Fix your Cash-Flow; Here's How...

...it's the best way to get your business on track...

Ask a Business Owner to describe their business and they will probably tell you what they do, how long they have been doing it and what their annual Turnover is..

Very few will tell you that they run a 65% Gross, 18% Net Margin business with cash reserves...

Why is this...?

Because it makes them feel good, remember;

Turnover = Vanity...
Profit = Sanity...
Cash = Reality...

No business ever went out of business due to lack of Sales; a business goes under because of lack of Cash, and yet I bet there are more Salespeople, Sales Managers and Sales Meetings than there are Cashpeople, Cash Managers and Cash Meetings...

How many more companies have a Sales Target than a Cash Flow or cash Position Target...?

Cash-flow is ignored as the territory of the Accountant, when in reality it is a fundamental aspect of any business; ignore it at your peril...

Here are some tips to help you get your Cash under control...

1. Measure - you need to know exactly what cash you have, what is due and what is owed. It's called a cash-flow forecast and is one of the best tools you'll ever have to keep your business under control.

2. Consequences - positive cash-flow is simply a consequence of other key aspects of your business. You can't just get more cash - you have to influence the factors that affect it.

• Debtors - get them down. Measure your debtor days and have a target to be achieved by a manager in the business. Mainly for B2B companies, have a target each month that has to be achieved. 
• Creditors - get them up, if necessary. Pay people when you agree to pay them, but do deals to extend the credit you get from them if it helps keep the cash in your account instead of theirs.
• Stop Discounting - if your GP is 50% and you give a 25% discount, you have just cut your profit in half. If you only make 25% Net, you have given your profit away. Margin translates into cash, stop sacrificing it in the hope of achieving volume.
• Costs - stop spending money. Sounds obvious but look at every expense and make sure it is justified. You can't build a business on cost cutting, but you can keep your accountant and shareholders happy.
• Targets - make sure that the Sales Team don't either discount to get the order, or offer extended credit as a "hidden" benefit for clients. Make sure all aspects of the deal is targeted and measured monthly.
• Pricing - get your value offering up and price accordingly. Build margin and cash will follow, too many businesses run on thin margins so that effectively all profits are paid to fund the ledger.
• Waste - the biggest cost in a company may be the waste that is generated. Tighten up on productivity, efficiency and planning. Money saved here not only goes to the bottom line but hangs around in your bank account too.

3. Report - make cash-flow part of the DNA of your business, keep it in the conversation on a regular basis. Raise awareness and the critical nature of the need for cash in the business. As some have a bell to ring when a new sale is made, have another for when the cash position is surpassed.

4. Reward - people hit Sales targets and get rewarded, do the same for the business hitting cash targets - at least you can afford this and have the money to pay it. Have the cash targets and reward as part of the Sales, Marketing, Operations and Finance team.

PS - the Koala is just a distraction; bit like Sales can be to your business...
PPS - the Koala is not a bear, it's a marsupial...

Why should you contact me...?

Simple - you will be better off with me as your Coach than you are without me.

I will expect and encourage you to achieve more than you think possible, you will love me some days and hate me the next.

I will take away your excuses and replace them with achievement; and on the way we'll have more fun than should be allowed in Business...

So, if you think you're ready - drop me an Email...

If you think you're not - then it makes no difference what you do...

davidholland@resultsrulesok.com

Next Events...

Places available at our Get More Clients, Customers and Students Workshop in October and November 2014; bring your Team along and learn how to grow your Business- click on your preferred Location below...

Birmingham UK

Luxembourg

Top 5 Leadership Skills for Managers...

...you get the children you deserve...

I don't believe that to be true - we get the Children we nurture, teach and encourage....

Same goes for the people we attract and develop as employees and colleagues in our companies.

Sitting with a Business Owner over a coffee, he was telling me how tough business is for him. Sales are down, his competition are screwing his margins and his team are unreliable, uninterested and unproductive...

Really...

"Why is that...?"

"I don't know...."

Hmmmmm - so I thought I'd try a better question...

"Why do you do what you do....?"

Laughing - "Well it pays the rent...."

So hands up who feels inspired to work for a business who's only "WHY" is to pay the rent...?

People want inspiring, they need a reason to work, a purpose the contribute to; then they will achieve amazing things...

