CREATING A NATURAL SUSTAINABLE GROWTH ENGINE

CREATING A NATURAL SUSTAINABLE GROWTH ENGINE IS LIKE CREATING AND NURTURING AN ECO-SYSTEM

The natural progressive biodiverse environment required for longevity

A “Natural Sustainable business growth” land is a far cry from “force feed” shareholder and VC driven culture.

More holistic, organic, less GM perhaps ?..Certainly more collaborative, symbiotic, mutually beneficial and interdependent.

A natural, lush expanse of grassland where many types of grasses, flora and fauna can co-thrive.

More communally and culturally diverse,non-judgemental,mutually inclusive…no enforced short term commercial goals that benefit  few. More collaborative, co-operative “honesty” sessions that are naturally aligned with the carefully defined, long term corporate and product brand goals.

Less prejudice, mutually beneficial guidelines rather than controlling forces ; less “fear of failure”, no establishment  spraying pesticide or insecticide to protect or safeguard the food chain of any one species.

Cleverly disguised aggressive , self-interested greed and “benefit society” idleness are diligently and mercilessly weeded out. So much more commercially “fit” and ROI focused than the “force feed” model.

Ideally, a strong, visionary culture with a no-nonsense matriarch or patriarch who presides and empowers the trusted circle is needed. Traditional family or founder focused companies that have strong governance can continue growing for centuries. Cheap “sell outs” or “buy outs” that benefit the few need to be scythed or mown down. Even the greenest, purest and most holy and holistic (i.e.Body Shop and Innocent Drinks) have arguably sold their souls to the less virtuous MNE shareholder kingdom.

The spacious company garden needs to be alive, harmonious, adventurous, with fresh, fast flowing revenue streams and abundant with experimental net contributing vegetation from other lands or planets.

This model garden can also have quiet idyllic zen corners for mindful reflection or meditation, where tribe members can re-resource, find their inner peace or just relax and think.

Forever green and forever expansive and outreaching

Eco-systems that do not reach out for global or extra-terrestial inspiration may not be prepared for an all consuming alien invading species. Fertile, ambitious, global companies can more readily spot, pre-empt and combat the alien challenge if they are operational in the alien’s native market and have meaningful overseas strategy partners.

Fast thriving communities may also embrace and mould AI and other technological elements in pursuit of continuous improvement.

After all, most inventions are copied or originally inspired or sourced from the plant or animal kingdom. Progress is a kind of virtuous, virtual evolutionary circle.

Green organisation focused group governance

Big decisions are frequently pre-scrutinised and soft tested by the inner and outer tribe.

Tribe members must be devoted, talented, resilient, restless, confident and outward-looking. Selection and promotion is rigorously scrutinised and overseen by the inner trusted circle : The Pack

The Inner and Outer tribe take responsibility for grooming the younger generation to subscribe to the corporate mantra, so that their role functions progressively better. A fertile, fun, spontaneous spirit of closed loop continuous improvement is critical for embracing growth ambitions. Personal, bespoke physical and mental biologically atuned fitness programmes can help enable individual tribe members to realise their own natural ambitions. If they flourish, the tribe also flourishes.

Each member can in turn become autonomous and self-sufficient in order to survive longer alone in the wild and overcome obstacles, as an integral member of the tribe.

Lead hunters need to be naturally “super fit” in mind, body and spirit in order to provide abundantly for the tribe. Like athletes, they also need rest and “recharge” sessions.

Built up “so-called sophisticated” modern society management sometimes do not equip their sales “food” providers with the right tools and increasingly opt to reward them on a results or commission only basis, preferring to reserve the “fat cat” privileges for themselves and their financial beneficiaries. Such organisations frequently fail to generate natural sustainable growth and lack longevity as the best hunters are not rewarded sufficiently and migrate to new pastures.

Species that survive in the jungle do not carry passengers. Yes…a little too Malthusian and uncomfortable for many … Every member needs to be a progressive, positive net contributing force and may also be aligned or associated with other tribes in strange green pastures, so that new breeds of fertile ideas are spawned from afar.

