EXALTA - Insights

Business Growth Strategies: Helping You Thrive in a Changing World

Tue, 12 May 2020 07:25:00 GMT

There are factors outside of your control that will impact your business. These are often localised and specific to you. That has all changed with COVID-19. This is one of those universal events that will force many business owners to think differently. Changes that could have a lasting effect on what you do and how you do it.

I suspect you’ve had a range of emotions during the lockdown. You will have thought about the ‘what if’ scenarios and gone through several stages in your mind.

Helping you thrive in a changing world

Surviving

Finding ways to keep your business going, even preserve what you have so you can come back and start operating again. Using the resources that are available to you from the Government and our banks. Remaining intact, resolute and determined. Finding a way to manage your business through this crisis.

Refocusing

Reviving

Surprising

You embark on getting your business back together. Breathing new life into your operations, reconnecting with customers, suppliers and your people. How you tackle this should be based on the answer to your ‘why’. The reason you are in business and what you are doing.

But there is one further stage. You will need to investigate the fundamentals of your business and how you have coped with COVID-19. It’s the one area that will help you not only revive your business but ensure you thrive.

This is about taking on board what you have learnt throughout lockdown. It’s not the event itself but more about the way you think and react. You have an opportunity to reimagine your purpose. Ask yourself the ‘why’ again. Fundamental questions that can give you a new direction.

What will your new shape look like?
How will you be defined?
What is your 'why'?
How will you reimagine your business?
How will you surprise?

These are searching questions that need to be considered in more detail. You need to generate ideas for how you look at your business, think about innovation and creating a new roadmap.

Thinking about when lockdown starts to lift. Getting everything back to normal. You bring the focus back to yourself, your team and your objectives. Restructuring and refining as you go. But you need to make sure you are building a business that is sustainable in this climate. You need to think about the ‘why’ for your business.

Imagine what’s possible in your business growth strategy

Innovation will define your business strategy

Rethink your business development plan

Social distancing could be the new norm. Just to survive you will need to adapt because it’s likely to be with us for a sustained period. Businesses are already operating from a distance using remote conferencing, training and servicing. But this isn’t just about incremental changes to your business model. It’s about being more radical in your business development plan.

Let’s look at the sales process. Rather than driving up and down the country for sales meetings, why not conduct these over video conferencing. Maybe have a bi-monthly or quarterly face to face meeting with lunch included.

Product innovations could be accelerated in our new world. There is already talk of electric cars increasing in popularity. The reduction in emissions has been noticeable over the lockdown period and there is a desire to maintain this. The Government will have a part to play. They are already making announcements such as investing in more charging points across the county, which has been a barrier to take-up.

Walking or cycling to work. This is also being actively encouraged and will generate opportunities for business. Not just in the cycle itself but for clothing, storage and security as well as the whole infrastructure of cycle routes. Remember, it’s about understanding the ‘why’ and what you do to deliver this that you can take into future developments of your business plan.

If someone had said to you 6 months ago that working from home (WFH) will be the new normal, you probably would have dismissed it. And yet, here we are, several months down the line and many people are WFH. A situation that looks like it will be how we work for the foreseeable future.

Can you think back to why you started your business? It’s a good starting point and a great way to evaluate if it still applies today. Look at how the world has changed and how this has affected your ‘why’. Now is a great time to pivot your business and reevaluate your business growth strategy. Look at your products or services and consider how to deliver them in a changed marketplace.

With every change, there are new opportunities. It will depend on your mindset but if you embrace what is happening you can start to innovate. Look at your business and think about doing things differently. Take a new and fresh approach. But start small, don’t think about what you do in total, break it down into manageable chunks.

Think of innovation as creating the business you need to become. A way of transforming your business into what it could be. It’s something that everyone can do. You just need to be brave, remain focussed and think laterally. Build on your strengths, look at what you already do well and are good at delivering. Then use this to redefine your business strategy.