The old cliches of Vision and Mission statements, are unfortunate, but if I know WHY I am doing something it simply makes more sense, I am motivated to contribute and excited to participate fully - not go sick and be late twice a week...

In 1982, as a young engineer, I volunteered to be part of a special projects group. Our job was to produce and test weapons for the UK Military. Our Team leader told us that Argentina had invaded the Falklands and our lads would be going down there to "have a chat with them..." - and they needed our help to get things ready...

With that as our "purpose" the whole team simply got on with it, we knew what we had to do, when it had to be done by and how important it was. Literally, lives depended on it...

Management is easy - it's about numbers, productivity and efficiency. It's about hitting the quarterly targets, doing "more with less" (euphemism for work harder and stop bitching...) and hitting budget.

Leadership is hard - it's about inspiring people to do with ease more than they think possible, it's about empowerment, trust and engagement. I will work for a Manager because they pay me; I will follow a leader because I believe in them...

So how do we translate this level of motivation to our Teams...?

Here's my top 5 Leadership Skills for Managers...

1. Purpose - be clear on what the "WHY" is, what is the objective, and why is it important. Give people something to "buy into" and they will become engaged and enthusiastic almost overnight.

2. Passion - you need to believe in the purpose, otherwise you can't be passionate. If you're not, then you are in the wrong job. Ambivalent management is the curse of business and commerce, you are not there to get a Salary, you're there to make a difference.

3. Nurture - your job is to lead and inspire not threaten and "manage". Look after your team as you would your own, loyalty is reciprocal. Remember you are a part of the Team, you may be the leader but Ego and Status don't count for Jack.

4. Discipline - when you are clear on the "WHY" you will only attract those people that buy in to what you are doing, others will find it repellent. If anyone you select detracts or undermines the Team, hold them to account and remove them if necessary.

5. Reward - pay is called compensation for a reason. It's paid to people to put up with poor conditions and bad management. It is an excuse for managers to be bad at what they do - they will do what I tell them because I pay them, is not good enough anymore.

6. Over Deliver - surprise everyone with doing more, delivering more and exceeding the expectations of your team and they will enable you to do the same for your Clients...

How good would you have to be to get people to work with you for no money...?

What level of Purpose, Vision and Passion would you need to display...?

Then, the money you payslip  simply becomes a "Thank You Note" not a Compensation Statement...

So when you see a Manager moaning about their Team, ask them about their "Purpose" and see what they say...

Why should you contact me...?

Simple - you will be better off with me as your Coach than you are without me. 

I will expect and encourage you to achieve more than you think possible, you will love me some days and hate me the next. I will take away your excuses and replace them with achievement; and on the way we'll have more fun than should be allowed in Business...

So, if you think you're ready - drop me an Email...

If you think you're not - then it makes no difference what you do...

davidholland@resultsrulesok.com

Next Events...

Places available at our  Get More Clients, Customers and Students Workshop  in October and November 2014;  bring your Team along and learn how to grow your Business- click on your preferred Location below...

Birmingham UK  

Luxembourg

Your Team; a Bunch of Animals...?

...treat them accordingly...

Inspiring and leading a team to deliver consistent results is the biggest challenge that Managers face, and one of the most challenging parts of their job...

One of the patterns of behavior that prevents achievement is that all people are treated the same when it comes to motivation, when in fact they are wired differently...

In any Team we have to find different strategies that are attractive and meaningful  to different people; in any Team we have three types of animal...

1. Horses

2. Cats 

3. Dogs

Here's how they behave and how they need handling...

1. The Horse.

These people are motivated by pressure and fear - they will move when frightened or startled. Once spooked they will run forever on just about any direction just as long as they are moving...

Without pressure they can tend to be lethargic and solitary, happy to wander round doing almost nothing, they are loyal and intelligent but also potentially lazy and stubborn.

Horses need a rider, they need pushing and motivating through the pressure of moving away from the heat - and they also need constant guidance, if the rider isn't continually giving instructions they will head in any direction they like.

Happy and comfortable to work alone or in groups with a common objective, with the right leadership they are literally the workhorses of the organisation. They value stability and harmony over pure reward - and are likely to be with you in the long term.

2. The Cat.

Independent and aloof - Cat's are self motivated and will only move when they feel it is in their best interests. Careful planners and schemers, they are the politicians of the animal world. Cats are hunters and will stalk a prey not to kill it but to taunt and humiliate it before being cast aside for the next chase.



