1. Creating A Commercial Focus By ‘thinking in 3D!’
Burton Street
21st July 2016

2. What We’re Going To Look At…
How winning businesses establish a commercial focus in everything they do
What this means for you and your organisation
Some ideas to help you make it work (better) for you
@andyhanselman

3. Who The Hell Is
Andy Hanselman?

4. I Help Businesses And Their People Create Competitive Advantage By...
Thinking in 3D!

5. Dramatically and Demonstrably Different!
That means being...
Dramatically and Demonstrably Different!

6. Why...
3D?

12. (and have been for over 25 years!)
I research, write about, talk about and work with high performance businesses
(and have been for over 25 years!)

13. Awareness
Assessment
Action

14. Get my slides and other resources at: andyhanselmanconsulting

15. 3D Discussion Time:
What Do ‘Successful’
Business Have And Do?

16. Third Sector Organisations Have And Do?
3D Discussion Time:
What Do ‘Successful’
Third Sector Organisations Have And Do?

17. Satisfied
Customers

18. Sufficient ‘Delighted’
Customers

19. High Expectations
‘Disappointed’
‘Devoted’
A ‘Poor’
Experience
A ‘Great’
Experience
‘Delighted’
‘Disaffected’
Low Expectations

20. L Sufficient ‘Devoted’ Customers Committed Maximised Motivated
Effective
People
Maximised
Financial
Returns

21. L Y Sufficient ‘Devoted’ Customers Committed Maximised Motivated
Effective
People
Maximised
Financial
Returns

22. The 7 Characteristics Of 3D Businesses! #1:Get That Vision Thing!
#7: InnovatiON!
#2:Think in 3D!
#6: KeeP In Control!
#3:Delighted Customers!
#5: UBER Culture!
#4:Forget CRM - MCR!

23. 3 iDeas
to consider.....

24. ‘iDea 1’...

25. Remove The Barriers!

26. What are the common blockages to creating a ‘profit’ focus

27. It’s Misunderstood!
Barrier 1:

28. “We’ve always done it like this!”
It’s The Culture!
Barrier 2:
“We’ve always done it like this!”

29. Staff have no understanding
Barrier 3:
Staff have no understanding

30. profit!
wages
running costs
customs and excise
beer costs

32. What Are The Annual Costs Of:
Salary and people costs £
Analysis £
Equipment costs £
Equipment hire £
Subsistence £
Fuel £
Motor expenses £
Marketing £
Office costs £
IT Computer Support and Consumables £
Premises costs £
Insurances £
TOTAL COSTS £

33. What Are The Annual Costs Of:
Salary and people costs £426,000
Analysis £ 85,800
Equipment costs £ 26,300
Equipment hire £ 12,000
Subsistence £ 35,000
Fuel £ 9,250
Motor expenses £ 27,700
Marketing £ 8,000
Office costs £ 13,000
IT Computer Support and Consumables £ 3,200
Premises costs £ 33,700
Insurances £ 10,000
TOTAL COSTS £689,950

34. £57,496 a month! £13,268 a week! £2,654 a working day!
£689,950 a year means…
£57,496 a month!
£13,268 a week!
£2,654 a working day!
£3,026 based on 228 days!

35. It’s just a Management Thing!
Barrier 4:

36. It’s left to the Bean Counters!
Barrier 5:

37. 83% of decision makers in larger SMEs do not understand their company accounts often because the responsibility shifts towards outsourced financial support
source: ClicData’s Intelligent Business Index May 2015

38. No concept of Value For Time!
Barrier 6:

39. cannot accurately determine their
50% of businesses
cannot accurately determine their
profitable customers
and products
source: KPMG

40. No Processes!
Barrier 6:

41. No Rewards!
Barrier 7:

42. Unwillingness to say No!
Barrier 8:

43. No Profit Improvement Plan!
Barrier 9:

44. Profit focused organisations have....

45. Clear shared profit targets!

46. ‘Buy in’ to those targets!

47. Clear routes to profitability!

48. Systems and processes for profit improvement !

49. Systems to keep in control!

50. How do you measure up against these factors?

51. ‘iDea 2’...

52. Create Your Own Routes!

53. The routes to profit – some ‘options’

54. jean paul getty
and strike oil!’
‘rise early,
work hard...

55. Increase Margins!

56. Increase Volumes!

57. Do Either
Or Both!

58. Increase Margins increase volumes Cut Costs Increase Prices
Increase Efficiency
Current Customers
increase volumes
New Customers

59. Route 1: Reduce Costs!

60. Route 2: Increase Prices!

61. Route 3: Increase Efficiency!

62. Route 4: Sell More To Existing Customers!

63. Route 5: Sell To New Customers!

64. Download A Free Toolkit From andyhanselman.com/slides
Create Your Own Routes!
Download A Free Toolkit From
andyhanselman.com/slides

65. ‘iDea 3’...

66. Take action, not notes!

67. What are you going to Do
about it?

68. Talk to me!!!
Chat Today!

69. Andy’s 3D Thoughts......
3 iDeas in 3 minutes in your inbox every Monday morning to help you Think in 3D!

70. Up and Coming Leaders Accelerate!
UCLA!
Helping
Up and Coming Leaders Accelerate!
An innovative leadership and business development programme
For ‘existing’ managers, ‘potential’ managers and ‘rising stars’!
7 ‘half day’ workshops spread over 5 months
Improve leadership, commercial and personal skills
Comprehensive workbooks, assessments and toolkits
Working with other leaders and managers
Online and website support!
Starts In September!

71. “Vision without action is hallucination”
Thomas Edison

72. “Take the first step in faith
“Take the first step in faith. You do not have to see the whole staircase. Just take the first step”
Martin Luther King

73. “Scare yourself, otherwise you’re not doing anything new”
Mary Murphy Hoye, Head Of R & D, Intel

74. “Don’t just stand there….. do something!”
Dick Dastardly

75. So... what are you going to
Do?

76. People can be
divided into
three groups

77. Those who make things happen
Those who watch things happen
Those who ask ‘what happened’?

78. MISSING YOU ALREADY!

79. get my slides and other resources at: andyhanselmanconsulting