Practical solutions with Real Results in an Uncertain World
I’ve been delivering consistent results with SME/SMB business owners for over 9 years. I have grown owners, and their business, pre-pandemic, help them navigate through 2 years of uncertainty and continue to effect pragmatic solutions for the commercial challenges of today.
One Off Events Done for YOU
I’ve been delivering results, consistently, with SME/SMB business owners for over 8 years.
The below list summarises the recurring ‘pain points’ owners experience, and seek assistance with:
- Profitability
- Owner (Self-belief, Self-Awareness, Skill set)
- Strategy (Timing, ‘chess moves’, having a plan)
- Financial Pressures
- Staffing (retention, health and well-being)
- Motivation and Clarity
- Cost of sales Pressures/Operating Expenditure
- Productivity and Efficiency
- Managing customer expectations
Through the pandemic (2020 – 2022) I realised that many owners sought specific solutions that were ‘one off ‘pieces of work. There are 9 common areas, and right now, I deliver solutions in what have proved to be the most ‘popular’:
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PROFIT
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TEAM
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CUSTOMER
These ‘programs’ (for want of a better word) have the following benefits:
- Done for You: Minimal impact on your time
- Time Sensitive: In most cases delivered within 20 working days
- Results Focused: Gives you an actionable plan to effect positive change
- Cost Conscious: The investment is pragmatic and transparent
- Independent: Direction given comes from ‘commitment’ and not ‘attachment’
Below I’ve provided detail on each of the programs
PROFIT’: Creating Financial Discipline to Build Strength, Sustain Growth and Achieve Profit
Current Situation/Problem
Often business owners do not have a real time perspective on the financial strength of the business, what are the key financial metrics, and what needs to happen to become more profitable and effective. Worst case this dynamic leaves the business (and owner) exposed to risk.
About the Program
‘FINANCE’ commences with a ‘deep dive’ on the Profit and Loss of the business over the last 3 years trading to review the key financial metrics – Income, Cost of Sales, Gross Profit, Operating Expenditure and New Profit. Its key early on to identify the ‘rhythm and momentum’ of the business.
The program will identify several areas for review and ongoing action. After analysis, discussion, and alignment we find that owners have a whole new state of clarity on a timely basis and are clear on what needs to be actioned to talk to profitability, efficiency and growth.
Benefits and Outcomes of the Program
- A P&L that talks to the drivers of the business
- Establishing a timely review framework that is action focused
- Defining financial accountability and ownership for various stakeholders within the business
- Focus on actions that support profitability, growth, and the financial health of the business
- Peace of mind for the business owner
Solution/Outcome
‘FINANCE’ is the most popular program. It consistently gives owners confidence and clarity on the focus and actions to positively impact profitability and growth.
INVESTMENT: $2995 +GST (*New Client SPECIAL $1995+ GST)
‘TEAM’: Ensuring Staff Retention, Motivation and Future Stability
Current Situation/Problem
Business owners are aware how challenging staff turnover can be and the people know their value in the market keeps going up. Uncertainty breeds ‘fear’.
About the Program
TEAM is a staff centric program and has been heavily utilised by clients for many years. At a basic level it’s a litmus test on the mood of one of your key resources.
TEAM is a survey, normally conducted online, with questions that either come from our extensive library, from you the business owner, or a combination of both.
Survey results are delivered in an extensive report, with suggestions and proposed action plan to put you, the owner, in the best position to succeed.
Benefits & Outcomes of the program
- Understand current ‘State of the nation’ of your people
- Insights on what is working currently
- A pragmatic view on the leadership and direction of the business
- Suggestions on how the business could improve
- Barometer on staff retention and future needs
Solution/Outcome
TEAM delivers clarity and insight on what the current situation is, recommendations on what needs to take place to nurture the team and the business and insight on how to work towards securing tenure.
INVESTMENT: $2995 +GST (*New Client SPECIAL $1995+ GST)
CUSTOMER’: Clarifying Customer Satisfaction and Future Need
Current Situation/Problem
Most businesses are cautious, at best, to ask customers what they really think and to truly understand their future needs.
About the Program
CUSTOMER is a program that has been heavily utilised by our clients for many years. At a basic level it’s a litmus test on the mood of your primary/only income stream.
CUSTOMER is a survey, normally conducted online, with questions that either come from our extensive library, from you the business owner, or a combination of both.
The program will establish your current Net Promoter Score (an internationally recognised index) that defines the likelihood of your current offer being referred to others
Survey results are delivered in an extensive report, with suggestions and proposed action plan to put you, the owner, in the best position to succeed.