If you push a cat, it will turn on you. Cats need space and a rich environment to do their best work . They don't recognise boundaries and prowl the business landscape looking for whatever they find attractive...

Cats need freedom to be creative, they need to be left alone with a project and simply be checked in on occasionally with praise and some reward. Under pressure cats fight back, with independence they can be highly creative and productive - bringing samples of work back for inspection on a regular basis.

Not great in Teams the Cats tend to work alone and avoid others that they feel are not in their class - they don't have Managers they have Staff to care and nurture them.

3. The Dog.

Dogs will chase the rabbit - motivated by future reward they will run anywhere providing the scent is strong and the reward is attractive. Working well in groups they need a strong leader and if one isn't identified they will choose their own.

Their default setting is Happy, they are the Sales People in the team and providing they are rewarded for their work and activity remain loyal - until someone else puts a more attractive Rabbit in their path and then they are off to pastures new.

Dogs need routine, they need to know how the system works, where the rewards will come from and how to get them - giving Dogs too much freedom leads to mayhem and trouble.

They are keen for attention and need feedback about how great they are doing, mot so happy with negative feedback, but they can be trained to do tasks and routines on command.


These are the main players in Teams - they are not gender or age specific, and once recognised, need managing in different ways...

They may not get on well together as a group - but in order to get results we need a mixture of styles to be effective, this is the challenge of Management. Get it right and the Team performs well, get it wrong and mayhem ensues..

So who do you have in your Team - you may have a few other creatures as yet undiscovered and lurking in the undergrowth...

Here are a few rare breeds to watch out for...

1. The Snake - self explanatory, similar to the Eel...

2. The Sloth - usually found in quiet corners, check the Boardroom...

3. Ostrich - noisy long legged bird strutting around achieving nothing...

So have fun with your Teams...

Why should you contact me...?

Simple - you will be better off with me as your Coach than you are without me. 

I will expect and encourage you to achieve more than you think possible, you will love me some days and hate me the next. I will take away your excuses and replace them with achievement; and on the way we'll have more fun than should be allowed in Business...

So, if you think you're ready - drop me an Email...

If you think you're not - then it makes no difference what you do...

davidholland@resultsrulesok.com

Places available at our  Get More Clients, Customers and Students Workshop  in October and November 2014;  bring your Team along and learn how to grow your Business- click on your preferred Location below...

Birmingham UK  

Luxembourg

Is This what's Killing your Results...?

...or Your Teams Performance...?

Success and Achievement - two words that people chase and scamper around for during both their Personal and Professional lives...

Of course, Success and Achievement look different to everyone - there are a variety of Currencies by which they can be measured...

Picture Credit - Nikki McCormack

For some, money, career and trappings are the barometer by which they measure success, for others it is family, contribution and knowledge. In my experience too many people get seduced by the first three at the expense of the second...

Next time you meet someone new - using their name, simply ask them to;

"tell me about "name"..."

See what they say...

If they tell you what they do to earn money then that is their measure of success...

If they tell you that they are the Mother of three children, then that is theirs...

Etc....

There are a set of Rules - because after all ResultsRulesOK - that determine the degree of success and achievement they experience...

Rule #1 - choose wisely

Choosing the right Goal for yourself. As as Manager I wanted to achieve the status of CEO and have a Corner Office. I achieved  this when I was in the Aviation Business, looking after the Air-side Operations for a division of a national carrier at London Heathrow, Gatwick and Stansted.

For about a month it felt great; I had my own car park space at three major airports, board meetings to attend and customers to look after. But in the back of my mind I knew that in reality this was all just "fluff" so I resigned and started a business that held my passion - hence I am writing this now.

Be clear on the currency of your success - don't get seduced by the salary and the title. There are plenty of Corporate Executives who have bought the dream only to find that they are in fact "black on the inside..."

Rule #2 - The power of N³

Make your success a "Non Negotiable Need - N³..." not a "Soft Optional Want"...

The best way to become successful is to make it so that you have no choice but to make it. In my experience, the majority of people do their best works when their backs are against the wall - when they come out fighting and do what ever it takes to survive and thrive...

