6 Simple “Screen Test” Steps for Business Growth
The super organised and resourced amongst you will no doubt have neatly prepared and signed off plans for the new year and beyond. Even the smug amongst you will still have nagging doubts over what the next year may bring. A.I., blockchain, global trade & nationalist tendencies, cybercrime, economy and yes, we cannot forget Brexit.
Whilst there’s no shortage of negative news there are also positive aspects to living in the latter 2010’s heading into the 2020’s, but what of the planning process and where to start?
Here below is my film quote themed list, of 6 steps, that will hopefully help in your planning process.
Everyone who names the films these quotes were taken from will be entered into a prize draw to win a £25 Amazon voucher and each entry, no matter if correct or just funny, will be matched by a £2 donation to Children in Need.
So, either add your entry to the comments below or e-mail me direct via firstname.lastname@example.org – and good luck!
Now on with the planning…
1. “You can’t handle the truth” – The most important factor in creating a successful plan is to truly understand the current position. Seeing the present situation either through rose tinted glasses or negative pessimism will not help establish an accurate platform to work from. Why not gain an external perspective from a trusted third party? Also, whilst you’re at it, permit yourselves time to step back from the day to day stresses of running the company. This can prove invaluable in setting a realistic starting point from which to plan ahead. Tried and tested tools you’ll be familiar with include PEST (Political, Economic, Socio-Cultural & Technology) and SWOT (Strength, Weakness, Opportunities & Threats) to help with your situational analysis.
2. “To Infinity & Beyond” – We don’t quite need the Buzz Lightyear warp drive, but a vision of where the business would ideally be in three years rather than the end of 2019 will lift sights beyond the immediate horizon. This is helpful as it can permit broader thinking as to the business model, its market and essentially the “bigger picture”.
3. “Show Me the Money” – We’re not in business simply for the hell of it, so consider both the revenue, profit and thereby costs that this growth is going to create and map the money projections from year three back to year two and then the next 12 months.
4. “You’re gonna need a bigger boat” – Once the thinking has started around where the business is heading consideration as to the resources needed to deliver is essential. There is little point setting plans that are going to be unrealistic unless the people, plant and systems are there to support its objectives.
5. “May the Force be with you” – Having set out ambitious plans for growth it’s now time to use your “laser” focus and powers of collective creativity to articulate a series of defined projects that will deliver your first 12 months goals. Each project should be accompanied by clear objectives.
6. “These go to eleven” – Keep your eyes, ears and hands on the controls. The best plans can all too frequently be delayed or derailed through the day to day pull of a busy business. This is the reason why ongoing measurement of project and planning progress is essential to your overall success. Make sure everyone knows who is responsible for each key action and what is expected of them by when.
If the above works for your business you can always produce a sequel for 2020.
Don’t forget to submit your film titles and remember every entry no matter if correct or just humorous will guarantee a donation to Children in Need.
If the above has sparked thoughts of growth planning, feel free to share your thoughts via David.email@example.com
NB. There are currently significant funding opportunities for SME’s to support business growth, leadership and management development activities.
I’m not the first to write on this topic nor the last but it’s the subject of today’s blog because I feel quite strongly about this growing phenomenon.
There are an estimated 1.8 billion of us using smartphones and this year alone will see a further 25% increase in ownership. By 2017 a third of the World’s population will be glued to their touch screen devices.
Don’t get me wrong, I’m someone with a long record of smartphone ownership from early HTC varieties through to iPhone but I’m not such a fan as I was.
Millions of us are struggling with an addiction to the smartphone. The proliferation of these super slim, super smart devices gives us a look of that 24th Century imagined world of Gene Roddenberry. How long before we’re moving from “hang outs” to “beam ups”?
So what of this reference to making us stupid and why am I not such the fan that I once was?
It’s not that your smartphone contains anything other than a deep pool of wonderful treasures. We have ready access to apps that can help with every single facet of our lives. They keep us fit, healthy, on time, up to date with international, national, local and personal news and entertained with games, TV, radio and our favourite songs.
We can’t hold back progress with technology and let’s face it we’re pretty insatiable when it comes to the fast moving consumer gizmology but I do think we’re struggling to keep up.
As humans we are undeniably an adaptive species. Evolving from hunter gatherers to hot shot gamers with each generation bringing their own unique code of knowledge and rules factoring the software into their lives so that it becomes intertwined with everyday living.
It’s this interdependence of human and technology that is starting to bother me. It’s also a reason why primary schools are starting to build lessons into the curriculum to help explain how these instruments work.
