As an owner or manager of a small business it's often tempting to do as much as you can yourself to keep costs down, rather than seeking expert advice. And now, given all the information that's freely available it's tempting to think that with a little time and effort there's money to be saved - whether it's using an online template to draw up a contract or doing the tax returns.
Trying to do it all yourself can be counterproductive. Trying to save a dollar here and there might end up costing you much more if you make a mistake. Also you can spend hours trying to understand something you're not familiar with when two hours with the right expert would save you that time and you would have it right.
Denise says there are four key advisors that all businesses should have:
Lawyer
A lawyer is essential to ensuring all business documents are set up to protect your business such as contracts, trusts or wills. While it's fine to use a template for a contract always check it with your lawyer before you use it with another party. Remember if you do begin to refer to a contract it usually means all trust has gone from the relationship whether it's with an employee, employer, supplier or a client so it's important to have it right. This is also a sign you should seek out your lawyer.
Accountant
Your accountant will keep you up-to-date with your tax obligations and provide advice on the best way to structure your business. Businesses should talk to their accountants at least twice a year. Three months (or more) prior to the end of the tax year, so you are aware of your obligations and at the end of the financial year, so you can learn what you can improve on for the next year. Accountants also often have good ideas on how to free up cashflow because they have an objective view of the business, specifically your profit and loss and your balance sheet.
Business Coach
A Business Coach will help you draw up your business plan, set goals and keep you focussed on why you are in business. They act as an independent sounding board and will often ask the questions that you have not considered, including the best time to seek expert advice. A coach holds you accountable to your business plan and will ensure you are working on making your business successful, not just working in the business.
Financial Planner/Insurance Broker
These can be the same person or separate. A financial planner will help you plan to reach your long term financial goals. An insurance broker will help you consider your risks and decide on protection whether it's professional indemnity, vehicle or equipment insurance or income protection. You may decide not to take all insurance options, but you should make a conscious decision about what you need, rather than making a decision by default.
Monday, March 16, 2009
10 Steps to Growing Your Business and Profits in a Recession - By Mark Tobiassen
Ever wonder why some businesses seem untouched by the current economic quagmire? In fact, I bet you know of a few business owners who have consistent bottom-line improvement, regardless of the market. By following the 10 step formula outlined here, you can begin outperforming your competition immediately.
Note: the first step is applicable to all; however, the other steps may affect individual businesses differently.
Step 1: Mindset
There are dozens, if not hundreds, of books and audio CDs on the subject of the importance of keeping your attitude and mindset positive. The big questions are, first, ‘why should I do this?’ and second, ‘how?’ First, let’s discuss the ‘why’.
How many people do you know who have an attitude that seems negative, no matter what day it is or where you meet them?
This type of personality can drain the energy of an entire room. Negative thoughts are like a virus; they move in, replicate and attempt to take over healthy host. Positive thoughts are the antidote and spread just as quickly. Choose to be a cure not a cause!
The question is, how can we keep a great attitude all the time? Frankly, we can’t. We all have upsetting or distracting events occur throughout our day.
The trick is how quickly we choose to catch ourselves and turn our attitudes around. And as for the ‘how'? Keeping a positive attitude is a choice. Positive people read different books, they listen to different things in their car while driving, they hang out with other positive people, they hire only positive people in their company.
Step 2: Planning
Ask yourself this question: is my five-year business plan strong enough to support my family, even in the face of disaster? Is the plan accurate, and will it provide my family the lifestyle we have always dreamed of? Do five years seem too far off to plan? Start with a year.
You can be assured that all great business people have consistently done a good job of planning out at least one year in detail and five as a skeleton. In addition to having a solid 1-Year Plan in place, they take the next logical step of breaking that plan down into four manageable chunks of 90 Day Plans. But wait, even 90 Day Plans are not enough! You must then drill down even further into Weekly Action Plans.
Just imagine how powerful it would be for your company if every employee had a clear understanding of the most important 4 or 5 activities they must deliver on each week!
Step 3: Financial Mastery
In my experience, 90% of business owners do not understand the most important numbers of their business, the real bottom line. What could be more imperative than knowing the margins your company makes on every product or service you deliver? Do you know whether you are currently spending above or within your means?
In these tough times, it might be smart to look into re-negotiating the lease on your building, or to ask your credit card company to lower the interest rate on any balance you carry. Consider strategically taking advantage of early payment discounts to some of your vendors.
And lastly, it is always a good practice to have a personal budget for your household. But in this area, remember to never make any payment before it is actually due unless early payment discounts are to your long-term advantage.