I was once asked by a freshly trained Business Coach, who had £75,000 in savings, what I thought would be the best way to invest this money in his business - a legitimate question.

My answer surprised him - I told him to keep two months expenses in his current account and put the rest out of reach so he couldn't spend it. He looked at me and shook his head, and walked off. 12 months later I had a 'phone call from him - he told me that he spent the £75,000 on "stuff" during the first 9 months of his business, and another £18,000 on credit cards before he got his first client..

He said that the money gave him a cushion, a comfort blanket that meant he didn't HAVE to get clients - when he was nearly bankrupt, he stepped up and got them; an expensive lesson in motivation...

Rule #3 - Overnight Success

Doesn't exist - or at least for 98.5%. The reason most people don't achieve the success and achievement they want is because the simply quit.. 

It gets too hard and they go and get a job or choose another "new business" to have a play with until that too falls over - beware the "serial entrepreneurs" it just may be that they have failed so many times that they are unemployable and have to move on regularly because they don't know what they are doing...

There are plenty of examples of this, where people don't quit and break through - from Jim Carey to JK Rowling, Richard Branson to Elon Musk. Achievement takes time - be prepared for the long haul, be prepared to live on Value Baked Beans for a while too.

Success arrives when you least expect it - it is a consequence of all your work and passion, not something that you can predict with accuracy. 

So if you want to achieve real success - just work through the three steps. If your team are not performing, take them through the steps too..

When people have no choice but to be successful - they usually will be...

Take away the excuses, burn the bridges and dig in for a long campaign...

To Your Success...

Why should you contact me...?

Simple - you will be better off with me as your Coach than you are without me. 

I will expect and encourage you to achieve more than you think possible, you will love me some days and hate me the next. I will take away your excuses and replace them with achievement; and on the way we'll have more fun than should be allowed in Business...

So, if you think you're ready - drop me an Email...

If you think you're not - then it makes no difference what you do...

davidholland@resultsrulesok.com

Places available at our  Get More Clients, Customers and Students Workshop  in October and November 2014;  bring your Team along and learn how to grow your Business- click on your preferred Location below...

Birmingham UK  

Luxembourg

The Virus that is Killing 78% of Small Business...

...an epidemic that needs treatment to avoid Death...

If most small and medium businesses were given a health check, they would be transferred to Intensive Care immediately...

The common symptoms would be that whilst the Heart may be strong, the Head is confused and the vital organs are at risk of meltdown...

The virus that is killing them is easily identified and equally easily killed - recovery takes a few months but in my experience, whilst there are a few scars; the effects are not long lasting...

What is this Virus..?

It's known as the Nil Differentiam Virus - and once your Business is infected, without immediate treatment it is usually terminal...

What are the Symptoms...?

There are plenty of tell tale signs, including..

• Poor or Declining Sales...
• Reducing Margins...
• Price Competition...
• Poor Cash-flow...
• Apathy from the Team..
• Stress in the Owner...

Relax - There is a Cure...

Some Business Owners take the well known drugs "Overdraft" or even "Credit Card" to keep the effects of the virus at bay - but these rarely cure the patient, in fact the patient tends to die from the side effects of the Drug...

There is only one real cure, a method that if applied early enough, has a 98.5% success rate...

Picture Credit - The Cure 

It's called the USP Treatment, and while it can be painful to administer and a bitter pill to swallow; the effects are remarkable...


Essentially, the USP treatment changes the DNA structure of the small business. Transforming it from simply looking like every other competitor out there into something truly unique and special...

It's like Cosmetic Surgery - the Heart and Mind stay the same, but the appearance and potential are dramatically improved...

The USP treatment will define exactly;

• Why clients should buy from you...
• What problem you solve...
• Your Vision and Mission...
• What makes you unique in the Market...

The Results will include;

• Increasing Sales...
• Higher Margins...
• Less Price Comparisons...
• Improved Cash-flow...
• Team Spirit...
• Excited and Ambitious Owners...

WEALTH WARNING

Following the course of treatment, there may be some people who don't like the new look business and are jealous of your success - you may lose some friends and even some clients, but the new ones you meet as your Wealth Increases make it all worthwhile...