You need to be targeted. Innovation can be applied to a product, process or be marketplace driven but it’s not about innovating everything you do. Consider your products or services and how they might change. Your marketplace, consumer behaviour or values could be different. Once you have identified what you need to do, think about the skills, activities, products and services you need to bring to the market.

This is where you can surprise. You will have reimagined your purpose, the ‘why’ and sought a new direction. If you get the delivery right, you will have a successful business strategy and business development plan. Something that will pivot your offering and ensure you thrive with whatever comes next in our new world.

Have you thought about pivoting your business, maybe you are already doing this, would be great to get your thoughts?

If you would like to talk more about business growth strategies, get in touch today by calling us on 01865 238100 or through filling out our online contact form .

8 Steps for Achieving Your Business Goals & Objectives Post Covid-19

Mon, 11 May 2020 09:02:00 GMT

2. Be specific

3. Team Communication & Input

The coming months and years will provide plenty of opportunity for both the UK and international businesses that are ready to accept new challenges and the new arena that will evolve following COVID-19. After any major downturn or crisis throughout history, that has always been the case. New opportunities will open and for those brave enough, there will be new ventures, new products, and services to meet clients needs.

But there is still a challenge.

Some years ago, the University of Scranton published a study in the Journal of Clinical Psychology which evidenced that 92% of people failed to achieve their objectives! That leaves just 8% of us who will make goals and achieve them.

The 8 steps that will help you achieve your goals & objectives, allowing you to bounce back after COVID-19

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You are probably not going to be alone on this journey, so make sure that your team, colleagues, employees, advisors, etc know what you are trying to achieve. Communicate your plans, ambitions, and goals, when everyone knows the direction of travel it is more likely that you will get there. Build your team to support, challenge and advise you, listen to them, do not be afraid to ask for their opinions and input.

Invite and include your team, welcome their input - their creativity will surely surprise you!

Here at EXALTA, we specialise in providing expert business consulting services and strategic planning. If you're interested in finding out more about setting and achieving your business goals & objectives, call our team today on 01865 238 100 , alternatively, you can fill out our online enquiry form , and we'll be in touch.

Define your goal and make sure your plan is very specific in terms of its scope, duration, and achievability. Use either SMART or CLEAR goals to help you. Just the process of thinking about your business goals & objectives in more specific detail helps make your goals more real, more achievable, and more likely to happen.

How will you know when you have arrived without a clearly defined SMART or CLEAR objective?

Put pen to paper, or iPad, tablet or PC and write down your goals, and objectives, your plan for success. Whatever you do, make your ambition visible to you and your team. Create key steps with a roadmap to your destination. Without a clear destination and plan, you probably won’t achieve your goal!

1. Write your goals & objectives down

4. Accountability

So, what is it that can help you achieve your goals?

Great teams and great leaders have great coaches, advisors, and mentors in the trenches with them. Having a sparring partner, business consultant , advisor, or coach to support you will give you an independent sounding board and hold you accountable. They will help keep you on track, focussed and provide objectivity when times are tough, or your procrastination gets the better of you.

We all suffer at times from a lack of belief or put off difficult or unpleasant tasks. Having someone by your side is a lifesaver if you want to achieve your goals.

8. WHAT

7. Persistence

6. Passion

5. Small steps

The saying that “Rome was not built in a day” is true, break your goal down into smaller bite-sized chunks that enable visible wins or progress to be made. Small but recognisable successes motivate, encourage, and keep you on track. Celebrate these small wins and share that positivity around your team.

Every journey begins with a first step, every step brings you closer to the destination, your goal or objective.

When you know your “WHY” and it is your passion things start to fall into place. Delivering your why, becomes meaningful, focusing your mind on the things you need to do to deliver becomes easier and more fun, your how, and what seems clearer. The COVID-19 pandemic has in my view enabled many to reevaluate their why, how, and what with much more understanding of what they are truly passionate about.

In my case, I truly believe that Raising The Bar is not just an idea it’s an essential part of my thinking and daily life.