Step 4: Manage Your Cash Flow
A company may seem profitable on paper but also suffer from low cash flow. When looking at your numbers, keep a few things in mind: It is simply smart practice to keep your inventory clean and lean, as low as it can be without sacrificing effective delivery to your customers.
Take a close look at your payment terms for suppliers. Are your overtime dollars necessary, or at least under control? Are you taking advantage of flexible work schedules to possibly reduce some fixed costs for salaries?
Step 5: Marketing
There are two targets for your marketing efforts: one is focused on getting new leads or prospects, and the other on retention of your existing clients. Far too many business owners focus 98% of their time and resources on pulling in new customers.
Considering the fact that it’s six times more expensive to get new clients, shouldn’t we spend considerable time and effort on keeping the ones who already like us, trust us, and buy from us?
The answer is a resounding yes! When you are ready to pursue new business, make sure you have a great system in place to track every lead that comes into your company.
Your marketing budget could be reduced, or at least better focused, when you have the data to know which marketing strategies are successfully feeding new business your way.
Step 6: Sales
The bottom line here is simple: train, train, train. Make sure you have the most talented sales team in New Mexico, and that your staff has performance goals and accurate information about the current performance of your business. Your sales team must also be RESULTS oriented.
It is imperative that every sales person is a strong contributor, or it may be time to start recruiting. After all, there is a lot of great talent looking for work these days.
Step 7: Fundamentals
Now more than ever, you must have the right team in place. You and every member of your team must be effective at making good time management choices. To this end, it could be cost-effective to provide your staff with a course in time management.
And remember, an organization is always a reflection of its leader. If you are not very good at preventing distractions from taking you off target, your company won’t be either. Lastly, now more than ever, your customer service must be EXTRAORDINARY.
Step 8: Continuous Learning
With so many professionals in the U.S. required by regulation to continuously upgrade their level of professional education, shouldn’t you do so as well? Now is also a great time to expand the cross-training of your staff.
The top line of your personal knowledge is also the top line of your company’s knowledge. Unfortunately, most leaders -- in fact, most people -- spend more time designing their yearly vacation plan than they do designing their personal development plan.
The local library is a great resource for this, so go and check out some audio CDs in an area of business you want to master.
Step 9: Accountability
Are you, as the CEO, ready to be held accountable? Most entrepreneurs love the freedom of not having a boss, but many lack the self discipline to stay focused without someone higher up to report to. A plan designed to drive financial performance is a necessary tool to make your business thrive and grow.
Every member of your team should understand the two most important goals for your company during any given fiscal period. You must have in place a Performance Appraisal system which emphasizes accountability and reinforces the positive outcomes you expect. You also need a well communicated system of dealing with poor performance, plus the discipline to redirect staff toward those behaviors required for top performance.
Step 10: Professional Advisors
Just imagine the excitement and satisfaction of building a business that runs without you!
This final step is critical.
Make sure you have surrounded yourself with talented advisors: a good CPA, a wonderful attorney and a financial advisor that meets with you at least quarterly to audit your investments. Last but not least, consider the value of a business consultant or coach to help expedite your journey toward financial and personal freedom.
Your path to success can be as easy as counting to 10. For the next 30- days, before making business decisions mentally journey through these steps and see how your pan measures up. After the month is over, you will have the steps memorized and a set of habits established that will lead to a lifetime of better business!
Note: the first step is applicable to all; however, the other steps may affect individual businesses differently.
Step 1: Mindset
There are dozens, if not hundreds, of books and audio CDs on the subject of the importance of keeping your attitude and mindset positive. The big questions are, first, ‘why should I do this?’ and second, ‘how?’ First, let’s discuss the ‘why’.
How many people do you know who have an attitude that seems negative, no matter what day it is or where you meet them?
This type of personality can drain the energy of an entire room. Negative thoughts are like a virus; they move in, replicate and attempt to take over healthy host. Positive thoughts are the antidote and spread just as quickly. Choose to be a cure not a cause!
The question is, how can we keep a great attitude all the time? Frankly, we can’t. We all have upsetting or distracting events occur throughout our day.
The trick is how quickly we choose to catch ourselves and turn our attitudes around. And as for the ‘how'? Keeping a positive attitude is a choice. Positive people read different books, they listen to different things in their car while driving, they hang out with other positive people, they hire only positive people in their company.
