Coaching for leaders in the tech industry
I’ve had a couple of experiences this week where promises made were not kept. One was a promise about funding for a voluntary organisation, the other a promise to change a procedure to allow more time for comment and input. How do you feel when a promise or a commitment is broken? I know I…
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Recent news is that BT is buying a mobile phone company – it looks like they will chose EE over O2 Those of us with enough grey hairs will remember that BT used to have a mobile phone business, and unless I am mistaken it was the business that formed the basis of what is…
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Last week I was introduced to a team of three directors who have fallen out with the 4^th director, who is also the largest shareholder in the business. This team of 3 merged their business with the larger business owned by the 4^th director some time ago, and things have not worked out as they…
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When I ask a business leader “What was your revenue last year?” I’ll get a number as the answer. That tells me a little about the business, but from a business value perspective I want to know a lot more. The next question is “How many active customers do you have?” This often leads to…
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Most business leaders focus on the revenue line of the p&l and are targeting increased revenues month on month and year on year. What I often find is that the business only focuses on one element of revenue growth, that which comes from new customers. Existing customers are “taken for granted” in the revenue plan. They…
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Many business leaders have to choose between buying and leasing when investing in capital equipment, whether that is plant and machinery, a building or vehicles. In the early stages of a business, the decision is often made for you,. You can’t afford the cash commitment to complete the outright purchase so you have no choice…
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In many businesses there no real selection or filtering of customers. The focus of the business is on attracting prospects through marketing, and then converting those prospects into customers through the sales process. Good marketing will (of course) be targeted or aimed at a particular customer type or group (and if your marketing is not focused,…
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In 2014 there will be a number of business owners who want to exit. Many of them would have liked to retire five or six years ago, but could not do so in the middle of the credit crunch. There’s an opportunity for the smart business to take a step change in growth, but it…
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Every year all the children get excited because Christmas is coming, but all the retailers get stressed because Christmas is their busiest time of the year. In the US their busy period is from Black Friday (the day after Thanksgiving) through to Christmas. Wikipedia tells me the name comes from the appearance of the crowds…
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I was reminded of this yesterday by discussions in an all-day meeting planning the future of the organisation. We’re taking a new direction, investing some additional funds and resources to increase and re-shape our marketing so that we can win new business. The meeting yesterday focused on the strategy in the morning, then the tactics…
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