1. Surviving in a New Era A Checklist for the Future Rita Avdiev Managing Director Avdiev Group March 2010 Presentation to UDIA National Congress 2010

2. Introduction This checklist will help you prepare for the future. Let’s look at and review  The good times past – pre 2008  The bad times – 2008-2010  The way ahead – 2011 onwards Pre 2008 – where were you and how did you get there 2008 - 10 how did you survive and what has it taught you 2011 onwards – the way ahead and your plan for success

3. The Good Times Your personal history  education  career history  achievements The history of your employer companies  growth  financial health  market position Your influence in the business  front line  management  back room

4. The Bad Times The warning signs  preparation for downturn  defensive strategies put in place  how far ahead was it done Effects of economic crisis  loss of business  cashflow and debt freeze  client / supplier bankruptcies Measures taken to survive  restructure of company  changes in employee conditions  reduction of fees  introduction of new services

5. Emerging into 2010 The current situation – what’s new  financial matters  product / service quality and delivery  employee commitment Scoping the vibe  market awareness  competition  client attitudes Income sources  same old  remixed  totally new

6. Your Market What has changed  size  opportunities  quality / product / service requirements Competition  new market entrants  new product / service offers  new marketing strategies Opportunities  new clients  new markets  new approach

7. Your Products / Services The key features  quality  content  speed of delivery Innovation  total change  remix of features  marketing changes Market reception  lukewarm - adjust  successful - why  rejection – start again

8. Your Business Sources Current clients  same old, survived the GFC  mix of old and new  all new – why? Their attitudes  passive acceptance of products / services  collaborative, suggest change, new ideas  critical, demand fee reduction Future clients  what is your offer  where do you look  how do you attract

9. Tools for the future The talented team  your attitude to them  their attitude to you  what needs to change Business management  changes needed  sources of finance  systems and processes Sustainability  what does it mean to you  good business practice  going green

10. Communication Your message in cyberspace  IT systems used  networks and distribution  social media Your product / service  how to convey  new  edgy  simply irresistible Your marketing technique  what is the response  how do you measure success  what changes are needed

11. Future plans 2011 onwards Strategy  growth in size  expansion of territory  new markets Tactics  introduce new products / services  check for unintended consequences  make good decisions The people  new talent  recognition and reward  develop existing team

12. Conclusion A strategy for the future  collect and examine all the facts  use your common sense  trust your gut feeling  have the courage to act  make your own luck www.avdiev.com.au