Tribe elders need to co-exist, compromise and trade as harmoniously as possible with neighbouring or competing tribe leaders. All tribe members have to follow suit and back awkward decisions that need to be taken quickly by the matriarch or patriarch.

Personal Enlightenment

The company as a whole is stronger if tribe members fulfil their global, holistic life dreams. “Google style one day off a week” for personal career projects reinvigorates the mind and soul and generates renewed team energy.

Flexible, re-resourcing, refreshing vacation time reaps rewards. Themed “on project” team day outs invariably foster fertile creativity and symbiotic teamwork.

Why not incentive the best performing sales persons with fitness and “recharge” sessions on natural islands with 1200 herbs and fragrances ? Like athletes, they also need to sharpen the senses and be pampered.  Fit, sensual sales and marketing persons are more in tune with their customer needs and deliver more consistently.

Exotic, aromatic, dynamic flora and fauna types need to flourish in their own natural way and need to have room to express themselves. Wild, wondrous, eccentric ideas should always be celebrated. Earthling young now aspire and expect this.

They need to be encouraged to travel like our busy bee Victorian ancestors who came home with creative ideas and populated British landscapes such as Kew,Trentham Gardens and Westonbirt  Arboretum with foreign species

Young bees still need natural light touch guidance from other tribe members. As a general rule, elite performers, like elite athletes, know what they need and where to find the sharpest tools and inspiration.

NSGG Sum up

Once the optimal, natural company eco-system is aligned with the company’s DNA and “raison d’etre” and the natural growth parameters are in place, profitable, sustainable revenue growth can take place rapidly and more vigorously.

Meticulous planning and preparation is always needed. Seasonal planting and harvesting patterns and crop rotation need to be optimised.“Farmer” and “hunter” types need to be financially proefficient and rely less on conservative “FD” types with minimal “in the ground” exposure.

Radical re-landscaping is sometimes required.

Ambitious mind set, Return on investment focus & pre-set success metrics always needs to tracked, and visionary brand integrity should never be compromised.

Author: Charles Smee, Founder and CEO of Transaction Focus and “Natural Sustainable Business Growth” specialist

Should every business person in Europe be keen to stay in Europe ?

DO WE KNOW THE TRUE ECONOMIC IMPLICATIONS OF LEAVING EUROPE ?

Dr. Rebecca Harding’s statistics highlight the benefits of increasing business with Europe.

Business needs Europe

•“I’d rather have 1% growth in a market worth £33bn than 10% growth in a market worth £5bn”
•Trade and the prevention of war are the basis of the European Union
•Trade with Europe is worth £301bn to the UK economy
•The value of the Euro is closely correlated with its trade and its trade with the UK
•The value of the Dax and the FTSE is closely correlated with European trade and trade with the UK
•Skills are highly correlated with high-end trade

 

UK’s top 20 import partners

 

Can anyone share conclusive evidence to counter Dr. Rebecca Harding’s statistics..?

Rebecca Harding – CEO, Delta Economics

Description: Rebecca Harding

Dr Harding is an independent economist, Founder and CEO of Delta Economics Ltd and Delta Economics Forum LLP. Recent clients of Delta Economics have included HSBC, Grant Thornton, HSBC, Microsoft, Prognos, the International Labour Organisation, the OECD, the European Union, Regeneris, BMAS (the German Ministry for Work and Social Affairs), the Women’s Enterprise Task Force, Prowess, the National Women’s Policy Centre and several of the Regional Development Agencies (www.deltaeconomics.com). In June 2008 she was awarded the Prowess Women’s Enterprise Researcher of the Year award and in June 2010 was admitted to the Worshipful Company of Management consultants.

You Outsource Your HR & IT, Why not Sales Outsourcing?

As a business owner or corporate executive, you must ask yourself, how can I turn over my company’s sales to an outside firm?  Sales is my lifeblood, it’s the company’s family jewels. I can’t possibly let someone else develop, manage and run with it, or can I?

Who will own the relationships with the clients? Will I lose control? What happens if something goes wrong?

Industry experts acknowledge that  business process outsourcing has become a standard business practice. Outsourcing functions like logistics, administration, help desk/ IT, payroll etc. can save you as much as 20%. What if outsourcing your sales functions could save you 30% in acquisition cost…AND INCREASE SALES REVENUE AND PROFIT MARGINS?