Your Title Benefits and Outcomes of the ProgramGoes Here
- Understand the current issues, insights and opportunities from your customers
- Insights on what is working currently
- Insight on competitor offers/environment
- Suggestions on how the business could improve
- Specifics on what is required to effect continued engagement/future need
Your Title Goes HereSolution/Outcome
CUSTOMER delivers clarity and insight on what the current situation is, recommendations on what needs to take place to nurture the existing customer relationship and what the customer seeks to continue the relationship.
INVESTMENT: $2995 +GST (*New Client SPECIAL $1995+ GST)
Door Service Done With YOU
There is no shortage of offers that can sell you the dream. Living on the beach, working and travelling the world, limited working hours per week, one to many webinars and training………the list goes on.
MY approach is grounded, pragmatic, practical and real. Experience tells me clients are not looking for a formulaic, alga rhythm based, on line solution. They don’t want somebody hassling them with a binder of stuff they should be doing. Clients are smart, hardworking entrepreneurs who seek guidance, advice, insight, a good sounding board who will travel with them on their journey.
I still choose/offer a one on one, face to face (where required/practical) model – clients from ages 35 to 70.
Let me walk you through how I meet and work with owners and businesses. Purpose is to allow you to make informed choices
Engagement Sequence
First Contact:
- First Contact: You might have been made aware of me via e-mail, social media, a referral or just an old-fashioned phone call.
First Meeting:
2. A very informal occasion, 80% of the conversation is about you. My goal is to understand a lot about you, your business, where you’re at and where you’d like to be – usually a 60 minute session.
Proposal Discussion:
3. Usually clients ask me to come back for a follow up session where we discuss the ‘abstract’ proposal. I use the word ‘abstract’ because I’m trying to fine-tune the understanding of your business your situation and, critically, if I am in a position to support/help – normally a 30-90 minute session (depends on how many questions you have). I usually discuss how engagement might look at this meeting.
Getting ‘Under the Hood’:
4. On the basis we decide we’re a match our initial time with you, and your business, looks at a few key areas:
- Financial ‘rhythm’ and ‘health’ of your business. Casting an eye over a few trading years of P&L’s is invaluable.
- Lock in the specific objectives for our time together – my reputation is based on delivering results/outcomes.
- Customer and Staff engagement – we gain information, sometimes online and often face to face, to ensure we have the insight required from 2 key stakeholder communities
- Business Plan – not everyone has one, it’s not a ‘test’, but useful to review if one exists
- Sales and Marketing – we dig into the detail of what has been happening in these 2 key functional spaces
- Personal plan – often, because we’re immersed, we ask you (and sometimes family) to complete an overview of what is important to you. In reality the business serves as a conduit to realise all these things.
Stage 4 normally takes 4-6 weeks
'Driving as we Tune:
Client plans are bespoke what I’ve listed here some of the typical activities that take place. Nothing formulaic and given our partnership operating model it often happens in parallel:
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- Create an annual budget/forecast (by month by key financial metric)
- Action any specific financial aspects identified from the trading history
- Address margin or pricing opportunities
- Marketing: conduct extensive audit on environment and current ‘collateral’ (used and needed) as well as addressing opportunities on Product, Place, Promotion and People
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- Sales: review current customer engagement and revise Sales plan where required
- HR: Ensure that action is taken regarding policy, process, performance and accountability/deliverables
- Development: Based on some of the HR dynamics it’s usual to engage a development plan – critical when Exit is a consideration.
- Governance: This is a key area to ensure that you are compliant. This is not about ‘ticking boxes but ensuring that your business is robust.
- Systems and Process: In this area we address business efficiency in all it’s dynamics
The Partnership/Operating model
Means that you experience:
- 1 to 1, face to face contact
- Ongoing dialogue using a variety of mediums to stay in touch
- Myself as an active partner helping you/ your business get stuff done – I do, as a minimum, as much as we discuss.
- Clear review timeframes that underline delivery of objective
Investment:
- $POA – right now clients who opt for this service are investing between $500 and $5000 +GST (on a monthly retainer basis). The difference is based on the ongoing input from me and the scale/complexity of outcome sought. We agree indicative pricing from the outset and I advise of any need to revise up or down, normally 3 months in, when I have more clarity on what is happening and needed.
“In my experience, Jonathan is an enthusiastic supporter and guide. His commitment to focusing on our goals has been very productive for us. Because of his wide experience in business, Jonathan is able to both see the big picture and identify the small detail in a challenging goal”
Peter Scott | CEO | Parallel Directions
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