As a Fully Qualified Practitioner I am able to administer the USP Drug to the majority of Businesses found suffering from the Nil Differentiam virus - so if you recognise the symptoms described above in your Business - I recommend you get in touch immediately for your FREE Consultation...

davidholland@resultsrulesok.com 

There is even a Group Clinic Workshop available so you can bring your Team along and share the Curing process together - click on the Location below...

Birmingham UK  

Luxembourg

3 Ways to Smash that Career Glass Ceiling...

...perhaps not what you were expecting...

A Glass Ceiling is an invisible barrier that exists to prevent people progressing further in their lives and career - it is a "recognised" rule of business that some people cannot be promoted beyond a certain level, or paid above a certain income...

There are a number of designs of glass ceilings to choose from;

1. Gender Glass Ceiling...
2. Race Glass Ceiling...
3. Knowledge Glass Ceiling...
4. Class & Heritage Glass Ceiling...
5. Add your own here...

Of course if you are really clever you can blend them all together and create not just a Glass Ceiling but a bullet proof, laminated and toughened one that is totally bullet proof and impenetrable...

So what are the 3 Ways to Smash them all...?

1. Belief...

The Skeleton Key is a 2005 movie where Kate Hudson in the role of Caroline Ellis, a hospice nurse who takes up the role of carer for Violet and Benjamin Devereaux, at their old plantation home in Louisiana...

There is one scene where, running scared, Caroline hides in a room that has been set up for some kind of ritual. Whilst not initially believing in Hoodoo, she follows the instructions on a piece of paper given to her by Violet, so that the evil spirits will stay away.
Violet comes into the room and explains that in fact the Hoodoo magic only works on those who believe in it, and they have simply been waiting for her to believe...

Same with Glass Ceilings - they only exist if the believe they do, and if you do then the stronger your belief the stronger they become...

I even see Coaches and Mentors who build their whole careers around first defining and then attempting to shatter Glass Ceilings - when in reality they are the Violets of Career Progression - the negative Magic only works when you believe in it...

"I believe that there is a Glass Ceiling through which you will not break - without my help of course..."

Choose to believe that you can achieve anything you want...

2. Ability...

"I have the same qualifications as she  / he has, and yet they got promoted before me - it must be because I am a _ _ _ _ _ _ _ *..."

*insert - Man, Woman, Brummy, Dwarf, Martian, Goth, Panda etc...

It's nothing to do with that - it's because you do not have the ability to add an equal amount of value to your organisation or your clients - it's an ability and attitude challenge not a persecution and conspiracy theory challenge...

Remember - some people are idiots and should not be hired let alone promoted...

Business is about Results, it's about Profit, Growth and Return on Investment, it's about Value, Contribution and Relationships - when you can achieve those you will get the Opportunity you deserve.

As Jim Rohn said - "Work on yourself harder than you do on you job..."

You are your own product - work on your brand, value and ability and opportunity will show up...

3. Environment...

Life and Business is not necessarily fair...

Some people don't play nice, don't play by the rules - there is racism, sexism and nepotism in companies and organisations. People get promoted because they know the right people or went to the same university as the CEO etc.

Picture Credit - Michelle Mone.

These are not Glass Ceilings these are symptoms of bad management and unfair practices. If you think you are being treated unfairly you have three choices;

• Moan and complain about it...
• Fix it - become so valuable that you can't be overlooked...
• Leave - you are not a tree, you can move...

If you are clear that you have the ability, knowledge and passion to achieve your dreams, then you won't let anything stop you; you will find a way...

I spent 12 years at Night School, to make myself an "attractive" proposition to my Boss; I spent 16 years working for other people before Lynn and I started our own business...

Or I could have said that there was a Glass Ceiling for kids who never made it to university and settled for less...

Change your Environment to change your results...

Epilogue...

I am privileged to count among my international clients Women, Men, CEO's, Business Owners, Executives and Entrepreneurs- OK so no Pandas', Goths and Martians yet, but it is only a matter of time...

Not one of them thinks that there is a Glass Ceiling holding them back - in fact if I suggested that there was, I would not be their Coach for very long...

Lynn was invited to a "Women's Empowerment Group" meeting, looking at the invite she shook her head and said;

"why would I want to hang out with a load of women who think that they are not empowered..."

Once you apply a label to something you give it mass, identity and energy. If you think that there is a Glass Ceiling then you will find evidence to support that belief and Glass Ceilings will appear above you...