Our recent trip to the USA was great save the occasions the location visited either A) didn’t supply wifi or B) did supply wifi but at such a poor level that it brought immediate frustrations. I even went to the trouble of buying a portable wifi hotspot so we could retain connectivity whilst traveling up the coast from LA to San Francisco. It cost a few dollars but nothing compared to the potential costs if we’d relied on the local networks for our downloads. We ALL had smartphones and we used them, pretty much constantly.
At work they can be a real boon, mobile access to e-mail, online searches on the move and that feeling that “you’re always in touch”. Trouble is, I’m not so sure that’s a good thing. Here are a few of the issues I have with how we are currently using our smartphones;
Selfie time. No please, don’t take another profile pic for Facebook, instead take a look at yourself properly. When was the last time you truly studied how you’re running your life. Heads up from the screen and take pen and paper to write a list of positive actions that can help you take back control.
Last year for the whole month of October I ran my #Offtober experiment. I turned off my smartphone at 8pm each evening and didn’t switch it back on until 8am.
The result of this simple step was improved sleep it also had a positive impact on mood and overall well-being. Like many of us I’ve since drifted back into bad habits but rather than wait for October to come around I’m going to set myself clear rules so I can get the benefits of the tech without the downside.
No doubt many smug readers, my wife included will nod sagely and say, I told you this ages ago. Well yes, you probably did but I was face deep in technology at the time.
Back in the early 1980’s a US sit com hit our screens and almost immediately became a hit. Centred on a small bar in Boston the show introduced us to a series of characters who were the regulars and staff of “Cheers”. The theme song was catchy and used the phrase “Where everyone knows your name”. One character personified this tagline more than any other. A large chap with ill-fitting suits, tie almost always askew and mop of curly hair, his name was Norm Peterson an *accountant played by the wonderful actor George Wendt. *In later episodes Norm becomes a house painter.
Each time Wendt’s burly frame stepped down the stairs and came into view he was met with a chorus of welcoming voices “Norm!”
That friendly welcome became one of the most popular aspects of this hugely successful show which ran continuously from 1982 to 1993 and produced a number of spin offs including Kelsey Grammer’s “Frasier”.
But rather than offer up a history of popular US sit coms I’m highlighting this specific element as an example of how we should be looking after customers.
Business owners and managers in the hospitality sector appreciate all too well the importance of knowing the customer and making a personal connection. Restaurants, bars, hotels, clubs they all rely very heavily on the power of personal recommendation and with the advent and growth of TripAdvisor they know they cannot afford to let standards slip.
Just for a moment put yourself in the role of a customer looking to use your business to buy or enquire about a product or service. If you’re a first time customer it’s highly unlikely that the communication is going to be as warm and familiar as that enjoyed by Norm but the objective should be to get to that level. Who wouldn’t want to feel that they’re recognised, remembered and ultimately valued by the establishments they frequent?
At a time when business is becoming ever more competitive and the winning of new customers more complex and costly, it’s logical to invest time to understand their experience, their needs and without being too intrusive more about them as individuals.
Starbucks are a great example of a business that invests in exactly that element of their marketing. You can buy a decent coffee in any one of a number of nationally branded and local establishments in most towns and cities. Why would you choose one shop over another? Some may genuinely prefer the taste of Costa coffee but the vast majority of us weigh up the overall experience.
The simple task of taking your name for the cup makes you feel as though the staff are taking a personal interest in you, yes it has a functional purpose but I suspect it was introduced for more reasons than you may think. Trying to remember hundreds of regular daily customers by face for the average person is quite a task but if you take their names you are adding a neat memory aiding process to the task and chances are they’ll not need to ask after one or two visits. Then how good do you feel when your name is remembered? Would you want to return to such a store? Of course you would.
Keeping with Starbucks their attention to customer’s behaviours extends to the queues waiting to place their orders. Ever noticed what most of us do when we’re waiting to be served? We reach for our smartphones, check our social media accounts, e-mail and then when we’re ready to place that order we scrabble for a wallet or purse. Noting this behaviour Starbucks developed a function of their smartphone App which enables customers to not only earn rewards and get free food and drinks but essentially pay using those phones they already have in their hand. Just look around at your average Starbucks and count the Apple Macs and smartphone usage, they understand their market and how best to engage with them. What I like about the Starbucks example is that they took the time to consider the customer experience and find a way to improve it. I also like the fact that it’s a great combination of offline and online but at the heart is the desire to make that trip to buy your coffee and snack that much easier. Of course it doesn’t hurt Starbucks to have an app that requires your personal details to register and use it but by now you’ve built a level of trust having been a “regular” and happy to share a little personal data.
