Avoiding Quality Fade with Chinese Manufacturers

Tue, 06 Dec 2016 08:00:00 +0000

The China manufacturing machine is a force that can not be ignored. They have it as far as rapid and low cost tooling, volume production and quality output. But like any tool, used incorrectly the results can be disastrous.

7 Tips To Get Recall Ready

Sat, 05 Dec 2015 14:00:00 +0000

If you sell products – you need to be “Recall Ready”Like it or not Product Recalls are a part of business life.
Are you ready to run your first recall? If you are successful at selling physical products – there is a high probability that your business will encounter a recall at some stage. Poor recall implementation can kill your company; done correctly, your recall will be an opportunity to build brand value.There are a number of reasons we are seeing an increase in the number o
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5 tips to Avoid Strategic Partnership Mishaps

Sun, 24 Nov 2013 14:00:00 +0000

The make / buy /partner decision is one of the key decisions in growing your business. Forming effective strategic partnerships or alliances can be the quickest way to grow your business and reduce risk. Unfortunately “not all that gli

12 Tips for effective customer workshops

Mon, 18 Nov 2013 14:00:00 +0000

Seminars / workshops are a great tool to show thought leadership, promote your product/service and most importantly engage with potential and existing customers alike. Here are 12 tips to help you maximise the customer engagement/learning opportunity:Facilitate don’t Lecture - effective presenters engage conversation and guide the learning process, rather than talk down to audiences. The participants are your best tool, acknowledge them by integrating them & their knowledge into your deliv...

Simple Business Case Disciplines Can Save You From Yourself.

Sat, 09 Feb 2013 14:00:00 +0000

The “she’ll be right” era is gone; it is no longer good enough to make business decisions based on gut and napkin calculations.

Does your business use formal business cases t

Start With Why – Using PurposeTo Motivate Action

Wed, 06 Feb 2013 14:00:00 +0000

Simon Sinek’s book “Start with why – “How great leaders inspire people to take action” is a must read for all business owners and marketers alike. Be prepared to be inspired and start asking yourself what is your WH

Your Business is Customer Centric - Yeah Right!

Sun, 02 Dec 2012 14:00:00 +0000

Ineffective websites – not talking the language of customersMost businesses in NZ suck at marketing. They under invest in sales activities and in many cases waste marketing spend creating campaigns, websites and newsletters that do not appeal to their target audience.Too often the “just do it” drive and focus on “pretty” means businesses do not take the time to extract a powerful core message, “story” and purpose to drive their business and marketing campaigns. All this re...

A Strategy or a Goal? (Good Strategy / Bad Strategy)

Sat, 27 Oct 2012 14:00:00 +0000

A strategy is not a financial goal or a motivational slogan, it is a plan that has been developed to surmount a challenge, based on a considered choice, created from a thorough understanding of the environment you exist in.

GMC Business Model Canvas V2

Tue, 16 Oct 2012 14:00:00 +0000

Clarity and definition of your business model is one way to give your business an instant steroid shot. From a planning perspective it is also worthwhile exploring a range of “what if” scenario’s around applying different business models to your business. Prepare your Business as usual (BAU) canvas, then challenge yourself to look at new canvas mixes: different business models and make/buy combinations.The business model canvas is a great way to brief new stakeholders who work with...

7 Ways to Stop Wasting Time

Tue, 02 Oct 2012 14:00:00 +0000

Is your business focused on your Value Proposition? How much of your business activity is focused around adding value to your clients – i.e delivering your value proposition. The base logic behind Kaizen is removing waste, while optimising value to your clients.Prior to commencing the valuable process of eliminating waste I suggest getting great clarity around your core value proposition and what target market you are taking on as well as your strategy to maximise it.Kaizen or “Lean...

Redefining – employee commitment and work life balance

Thu, 13 Sep 2012 14:00:00 +0000

Too many employee’s have an entitlement attitude and its killing business owners – who’s fault is that the employee or employer?

The employee owner - divide is a constant chall

Don't let your public speaking skills limit your potential

Sun, 02 Sep 2012 14:00:00 +0000

Finding your voice– could be the easiest way to accelerate your business or careers success.Whether you are a business owner or executive trying to get ahead, your success will be severally limited unless you can master the art of public speaking.Standing out from the crowd is an essential element of success for people and businesses alike. Public speaking is one of the easiest and cheapest ways to stand out in the crowded market place. Whether it is how you speak at meetings or...