Total Solution Delivery

Are you tired of interviewing sales candidates due to turnover? Are you frustrated because forecasting and reality have nothing in common? Are you concerned that your salespeople are selling less, discounting like crazy, losing clients faster than they bring new ones on? By partnering with Sales Focus Inc. you can do what you do best and allow a results proven company do what they do best.

 


Business Process Outsourcing is making up over half of all outsourcing dollars spent in the market.  Sales Outsourcing makes up approximately 20% of the total outsourcing revenue with a 30% annual growth rate!

More and more companies, both large and small are looking for outsourcing providers who can bring value by;

  • Reducing their “Cost of Sales”
  • Increasing the Speed to Market
  • Scalable Sales Teams Able to Grow or Shrink Instantly
  • Improving Productivity of Existing Sales
  • Reducing the Turnover Rate
  • Increasing Client Acquisition and Satisfaction
  • Shortening the Sales Cycle

 

 

In studying some of the most productive sales teams in various industries, a core of key principles, beliefs, skills, and practices becomes apparent with those of the top tier. The best sales teams exhibit an energy, cohesiveness, and structure of process that allows them to dominate.  Here we will examine what choices and decisions you need to make in choosing your Sales Outsourcing provider so your company can focus on success.

REMOVE “TOTAL SOLUTION DELIVERY”

  1. What is Sales Outsourcing?

 

It is the transfer or development of sales resources, including all overhead expenses, such as recruiting, payroll, insurance, commission management, equipment, training, including the management responsibilities to an outside organization.  The outside organization, the outsourcing provider, has the responsibility to manage the sales team to meet corporate expectations and achieve results.

 

  1. What is causing an increase in demand for      Sales Outsourcing? 

 

“Sales Expertise” – Many organizations are launched by engineers, financial or operations type professionals.  They are able to grow a business to a certain level based on their expertise, but in order to achieve their next level of growth they need to look outside of the organization to find sales & marketing guidance and direction.

 

“Keeping a Focus” – Many large organizations have existing sales teams in place.  If you put too large of a burden on your existing sales team with new products, new geographies or new targets, they will lose their focus!  Using an alternative channel, such as a sales outsourcing organization allows a focused sales effort on a particular market segment or product.  Dedicated sales teams focused strictly on the SMB marketplace. Keep your existing teams focused on the big deals.

 

“Tactical Revenue” – Sales Outsourcing solutions, which range from advisory services to outsourcing services, focus on developing Tactical Revenue Plans that will help companies achieve the next level of growth quickly.

“Cost of Sales” – If an organization looks at the true cost of building, supporting and managing a sales force they would be surprised.  Many companies can’t tell you what the true “cost of sales” really is.  Sales Outsourcing offers clients a “fixed” cost of sales solution.  The average cost of sales outsourcing is much lower than developing your own sales team!

“Speed to Market” – Another factor is time to market, it’s much quicker for an outsourcing provider to have a well trained and managed sales team out the door making and closing business than to organically grow a team.  Outsourcing providers are constantly recruiting and have Sales processes in place and can produce results with “feet on the street” in 45 days or less.

 

 

  1. How does a business know it’s time to look at      sales outsourcing? 

 

If your organization needs to roll out a new service or open a new territory, Sales Outsourcing solutions provides a much quicker solution and allows their existing sales team to maintain their focus.

Or, if you currently don’t have a sales force in place and decide it’s time to grow.

Or, if your company has experienced one or more of the following problem areas like Stagnate Growth, High Turnover Rates, High loss Ratio or Low Margins.

 

  1. How large or small can a company be to      implement Sales Outsourcing? 

 

Most small and mid sized companies require assistance in generating tactical revenue strategies.  Large organization, Fortune 500 companies, also need the speed and flexibility of sales outsourcing where they can launch a sales force in a new territory in less than 45 days then have the ability to scale the project at a moments notice.  Large organizations with existing sales teams need to keep their sales people focused and not introduced too many new products or change direction too quickly.  Sales Focus is flexible to meet the demands of a changing economy. Feet on the street in less than 45 days across the US or global!  Scalable, flexible and focused!