If you believe you are less than someone else as a consequence of your background, heritage or gender then your results become a self fulfilling prophecy...

If, however, you believe that you will attract opportunity to yourself in direct proportion to the amount of value, inspiration and knowledge you can deliver, then guess what; you will find evidence of this and even the Sky is not necessarily your limit...

In the words of the great philosopher- Buzz Lightyear...

"To Infinity and Beyond..."

Why should you contact me...?

Simple - you will be better off with me as your Coach than you are without me. 

I will expect and encourage you to achieve more than you think possible, you will love me some days and hate me the next. 

I will take away your excuses and replace them with achievement; and on the way we'll have more fun than should be allowed in Business...

So, if you think you're ready - drop me an Email...

If you think you're not - then it makes no difference what you do...

davidholland@resultsrulesok.com

8 Lessons in Success and Achievement from Snow White...

....Snow White was an Achiever; and here's why...

One of the greatest books on Achievement and Personal Success was published in 1812 by the Brothers Grimm in Germany...

Picture Credit - Walt Disney 

So what can we learn from Snow White, that we can apply to our own life, business and success...?

1. Life's not Fair - being taken to the forest by the huntsman to be put to death on the orders of her wicked step mother was a tricky start. When "$*%£" happens - deal with it and find a way of getting through. The better you become, the more "attractive" you are as a proposition; the more you will make others feel inadequate. 

Lesson #1 - Tall Poppy syndrome is an unfortunate fact of life...

2. Do a Deal - the huntsman was ordered to kill Snow White and bring back her lungs and liver as proof, but she promises to never return to the Castle if he spares her life, which he does. The rule of reciprocation; give something ion order to receive is the key here, she gave a promise in return for her life. 

Lesson #2 - Everything is negotiable - the huntsman took back the live and lungs of a Boar instead...

3. Team Building - Snow White had a Team; the Seven Dwarfs became her guardians and friends, they all had assigned roles and responsibilities and individual job descriptions. Doc, Happy, Sleepy, Grumpy, Sneezy, Bashful & Dopey (Walt Disney 1937) She recognised that Together Everyone Achieves More. 

Lesson #3 - statistically only one in seven dwarfs is Happy...

4. Trust - learning Stranger Danger - Snow White was visited by her Step Mother three times at the cottage.

• Disguised as a Sales Person - peddling silk clothing, getting Snow White to accept a gift of a Bodice which get tied so tight that she passes out. 

Lesson #4 - beware of the Puppy Dog close from Sales People...

• Disguised as a Comb Seller - yes they had those in Germany - laced with poison, when she try's the comb she passes out from its effects. 

Lesson #5 - vanity is a motivator that can lead to your downfall...

• Disguised as a Farmers Wife - offering an Apple which is poisoned, even eating some herself as proof of its safety, Snow White collapses. 

Lesson#6 - social proof is not absolute, what works for others may not work for you...

5. Law of Attraction - the Dwarfs, thinking that Snow white was dead, placed her in a glass coffin and laid her to rest in the forest. A Prince passing by, saw her in her coffin and was so captivated by her that he begged the dwarfs to let him take her with him. As they moved the coffin one of them tripped and the movement dislodged the apple stuck in her throat and Snow White woke up. 

Picture Credit - Walt Disney

Now whilst, we should always be careful about anyone who is attracted to dead bodies and wants to take them away, the lesson here is that constant marketing and positioning is the key to attracting your best opportunities and clients. 

Lesson #7 - Stay visible, and be an attractive proposition and you'll get noticed. Being dead is no excuse...

6. Reciprocation and Payback - the best way to irritate those who don't like you is to have a great life. When Snow White and the Prince got married, her father and step mother were invited to the wedding, even though they didn't know it was her. At the wedding, her step mother is presented with a pair of Iron Shoes that are glowing red hot, and she is made to dance in them until she drops down dead. 

Lesson #8 - don't get mad get even and revenge is a dish best served cold.

Why should you contact me...?

Simple - you will be better off with me as your Coach than you are without me. 

I will expect and encourage you to achieve more than you think possible, you will love me some days and hate me the next. I will take away your excuses and replace them with achievement; and on the way we'll have more fun than should be allowed in Business...

So, if you think you're ready - drop me an Email...

If you think you're not - then it makes no difference what you do...

davidholland@resultsrulesok.com