Better ways to finance your business than investment

Mon, 04 Jun 2012 14:00:00 +0000

So you are short of working capital (cash) for you business: Is getting an Angel Investor the best option? Most probably not. Should you get investment ready – definitely!

In most cases, the act of preparing for investment will eliminate the need to raise money. Companies that get investment typically will receive the capital to accelerate growth, not initiate it. Apart from having a realistic valuation expectation, being “investment ready” is simple, get clarity and focus aro

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Test your BHAG

Sun, 20 May 2012 14:00:00 +0000

What is the uniting force in your business? Running and working in high growth companies is hard work and we are often losing sight of what we are all about.Daniel Pink in his book Drive he outlined three core drivers for people: Autonomy, Mastery, and Purpose. (Note: For those who have not read this great book watch the 10 minute animated summary)Nothing binds a business like a clear and succinct BHAG (Big Hairy Audacious Goal) and a clear purpose. I am not talking about th...

Product Marketing – the missing discipline…

Tue, 15 May 2012 14:00:00 +0000

An effective Product Marketing team is most probably the best insurance policy for any new venture. For a trading company the Sales team and CEO’s all have tunnel vision on next quarter’s revenue. The role of product marketing is to build next year’s revenue and ensure that any investment in product development produces a measurable return. The finite definition of product marketing's function is variable, but it unanimously does include the full range of marketing...

Don't spend all your money on development

Tue, 08 May 2012 14:00:00 +0000

The process of selling costs and it takes time… A company without sales and a go-to market plan is a science project, not a business. It blows me away every time I come across yet another business that has a product all finished, patents applied for, accounts done, but no go-to market strategy or any sales to speak of – AND NO CASH LEFT.Worst still, licensing deals that have not taken into consideration cash flow and go-to market issues – AND STILL NO CASH LEFT.It disgusts me that all t...

9 Traits to Excite an Investor and Prosper…

Tue, 13 Mar 2012 14:00:00 +0000

Will your company get investor interest and, more importantly, will it prosper?Too many companies I see pitching for investment pitch a product or a technology, not a company. Fixing the product pitch is a relatively easy task in comparison to fixing the business pitch, mainly because most businesses don’t have a strategy or even a plan. Sorry, "build it and they will come" doesn’t count. Test your company against this list to see if you are investment ready:A product that we und...

Technician, Manager or Entrepreneur - E-Myth Revisited

Mon, 27 Feb 2012 14:00:00 +0000

Do you experience Exhilaration or Exhaustion daily?What are you? Technician, Manager or Entrepreneur?Too often people start businesses with great enthusiasm, then before you know it, the passion is gone and its just hard work.Michael Gerber’s “The E-Myth Revisited” book makes the point that to be successful in business we need to be master juggler of three functions Technician, Manager and Entrepreneur.Technicians – live in the present: Experts in doing stuff, craftsman at their trade...

Milestone Map-Plan

Sun, 29 Jan 2012 14:00:00 +0000

Need to communicate your business plan to attention deficit stakeholders? ... or perhaps just get smart feedback on your plan.Creating a one-page milestone map-plan on a chart is a great way to keep you, your team and advisors focused. With a small list of tactics and key measures you have a far greater chance of achieving your desired end result.Many business growth strategies fall apart at the transition point between creating key strategic themes and establishing a set of measurable tactic...

Creating Powerful Succinct Messages That Sell

Mon, 16 Jan 2012 14:00:00 +0000

Succinct communication wins every time in this instant time poor world - whether the end game is selling a business, an idea, a product or service or just communicating a plan of action.“It’s not what you say, it’s what they remember and can be bothered to pass on”The best material delivered in the wrong manner will go nowhere. Most people make their pitches too vague, too long and too boring. Hence they never get passed onto target audiences and never go viral.Below are my top 5 comm...

Link between simple strategy pitch and success

Sun, 04 Dec 2011 14:00:00 +0000

Link between simple strategy pitch and successCan you easily articulate your business strategy less than 60 secs?Most business owners get that they need a product elevator pitch for sales, but have you considered whether you have a strategy pitch for your stakeholders?Strategy without execution is just a waste of time. If your staff fail to “get” what your strategy is all about, how are they going to engage with it, think out of the box and work as a team to achieve the goals set out in i...

