeholders involved in execution of their tasks and responsibilities. We sometimes … [Read more...]
Top tips to reduce business legal fees and prevent expensive disputes
Litigation should never be embarked on lightly. There is no such thing as a “clear-cut case”. Most lawyers will rarely give even the strongest case more than a 70% chance of success. There are a number of questions which you need to ask yourself before seeking to resolve a dispute by embarking on litigation: Is the dispute one which you need to address? It is important to look at any dispute dispassionately and without emotion. Have you looked at every possible way of resolving the dispute?Can you afford to lose the case, which could involve you having to pay not only your own costs, but also a large portion of the other side’s costs?Is there a significant disparity between the respective financial strengths of the 2 parties?Will you be able to withstand the attacks you and your business will face from lawyers experienced in our adversarial legal system?Can you afford the distraction that a lengthy court hearing could cause? I will address each question: Disputes can often … [Read more...]
Essential steps when acquiring a new business 1
Part 1 - What is your strategic reasoning for acquiring a business? Why you want to buy a business, where to search and what to look out for. To start with, it helps to be clear about why you are buying. Acquirers can have diverse motivations: a carefully thought out strategyopportunistic e.g. see a competitor of a failing business is up for sale a belief that, by acquiring, you will be able to generate a value significantly greater and faster than the alternative of continuing organic growth. Often, the expected benefits will include one or more from: geographic expansioncustomer basecustomer spread, i.e. for a manufacturer a number of blue-chip customers, such that there is no undue reliance on a small number of customerscontract durationsrepeat business patternsskill-setstechnologyintellectual property rightsdepth and quality of managementuniqueness and competitiveness of products and servicesscalability of products and/or servicesmarket position and brandsystems and … [Read more...]
How to identify and manage risks in your business
When you start a business you need to be aware of the risks you are taking. Government statistics show that 97% of new start-up businesses fail within 3 years. To prevent this from happening to your business you need to understand RISK. By understanding Risk you can apply yourself to the areas of the business which are really important for the survival of the business. Risk Management is a process of analysing what can go wrong with the business and what can be done to alleviate the problem in a cost-effective manner. Entrepreneurs need to be familiar with the likely occurrence of a risk and the consequences of such risks if they happen. Please see the diagram below: Quadrant 1 risks have the least impact and the least consequences to the business, whereas Quadrant 4 risks have the most damaging consequences and the highest likelihood of occurring. Therefore all risks need to be mitigated if the business is to be successful. Let’s discuss the four … [Read more...]
Getting Brexit Proof: Tips for researching new Markets for 2019
Concerns about how Brexit might impact export expansion plans are completely understandable, but it should not hold you back. You just need to get serious about how you research and plan your export strategy. That strategy should form an integral part of an up-to-date business plan, which must include your business objectives for the next 2 to 3 years. I always find setting a target is good place to start, as without it you have no objective measure of whether you have succeeded or not. Once you have a clear goal you can then work through the steps of what needs to be done. A revisit of the business plan should include an updated assessment of risks, as well as the opportunities, ensuring the business is as resilient to external shocks or changes as it can be. So while the final shape and terms of the Brexit deal are still unknown, your business will be significantly better prepared for whatever transpires if you take the following action. Your Strategy A strategic analysis … [Read more...]
Are successful business leaders born or made?
The answer to this poser invokes the old, ‘nature’ versus ‘nurture’ argument. Maybe we need to study twins who were separated at birth, where one became a business leader, and determine what happened to the other? In the real world, business leaders, like any other leaders, come in all shapes and sizes. If you studied a group of successful business leaders from various industrial sectors, I would hazard a guess that they would have different personality traits and backgrounds. The variants are likely to be greater still according to discipline. Successful business leader in the financial sector are unlikely to have the same personality characteristics as one in the high technology sector or in the hospitality arena. An accomplished executive in the insurance sector, however, may very well have more in common with a leader of a banking institute. I’m making some assumptions here, but I wouldn’t be surprised if you are in agreement. Are business leaders born or … [Read more...]
Top Tips for Foreign Nationals Setting Up Business in the UK
In December 2018 Forbes Magazine placed the UK as number 1 in its list of Best Countries for Business. There is no doubt that the UK offers tremendous opportunities for businesses to be set up and to thrive. However the fact that this is so well recognised means that it is also probably the most competitive country on earth for businesses. You need to make sure that all aspects of your UK operation are run to the highest professional standards in order to succeed. The aim of this article is to give you some tips as to how to setup a company in the UK. Visa. If you do not already have the right to live and run a business here you will need a Tier 1 Entrepreneur Visa. For this you will need to invest a minimum of £200,000 in your new business and employ yourself and take on at least two members of staff in the first two years. Business Idea. You need to start with an idea of what product or service you want to sell. The first step is to think who … [Read more...]
How to design a robust profit-sharing bonus scheme for 2019
In the last newsletter we talked about what to do about awarding a Xmas bonus. [If you missed it click here to find it] Now we talk about putting a bonus scheme into place for 2019. If your financial year-end is say March, the next few months could be a good time to develop and trial a scheme before launching it in April. What should l incentivise people on? The profitability of the business is a simple way to measure business success. If there is a large minority of support staff then you might also consider cost-savings/efficiency savings as being the other side of the profit coin. You might be tempted by the achievement of individual objectives. Our general experience in the SME space is that staff appraisals don’t happen consistently enough so we wouldn’t recommend a performance pay system based on the achievement of individual objectives, as MDs usually haven’t the infrastructure in place to make this watertight. What do l need to do first? You will presumably have a business … [Read more...]
How to Replace a Senior Partner
As the year draws to a close, it comes the time when many people consider cutting ties and starting afresh in the New Year. This thinking may be influenced by ageing, illness, altering family commitments or simply a change of motivation. When a Senior Partner departs, they leave a large hole in your business. So how do you go about finding someone who will be able to successfully step into those big shoes? Plan In Advance When there is a lack of succession planning in a business, it can become vulnerable when a partner leaves at short notice. Annual assessments of all employees at all levels is sound practice; monitoring progress versus objectives. A major objective should be for every supervisor, manager or lead to find a replacement ready now and making any salary review or bonus contingent upon significant progress in this regard. This sound practice not only solves the succession issue but also avoids the over dependence on any one individual. It also provides … [Read more...]
- 1
- 2
- 3
- …
- 19
- Next Page »