Nobody said this was going to be easy! Pushing through the difficult times, challenges and blocks to success requires persistence, determination, and belief. In sport, in life, in business you don’t just need clear goals, you need the power to push through the pain of failure and learn from it, distraction and avoid it, diversion and refocus.

Having persistence is not optional, it is a core reason that successful people are just that. They do not give up, or at least not easily. Some might call it a stubborn streak, but however you define it, staying power, stubbornness or persistence is a prerequisite for success.

Not a clever acronym although I am sure there is one, it is just simply saying that WHAT you do as much as how or why you do it will define your success. It’s what you write down in your plan, what your specific goals are, it's what your team does, what you will be held accountable for, what steps you will take, what passion you show and what you persistently do to achieve your goal. Simple!

Those that achieve success, make their goals reality, they don’t just dream they make it happen by WHAT they do. So, what will you do when you bounce back?

My final tips - don’t multitask; by all means, work on many things but complete one before moving to the next. Instead, work smart, develop a routine, retain focus, take breaks, and ask for help.

5 Easy Benefits of Exporting Your Products

Fri, 17 Apr 2020 07:41:00 GMT

2. Less dependency on a single market

Many businesses will have considered exporting to the EU after Brexit. Events seem to have overtaken this and amid the COVID-19 challenges, you may have more time on your hands than previously. Which makes this an ideal time to think seriously about your next move as a business.

Operating in more than one market is a distinct advantage of exporting. What it means in practice, is you are less reliant on your local market. Any downturn in an economy can be offset by focussing your marketing effort in a different country. You are reducing your risks by switching your resources to enable you to continue selling.

Seasonality is another factor. You might have a product that customers only want at certain times of the year. The climate and weather are good examples here. Suntan lotion and swimwear will be in more demand during the summer months, which as we know can vary across the globe. Public holidays such as Christmas and Halloween, while these are fixed dates, it’s an opportunity to increase production.

There are certainly more opportunities to sell your product if you operate in more than one market. Meeting more customer needs when it’s appropriate and when there is a demand. Something that could keep you busy all year round and if you make the right plans will certainly result in increased sales.

1. Target a wider audience

Most products will have a natural lifespan. The reality for many businesses is they are marketing a mature product - it has come to the end of its lifecycle. Within your market, the signs to look out for are saturated demand, an increase in competition that is suffocating consumers, or you have seen a decline in sales. Any or all of these are contributing factors.

One of the key benefits of exporting is to give your product a new ‘lease of life’. Targeting new markets and customers will expand the lifespan of your product. If you manage to make that move ahead of your competitors, you will have an advantage and early foothold in the market.

3. Increased production capacity

Advantages of Exporting Products to New Markets

There are many advantages to exporting your products. You may have thought about this briefly in the past or perhaps you are unsure if it’s worth the effort. Whatever your reasons, there has never been a better time to explore this area in more detail.

How to export goods

That’s probably Brexit in a nutshell. Moving away from one market to sell your products and going back to deal with 27 individual member states. Again, that sounds a bit of a nightmare. But there are plenty of other opportunities, and you could argue less restrictive.

You will be able to choose those countries that are right for your product and negotiate individual contracts based on the value to your business. This will make you less dependent on the UK. The benefits of exporting in this scenario are increased sales, the ability to spread your risks and giving you a prime position for markets that might be growing.

If you're interested in finding out more about developing international markets , we can help. Call our export management consulting team today on 01865 238 100 , alternatively, you can fill out our online enquiry form , and we'll be in touch.

5. Achieve balanced growth

There are only a finite number of people or businesses you can target in the UK. It’s certainly easier to focus on your local market. You know how commerce works, the language is universal and you know how businesses operate. But if you have a product that appeals to a wider audience then exporting is something you should consider.

It might be that you have reached a saturation point within your local market. This could be from a competitor perspective or you simply can’t sell any more products at the scale you need to. Identifying new and possibly untapped markets could be a game-changer for your business.

This is a large topic with lots to think about so worthy of an article on its own. But there are some key areas you should be thinking about if you are considering exporting.