10 tips for creating interest in technology companies

Sun, 06 Nov 2011 14:00:00 +0000

Most deals are completed by not who we talk to, but who our audiences talk to... “Its not what you say, it's what they pass on that counts” The acid test of your pitch is did it get passed on and ultimately did it go viral.Talking in the language of our target audience not ours takes practice. If you are a scientist and/or technologist seeking endorsement and funding from investors, start talking their language.Here are 10 tips to creating effective pitches:Get attention be different ...

Differentiation for Services Coy's

Sun, 23 Oct 2011 14:00:00 +0000

My twin and I are different…So we all know we need to have a USP (unique selling proposition) - Elevator Pitch. But what about when you are in the services business ? …”we are the best” or a derivative of it “we are the leaders” fails miserably on the unique test.Unfortunately unless the output of your service is significant – it is useless at differentiating you, in fact doing a great job is what I call a hygiene factor – something any decent professional will give.Very...

Breaking the owner - employee attitude gap

Sat, 15 Oct 2011 14:00:00 +0000

How do you get employees to operate as though they own the business?This is an ongoing dilemma for all business owners.I have just finished an enlightening book on creating performing teams in this modern age by Paul Marciano - “Carrots and Sticks Don’t Work”This book should be compulsory reading for anyone who has staff.It’s amazing what people managing people, claim to know about leadership - but seldom practice.Paul has a way of bringing this point home with some simple questions i...

Pigs and Chickens - Business Model

Sat, 10 Sep 2011 14:00:00 +0000

Is your business a pig or a chicken?Harold Star’s book “Chicken and Pigs – Business Models and Competitive Strategies” puts businesses into 4 categories.These models are referenced by transaction frequency and revenue contribution from each transaction.My takeaways from this book are:Business models are about customers not end users, often people get these stakeholders mixed up. Customers are the ones writing the cheques. Few companies know why their customers came to ...

7 Stages of Developing a High Performance Team

Sat, 27 Aug 2011 14:00:00 +0000

Understanding Team DynamicsCreating and building effective teams has got to be the biggest challenge facing business owners. I am yet to find a business that is successful without getting this “people” stuff sorted. I recently found a great model for describing how team dynamics work.I had previously been aware of the work of the Grove guys from their work with "visual meetings" (good book btw), but I was unaware of the fact that in the 1980’s David Sibbet and Allan...

Do you have proof that your product will sell?

Sat, 20 Aug 2011 14:00:00 +0000

Starting a new business or product line? Have you validated your market yet?Do you have enough facts to convince a complete non-emotional stranger that once you have built your product or service that people will buy it and you will make enough money to create a business?We all too often fall into the common trap of thinking that we have come from the industry, so we do not need to do any validation that customers will actually want and more importantly buy our product.Too many businesse...

90 Sec Elevator Pitch Template

Tue, 09 Aug 2011 14:00:00 +0000

Going to a networking function and decided you want to nail your elevator pitch … try this format out for size.Build your 90 sec elevator sales pitch with sound bites - (10 – 15 sec succinct statements). These are newspaper headlines not a full novels, cut the jargon and keep it simple. Contrast (before-after or with-without) combined with a specific customer story is the most powerful.Do not forget you need to get attention – Stand out from the crowd – Take a stand. ...

The Entrepreneurs Guide To No - test your last decision

Sun, 05 Jun 2011 14:00:00 +0000

Being in business is addictive and just like alcoholics, business owners loose objectivity –wasting too much time on the wrong idea or activity. It’s my ambition to accelerate the growth and failure of NZ companies by removing clutter and simplifying business growth. For most business people I speak with, it’s not a lack of ideas or things to do, it’s about deciding what NOT TO DO.Do not end up being a great jockey, riding a lame donkey. Success is just as much about keeping an ...

Straight Talking Strategy - Rockefeller Habits

Sat, 28 May 2011 14:00:00 +0000

“Mastering the Rockefeller Habits – What you must do to increase value of your growing firm” by Verne Harnish was referred to me by an entrepreneur who thought it was my style of book: pragmatic, full of useful tips and to the point. He was on the money, in fact I found the book addictive – I could not put it down. For me it went well beyond the promise of another one page business plan template to consider, its goes on my top 10 must read business books list.What I liked was the...

Why do business people speak like idiots?

Sat, 16 Apr 2011 14:00:00 +0000

Before you hit send on that next memo, or deliver that speech or announcement to your staff, or write that next PR release – check for bullshit!Ok look at your last piece of prose: did you include any of these words “Best of breed, centre of excellence, paradigm shift, results driven, socialise”?Fear and Peer pressure it seems is the main cause for most business people to use this strange version of the English language.I have just finished reading “Why business people speak like idio...