Step 2: Planning
Ask yourself this question: is my five-year business plan strong enough to support my family, even in the face of disaster? Is the plan accurate, and will it provide my family the lifestyle we have always dreamed of? Do five years seem too far off to plan? Start with a year.
You can be assured that all great business people have consistently done a good job of planning out at least one year in detail and five as a skeleton. In addition to having a solid 1-Year Plan in place, they take the next logical step of breaking that plan down into four manageable chunks of 90 Day Plans. But wait, even 90 Day Plans are not enough! You must then drill down even further into Weekly Action Plans.
Just imagine how powerful it would be for your company if every employee had a clear understanding of the most important 4 or 5 activities they must deliver on each week!
Step 3: Financial Mastery
In my experience, 90% of business owners do not understand the most important numbers of their business, the real bottom line. What could be more imperative than knowing the margins your company makes on every product or service you deliver? Do you know whether you are currently spending above or within your means?
In these tough times, it might be smart to look into re-negotiating the lease on your building, or to ask your credit card company to lower the interest rate on any balance you carry. Consider strategically taking advantage of early payment discounts to some of your vendors.
And lastly, it is always a good practice to have a personal budget for your household. But in this area, remember to never make any payment before it is actually due unless early payment discounts are to your long-term advantage.
Step 4: Manage Your Cash Flow
A company may seem profitable on paper but also suffer from low cash flow. When looking at your numbers, keep a few things in mind: It is simply smart practice to keep your inventory clean and lean, as low as it can be without sacrificing effective delivery to your customers.
Take a close look at your payment terms for suppliers. Are your overtime dollars necessary, or at least under control? Are you taking advantage of flexible work schedules to possibly reduce some fixed costs for salaries?
Step 5: Marketing
There are two targets for your marketing efforts: one is focused on getting new leads or prospects, and the other on retention of your existing clients. Far too many business owners focus 98% of their time and resources on pulling in new customers.
Considering the fact that it’s six times more expensive to get new clients, shouldn’t we spend considerable time and effort on keeping the ones who already like us, trust us, and buy from us?
The answer is a resounding yes! When you are ready to pursue new business, make sure you have a great system in place to track every lead that comes into your company.
Your marketing budget could be reduced, or at least better focused, when you have the data to know which marketing strategies are successfully feeding new business your way.
Step 6: Sales
The bottom line here is simple: train, train, train. Make sure you have the most talented sales team in New Mexico, and that your staff has performance goals and accurate information about the current performance of your business. Your sales team must also be RESULTS oriented.
It is imperative that every sales person is a strong contributor, or it may be time to start recruiting. After all, there is a lot of great talent looking for work these days.
Step 7: Fundamentals
Now more than ever, you must have the right team in place. You and every member of your team must be effective at making good time management choices. To this end, it could be cost-effective to provide your staff with a course in time management.
And remember, an organization is always a reflection of its leader. If you are not very good at preventing distractions from taking you off target, your company won’t be either. Lastly, now more than ever, your customer service must be EXTRAORDINARY.
Step 8: Continuous Learning
With so many professionals in the U.S. required by regulation to continuously upgrade their level of professional education, shouldn’t you do so as well? Now is also a great time to expand the cross-training of your staff.
The top line of your personal knowledge is also the top line of your company’s knowledge. Unfortunately, most leaders -- in fact, most people -- spend more time designing their yearly vacation plan than they do designing their personal development plan.
The local library is a great resource for this, so go and check out some audio CDs in an area of business you want to master.
Step 9: Accountability
Are you, as the CEO, ready to be held accountable? Most entrepreneurs love the freedom of not having a boss, but many lack the self discipline to stay focused without someone higher up to report to. A plan designed to drive financial performance is a necessary tool to make your business thrive and grow.
Every member of your team should understand the two most important goals for your company during any given fiscal period. You must have in place a Performance Appraisal system which emphasizes accountability and reinforces the positive outcomes you expect. You also need a well communicated system of dealing with poor performance, plus the discipline to redirect staff toward those behaviors required for top performance.
Step 10: Professional Advisors
Just imagine the excitement and satisfaction of building a business that runs without you!
This final step is critical.
Make sure you have surrounded yourself with talented advisors: a good CPA, a wonderful attorney and a financial advisor that meets with you at least quarterly to audit your investments. Last but not least, consider the value of a business consultant or coach to help expedite your journey toward financial and personal freedom.
Your path to success can be as easy as counting to 10. For the next 30- days, before making business decisions mentally journey through these steps and see how your pan measures up. After the month is over, you will have the steps memorized and a set of habits established that will lead to a lifetime of better business!
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