There will be more paperwork to complete. No getting around this one I’m afraid but it shouldn’t be a barrier, the benefits of exporting will outweigh any of this.
You may need to modify your offering if you’re selling in another country. Being aware of and sensitive to cultural and language differences is important for your marketing.
Greater exposure to your brand and products. You are entering new countries and will need to elevate your business from a local market to become an international player.
Do your research and don’t just follow the crowd. Decide if a new market is viable for your business based on your analysis – if you’re not sure where I can help you.
Consider what you need from a process, system and people perspective. Think about what you need and how are you going to operate in a scaled-up business.

If you can see the benefits of exporting there is one other factor that you need to consider: our Union Jack. Your business will be boosted by simply using the Union Jack , an iconic symbol recognised all over the world. Exporting to the EU after Brexit may well be a catalyst. This current coronavirus pandemic is an opportunity for you to seriously consider your options. If you’d like to discuss any of

4. A greater lifespan for your product

If you’re moving into new markets, then inevitably you will need to increase production. That might sound counterproductive. What looks like additional expenditure that feels like you’re defeating your original objectives. But it’s all about the larger economies of scale.

The fact you are sourcing more raw materials to make your products will give you increased buying power. You will be reducing the overall production costs because you can now buy in bulk. There is also the opportunity to increase your margins. If you think about it, you are making the same products for less but still selling them at a competitive price.

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Update - Bangladesh Market Appraisal Report

ryan@futureclient.uk (Ryan Willis) — Thu, 09 Apr 2020 22:14:04 GMT

As the streets of Dhaka lay empty during a 10-day shutdown due to the coronavirus outbreak, air quality saw significant improvements. On 29th March 2020, Dhaka's Air Quality Index (AQI) stands at 91; a giant leap forward from a typical range of 260-319 at the beginning of the year. These readings are taken from aqicn.org - the World Air Quality Index Project.

Since this visit, Bangladesh like so many other countries has been managing the Global Coronavirus pandemic.

The ASIAN DEVELOPMENT BANK (ADB) said recently (April 04, 2020) that the Bangladesh economy continued to perform well despite the global economic slowdown. "However, there exists a downward risk due to the COVID-19 global pandemic." With its preliminary estimates indicating that about 0.2% to 0.4% of Bangladesh's GDP may be lost due to spillover effects of the global COVID-19 pandemic.

On these visits as part of our Export Management Consulting service, it’s always good to update ourselves on the general activity in the market. So, this was the second priority; continuing our research into new and innovative market situations. This is particularly relevant in the areas of Defence and Cyber Technology, where “state-of-the-art” and pioneering opportunities for completely new business is appearing. This proved productive and some of the relatively new contacts we have made impressive progress. This was evidenced by the fact that not only had they progressed their businesses to a certain level in a wide variety of markets, but they were now seeking assistance to expand to even greater pinnacles.

What became apparent during several discussions was their need for trustworthy and professional contacts to aid these projected international business opportunities. There was clearly some apprehension about investing in expansion to be able to handle increased orders with assistance being needed to generate reliable, sustainable and continuing trade.

We came away having looked at various ways of achieving further co-operation and delivering our professional experience and knowledge. There are many opportunities, some challenging, some less so, but we as EXALTA will continue to discuss and pursue these appealing possibilities.

We have an even stronger conviction that there is a truly massive wealth of obtainable and exhilarating business prospects possible when we enhance the undoubted business skills of Bangladesh and the United Kingdom.

By working together, we can achieve great things and exciting, prosperous times are undoubtedly ahead.

Nazmul Chowdhury, Bangladesh Associate - EXALTA Business Growth limited

Update: Bangladesh Market (Pre-Coronavirus)

EXALTA are regularly in the Bangladesh market offering Export Consulting Services to both the local partners we support; helping them to source high-quality products and services from around the globe, but also in support of our partners wishing to promote their business in the country.