Forget Motivating Staff With Incentives - Pink Drive Review

Sat, 02 Apr 2011 14:00:00 +0000

Are your staff on board or not? Do a quick test – sit back and listen to how your staff talk about your company. Is it in terms of “we” or “they” – this is a good barometer as to whether you have engaged your staff or are controlling them.The old days of control, carrots and stick have gone – they simply do not work. In fact research shows giving people extra rewards for work is not a way to motivate them in the long run. It works the first time, then they...

GMC Business Model Canvas

Sat, 12 Mar 2011 14:00:00 +0000

Often business owners get distracted by the complexity of their own business and end up wasting time and energy working on the wrong stuff. The business model canvas is a technique that documents your business model with a simple diagram. I have found it invaluable in helping businesses gain greater clarity about what activities add value to their business.Having now used the canvas for some time, I have generated my own version of it, that better suits the type of businesses I have been work...

Loyal - Trusted Networks Don't Just Happen

Sat, 05 Mar 2011 14:00:00 +0000

Have you ever sat back and analysed your business network and assessed who gives you referrals that result in clients – one’s that pay.Building a collection of names – EasyBuilding relationships – Good Fun!Building a powerful referral network that results in $ales – ????In my case, excluding existing and previous clients, I have received more referrals from one person, than the rest of my wide network put together .This concept has had me thinking lately as to what defines and diffe...

Running Lean – Business Canvas Variant

Sat, 26 Feb 2011 14:00:00 +0000

Running Lean (e-book) attacks the problem of how to grow web start-ups. Ash Maurya has taken my favourite business model tool “The Business Model Generation” and tweaked it to meet his need of web SaaS companies. For me this book was almost two books in one, peppered with some great tips on going companies: 1) A variant on the business model generation for SaaS companies– the Lean Canvas2) A form of the agile d...

Value Propositions - Revisited

Tue, 22 Feb 2011 14:00:00 +0000

Lack of clarity in business around what value they offer their clients or whats important to clients can be fatal. It has been so refreshing to recently read the 37Signals Rework book . Here is a company that has been a raging success by focusing on keeping their applications simple – under doing their competitors on functionality.To often we lose sight of our most important stakeholders our customers are we focusing on what is important to them.Yes yet another post on value propositi...

Rework your perspective on growing companies

Mon, 14 Feb 2011 14:00:00 +0000

Jason Friend & David Heinemeier Hansson are founders of 37signals – home of products such as base camp, high rise and creators of the “Ruby on rails” revolution. The 37signal’s team created software products that are used by millions of people, by doing stuff different. They provide simple tools for people like them, with basic problems. They have not designed a product with more feature s than their competitors. They focus on delivering fewer features, in a ...

Ten Steps to Business Success

Sat, 11 Dec 2010 14:00:00 +0000

1. Have clarity in how you add value to your clients – focus on that. Leverage your point of difference2. Identify your target beachhead market – the people who you can make the most money from, in the easiest possible way (a list of list than 100 clients)3. Ensure your business model is robust and sustainable – i.e you make money4. Create a one page business plan.5. Employee the smartest people you can afford, ideally smarter than you, always hire based on values and personality ...

Simon's tips on boards

Tue, 07 Dec 2010 14:00:00 +0000

Some great blog posts by Simon Telfer (co-founder of Springboard NZ) - on boards that are worthy of a read.Words for the wise- some great quotes from experienced board members ... I like this one best"Good news is written succinctly. Bad news is wordsmithed." read the rest here>Finance on Full Beam - “It’s like you’re speeding down a country road at midnight with only your park lights on”, Simon commented to a client...

Desirable Personal Attributes Of Board Members

Wed, 01 Dec 2010 14:00:00 +0000

What characteristics do you look for in a potential board member?To effectively address the needs of an emerging enterprise, the most effective board members will exhibit the following personal qualities:Emotional stability - with EGO in controlStrong interpersonal communication skillsPattern recognition skills – "ability to sense trouble ahead of time"Ability to partnerInvestment and hands on operating experienceA strong network of business contactsAbility to mentor the CEOAbility to view pr...

The power of great boards for SME's

Tue, 23 Nov 2010 14:00:00 +0000

Boards: Leadership - Value Add or a Necessary Overhead?There is still mystique and miss-understanding what relevance boards have for SME’s.Do you have a high performing board, inspiring your business?SME business owners continue to shy away from establishing or maximizing the value of their board or advisory group. These business owners are missing out on the most cost-effective business tools.For many, it could well be a throw back from what appears to be era of dysfunctional corporate boa...