  1. What differentiates Sales Outsourcing      companies?

 

Sales Outsourcing is still a growing industry that is becoming more and more crowded with new competitors.  It’s important to verify that the organization has had success in the development and launch of several sales teams.  They should have a minimum of 10 years experience in growing companies.  The Sales Outsourcing provider should have a clear understanding of vertical industries and the knowledge of differentiating between selling products and services.

 

If a technology services company needs to launch a sales team, the Sales outsourcing organization needs to have a strong understanding of technology and solution based selling techniques before they can effectively build and launch a sales force.

 

They must also possess strong sales organization development capabilities and have their sales processes well documented along with a solid launch process to get the team moving quickly.

 

Conclusion

In today’s aggressive environment, sales outsourcing assists companies in going to market quickly and effectively and provides them with an overall competitive advantage at a reduced cost of sale.  A true win/win solution.

 

Author:- Marilyn Horwath – Sales Focus Inc

Do you make sure your audience is at peak mode before you start training?

MIND FOCUS

You do not have to be an NLP practitioner to know that Self belief and psychology is a key element of sustainable sales success.

At Transaction Focus, we take this notion a little further.

Just as Michael Jordan (the greatest basketball player of all time) always made sure he was in peak mental state before every match, we believe that sales people should be in a peak, ultra receptive and absorptive mode before sales training is delivered…or even before they conduct self study themselves.

We all know that there is no longer any place for “sheep dip” training.

Like sports professionals, business people also need a creative, inspirational blend of training, coaching and mentoring at different times of their career.

Sir Clive Woodward OBE, in his post analysis of Team GB’s Olympic success , spoke of how gold medallists are self-managed “sponges”, who know how to extract the best from their support staff at key times. They are meticulous and know the tiniest detail about their competitors.

Sales and Marketing professionals need to become a little more serious and obsessive.

If you have team members who are being more “rock like” i.e. not “spongey” enough, maybe  you should prescribe some hypnotherapy, NLP and Advanced Thinking  techniques to unlock the substantial subconscious brain power that we all have …locked away and underutilised..!!

There is no point spending time training them if they are not in “peak absorption mode”.

If you choose to, you are not only waisting human and capital resources, you are diluting the sustainable strength of your entire team.

Author:- Charles Smee, Founder of Transaction Focus

Is True Diligence required in the Art World ?

ART DILIGENCE


The international art market is booming, auction records are tumbling and contemporary artists have become superstars in their own lifetime. Art has become the billionaire’s must-have new toy. The rise of the international art market is in direct proportion to the rise of  luxury markets and the new economies of BRICS countries such as China and Russia.

As the art market has become globalized, the fact that it is an unregulated market becomes increasingly problematic in the context of authenticity and provenance. Time was when auction houses knew most of their clients but these days the profile of auction buyers is increasingly fragmented, diverse and global. Questions such as how can the seller of a valuable work of art be trusted are suddenly just as pertinent as the issue of provenance and the authenticity of a work of art.

Due diligence in global art transactions within the opaque marketplace of the art world has come of age and is proving to be a required necessity these days. Buying art has become a much more complex process and less well-known buyers are now emerging from countries that didn’t used to participate in the market. Specialist art lawyers are rare, and the skills needed to undertake Art Diligence require not only a knowledge of the art market, but a knowledge of the Due Diligence process for major business transactions.

Art Diligence serves individuals who can become stuck in the mire of a complex art deal by drawing on a combined network of specialists from the fields of non-financial Due Diligence, able to conduct background checks on individuals and assess the market conditions of a particular country, as well as from the international art market who understand the issues of provenance and authenticity. “The art world feels like the private equity market of the 80s and the hedge funds of the 90s” commented one New York collector and financier, “It’s got practically no oversight or regulation”.

Art Diligence works with art consultants, art lawyers, the Art Loss Register, artist foundations, and art specialists at the major auction houses of Sotheby’s, Christies and Bonhams as well as the  major dealers and museums in London and Europe.

Author:- Claire Brown, Founder of Origine Art002_2