We are particularly active in the following areas:

INTERNET OF THINGS (IOT)
SMART LIGHTING SOLUTIONS
MILITARY & DEFENCE
SECURITY & CYBER INTELLIGENCE

Our dedicated Export Consultant & Associate for Bangladesh (Nazmul Chowdhury) has recently returned to the UK having completed one of his bi-monthly market appraisal visits, during which he focused on several aspects of the market - here is his latest report (Jan-Feb 2020).

NOTE:

Bangladesh’s GDP growth rate is forecast to be 8% in 2020 (Pre-Coronavirus)
The figures put it ahead of other Asian countries, including India

Source: WORLD ECONOMIC FORUM, 19 Nov 2019, Katharine Rooney Senior Writer, Formative Content

In general, the economy has been showing constructive signs of growth. In addition to the comments by the WORLD ECONOMIC FORUM, this is also reflected by two major indicators:

Firstly - by the number of new business enterprises being established and financed locally.
Secondly - by the amount of interest and investment from abroad.

Initially visiting existing contacts; ones where we already have strong links and or projects to develop and an opportunity to strengthen and improve ongoing communication and market knowledge. These updates are always positive, and this proved fruitful for continued good relationships “people do business with people they know and trust” and in Bangladesh, this is very important. As so often it’s a

“EXPORT CONSULTING SERVICES - BANGLADESH MARKET APPRAISAL”

Bangladesh Market Appraisal Report -

ECONOMIC GROWTH FORECAST

EXISTING CONNECTIONS

MARKET INTELLIGENCE

Become an SME Beacon by Boosting Your Exports

ryan@futureclient.uk (Ryan Willis) — Tue, 31 Mar 2020 22:31:54 GMT

The first question would be: do you put the words “Made in the UK”, or “Produced in the UK” on your product?

If you do choose one of these phrases, be sure to print the Union Jack on your packaging as well. This will be a great visual representation and more eye-catching for potential and existing customers and buyers.

Why is this is something you should consider if you don’t do it already? Because this flag acts as a strong visible reminder, and the result will work a lot faster than words could. Think about where the flag would have the biggest impact, then build it into your presentations, business cards and social media. The Union Jack adds weight to all your communications by using this iconic image of the UK. It all builds confidence in you and your products, through well-established, recognised and important associations and connections individuals have.

It’s probably fair to say that simply saying “MADE IN THE UK” will play an important role in growing your brand. This will influence a customer's purchase decision, overcome quality perceptions and increase your margins.

To add the Union Jack will increase your overall credibility.

There’s never a wrong time to communicate with your customers. It might feel like a bad time now, but it isn’t really. Now, more than ever, communication is key, but more importantly, how you communicate your business and brand to your customers is equally crucial. As an example, let’s take a look at the Union Jack. This isn’t just our national flag, it’s something to be proud of. You can use this flag to your...

EXALTA Business Growth supports SME’s and Owner Managed businesses to drive international sales and revenues. For information, or if you would like a review of your exporting business and potential, please email mike@exalta.co.uk or give us a call today on +44 (0)1865 238100 .

Many customers around the world still value what Great Britain has to offer. They know our products can be trusted and that we are an honest trading partner on the global stage. Customers value our business ethos and ethics, understanding that we have an ingrained respect for listening to proposals, and simply want to do business.

If you think of yourself as a smaller, less well-known brand who is entering new markets and trying to establish a foothold, I simply say: use the strength of UK branding.

Experience dictates that customers do and will respect the Union Jack flag. Many potential customers will look for it as a measure of a business' credentials. By adding the UK as a ‘Country of Origin’ on your products and services, it is a huge positive wherever you go - so why not use the power of Britain to influence your customers. Make it part of your product DNA, especially when you look to enter new...

Subliminal messages are transmitted when you see a nation’s flag or symbol. A buyer will generate their preconceived thoughts. For example, wine from France or cars from Germany are automatically associated with quality and chocolate from Belgium will be very tasty. A product has already been judged in terms of performance and taste even before you have touched it.