Magnetic Cultures - the Netflix Example

Sat, 30 Oct 2010 14:00:00 +0000

Some businesses are magnetic in their cultures.At a recent facilitated strategy day, when I gave an example of a company's value set, the development manager immediately said - "I want to work for a company like that". We subsequently went on and revised their culture -value set and used phrases like "We dare to be awesome"So is your company's culture magnetic attracting the right people and more importantly are you managing to your stated culture.Below is a link to a great insight ...

Branded Culture – Burn the rule book - MORGO Diary Note 2

Wed, 15 Sep 2010 14:00:00 +0000

How often do we end up with policy and rule making , getting in the way of running our business?How about throwing away the rule and policy books and replacing these finite sets of rules with “branded culture” or philosophies. How often do we get “ do we have a rule for this ?” …. The trouble with rule books is you can never have a rule that covers ever instance. The issue with many company policies are they get out of control and just waste manage...

Lighting Small Fires–When do you get investment? #MORGO Diary note 1

Sat, 11 Sep 2010 14:00:00 +0000

NZ Business Superstars Bare all at MORGOIt’s true behind every success there are near failures. Making a go of it in emerging business space is hard yards and certainly not for the faint hearted.MORGO is an inspirational gathering of NZ Entrepreneurs sharing stories and insights of success and failure. While the real gems are reserved under Chatham House rules of the event there is plenty to share that will not embarrass or incriminate. But I have compiled a small series of blog posts to sh...

Don’t Confuse Networking With Card Swapping

Sat, 14 Aug 2010 14:00:00 +0000

Networking TipsEffective networking is one of the best ways to build your business yet so many people do it so wrong.The number one failing by business people is the delusion that – card swapping equals networking. Card swapping benefits two parties – the printing industry and the cleaners.At your next networking event spot these people:

Homer Simpsons: Hanging out with their mates and eating and drinking. – Just go to a barStalkers: Hounding the most famous person in the roo

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Documenting and Developing Business Models

Wed, 28 Jul 2010 14:00:00 +0000

The “Business Model Generation” methodology is an essential aid to all business owners and consultants, who want to document, communicate and brainstorm businesses models in a succinct manner.The book “Business Model Generation” by Alexander Osterwalder & Yvess Pigneur provides great examples of how to document business models, along with methods to brainstorm innovative changes in business models for existing businesses.If you like visual aids, then you are going ...

Winning Culture’s: Don’t blame the staff – who's running the show

Fri, 25 Jun 2010 14:00:00 +0000

I listen with interest to many CEO’s complain about the performance, accountability and attitude of their staff. In most cases these CEO’s are so focused on being busy and doing it all themselves, that they are missing out on some basics. Here are 4 quick tips to fix general performance issues:Get clarity around what success looks like for you and your customers, eg “we make the car go faster”.Define and manage to a culture set. Call it values or call it a manif...

6 laws of successful pitching

Tue, 01 Jun 2010 14:00:00 +0000

Gail Geronimos - Achaeus - Australia sings from the same hymn book with her sound words of advice to those pitching for investment.On Gail's blog you can download a paper detailing her 6 laws of investment pitching. Check out her blog at www.pitchingtoinvestors.com Here is a quick teaser summary: - with my comments law 1: Understand the investor - is this the next, "best" investment for them - "so tell us about the investment not just your product"law 2: Have a good bus...

Why - how - what: How great leaders inspire action

Sat, 22 May 2010 14:00:00 +0000

Tapping the emotional core of decision making is proven to be more effective than the logical brain.I am consantly challenging entrepreneurs to pitch- present "what " they do - in terms of outcome, rather than "how" they do it.It appears the default way all "craftsmen" speak is to talk about their craft. Hell thats what they are expert in. So we oftern hear "What great technology we have" rather than, "this technology solves this mega problem" and bet...

Advisory Groups - Startup tips

Sun, 28 Feb 2010 14:00:00 +0000

Advisory Groups: for governance virginsSome notes for those who are already convinced outside advisors will add value… but haven’t quite got started yet!Advisory Group or Formal Board or Not for Start-upsFrom a start up point of view get going with an Advisory Group (AG) first, rather than a formal board. When is to soon …never!Why? Experienced directors will not want to sign up to become a formal director, without having a good look under the hood. As a formal director ...

Investment Pitch - 6 must haves