For those of you now complaining that you don’t have “Star-bucks” to throw at such projects (see what I did there) don’t worry it doesn’t need to be expensive.
The best marketing and customer service solutions are often simple, common sense and can be implemented without breaking the bank. The essential part of this process is to initiate direct action and start taking a greater interest in that over used phrase the “customer experience”.
Here are 10 suggested steps to get things underway
1. Take time to stand back and become a customer of your own company, be honest and objective.
2. Look at what you’re delivering, break down the elements into stages.
3. How are customers responding?
4. Become more familiar with competitor approaches but avoid following their lead.
5. Build on the positives of the current offering.
6. Address the negatives.
7. Adapt to take advantage of the intelligence gained from the exercise.
8. Train staff to become more aware and develop empathy with the customer.
9. Introduce communication channels to keep feedback flowing.
10. Review and refresh regularly.
If this is an area that interests you or you would like more information please feel free to drop me a line.
Sunday is traditionally known as the day of rest, the day we stay away from thoughts of work and revert our attention to more leisurely pursuits. The need for rest and relaxation and diversion away from stresses and strains of our busy working lives make Sunday a perfect day but….
That’s not quite how my Sunday worked out for me.
This Sunday I spent the best part of the day harvesting dead wood from my office, organising myself and planning. It had been a little while since I’d last re-organised but I’m now determined to stay on top of all things real (paper) and virtual (e-mails and digital files).
It is quite amazing how much “stuff” we accumulate and what we regard as important one week but happily consign to the bin the next.
Staying organised takes discipline and the ability to make effective decisions. My biggest problem is fighting the inner hoarder in me – time to be more ruthless.
Of course the process and determination of what “truly organised” is will vary from person to person. They key is to feel on top of things and confident that matters won’t get overlooked and opportunities or deadlines missed.
There is a level of science and tangible evidence of the psychological benefits of having a tidy up in the office. So if you’re in need of a little more order in your life here’s a few tips to get things started:
Once you’ve finished remember you actually haven’t…being organised is an ongoing process. Keep on top of matters to avoid falling back into the bad habits of old.
The greatest advantage, once the job is done is the feeling of control and confidence you get from knowing exactly where things are. You can save a great deal of time and avoid the frustration of duplicating effort by clearing out the clutter and in so doing retain the knowledge of what you have.
For me a cluttered office results in cluttered thinking and working practices. A clean and ordered environment certainly improves my outlook and ability to cope with the ever increasing demands of the modern multi-tasking world in which we live. My weekend might feel a little shorter but the week ahead will prove far more productive as a result.
David Laud – Click Here to follow me on Twitter
I’m fed up with hearing that we’re living in “interesting times” we’re not. We’re actually living in the times outlined by Dickens in a Tale of Two Cities. I’m sure you all know the opening chapter of the book word for word but just to remind us……
It was the best of times, it was the worst of times, it was the age of wisdom, it was the age of foolishness, it was the epoch of belief, it was the epoch of incredulity, it was the season of Light, it was the season of Darkness, it was the spring of hope, it was the winter of despair, we had everything before us, we had nothing before us, we were all going direct to Heaven, we were all going direct the other way – [Extract from chapter I, A Tale of Two Cities by Charles Dickens (1859)
Anyone else feel the contemporary connection with these words?
2014 has presented as a year where we are seeing economic recovery, employment levels rising and an all over feeling of optimism, well so certain politicians would wish us to think. I’m not against a healthy bit of optimism, by nature I’m drinking from the half full cup most of the time but in reality there is still an awfully long and hard journey ahead for many businesses and thoughts of instant solutions are really not helpful.
If a business is going to survive and thrive it needs to have a strong realistic vision of its future, a plan for managed growth and control over its costs. Leaders of these businesses need to retain and recruit the staff that share a passion for making that organisation the best in its particular sector/ sphere of operation. It’s not easy, it takes time. Things go wrong, deals don’t come off, recruits fail to live up to expectation and customers can change their preferences at the least expected moment. What you shouldn’t do is panic. Retain the belief in the business and acknowledge that the World is partly mad and partly sane, you cannot predict everything nor expect to be continually on the back foot.
Even though we’re in what still feels to me like a futuristic date, 2014, the words of Charles Dickens in the opening of the classic Tale seem as appropriate today as when they were first penned some 150 years earlier.
Whether you do face the best or the worst of times I see it as a period for calm heads and a return to the principles of good solid business practice with, of course, the energy, enthusiasm, creativity and originality that will deliver sustainable success.
David Laud FCIM, Chartered Marketer
follow me on Twitter @davidlaud