All I’m saying here is use this competitive advantage to strengthen your position. British goods and services are perceived as 'built to last' because of the quality. It’s always possible to disprove this, but you are starting with a positive perception. In contrast, Chinese manufacturers have had to work hard to change their perception. The “Made in China” label did mean cheap and low quality at one stage, which is not the case these days.

The strength of “Made in the UK” combined with the Union Jack flag can enhance your negotiating power, price point and overall standing of your product or service. Your customers still want to drive a hard bargain, but will feel more positive about “buying British”. It will appeal to their sense of being part of something valuable, discerning and long-lasting. Often, it is the origin country of the brand, rather than where it is produced, that carries more weight. This means that being “Designed in the UK”, but produced or outsourced elsewhere is still important, relevant and should be communicated.

As someone who works all around the world, my advice is: always fly the Union Jack flag. It’s an invaluable beacon for you and your brand, providing reassurance, confidence and credibility.

Make it part of your business heritage and brand visibility as a sustainable advantage in the world of global trade.

The Union Jack as a universal beacon for SME's

I would view our national flag as an asset for any business. 'Why is the union flag is important for your business?', I hear you ask. Well, it will help you on your travels, wherever you go and however you trade. There is great value in associating and attaching the 'Made in Britain' label with your business. This flag can support your business, operating as a sign of quality, resourcefulness and innovation. But, what makes the Union Jack even more valuable is that it’s free to use.

The Union Jack is a flag to be proud of, and you should use it to support and advance your business. Not only is it a great way to communicate our national strength, but by aligning your business with it, you can reap the benefits of the connotations it holds.

With challenging times upon us such as BREXIT and COVID-19 - why not continue to build on our nation’s history, our global presence and the values Britain embodies? Through establishing your brand and using the Union Jack, you can be part of a valuable legacy created by those who have gone before you.

What’s so special about our Union Jack?

What a nation’s flag can say about your business

How to use this asset in your business and branding

You Can Become an SME beacon by boosting your exports

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Leadership in Transformation - Core Characteristics of Leaders

ryan@futureclient.uk (Ryan Willis) — Tue, 24 Mar 2020 23:32:07 GMT

If you’re interested in business consulting services, look no further than EXALTA. Please give us a call today on 01865 238 100 , alternatively, you can fill out our online contact form , and we'll be in touch.

Vision

Transformational Leadership characteristics that impact organisational growth

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Enabling transformation and change that is effective requires core leadership characteristics. It is only really capable leaders who have these in abundance. These characteristics and traits below make the difference in transformation that sticks.

Leadership in any organisation is vital, regardless of the size, type or sector of the company. Leadership in transformational situations becomes even more vital at every level. Transformational leadership requires communication skills that go way beyond and way deeper than just communicating the strategy. It’s about putting the belief and will into the team that will carry out the transformation and the...

The level of personal engagement in this process is important. The emotional involvement is critical; the clarity and conviction of a transformational leader must be visibly evident. True transformational leaders possess the ability to convince at every level – from the factory, shop, office or site floor to the highest echelons of the business, organisation or institution.

Transformation is hard, difficult and many will resist in the belief that they know better or simply don’t want to change.

So what are the core characteristics that transformational leaders have, the capabilities that transcend the average?

Why is transformational leadership important?

Proactive

Inspiration

Collaboration

Adaptation

Self-Motivation

Risk

Decisiveness

Humility

Mindfulness

A transformational leader will have the ability to visualise, and more importantly, be able to clearly communicate a vision for the organisation in a way that is clearly understood throughout the business. This leader will provide a clear direction of travel, sound reasoning with realistic objectives in a way that everyone can engage with and work towards whilst embracing prevalent culture and values...

Transformational leaders are mindful of an organisation's collective spirit. A transformational leader will have a broad awareness of and share the collective spirit around them, aligning purpose, values and acknowledging that actions to create change, decisions made and new ideas introduced will impact widely. Transformational leaders will truly view their role as being integral to the business being part of...

Self-motivation that internal force that is independent of external influence is evident in all leaders, especially those who enjoy their roles and have clear alignment with their purpose; but, even more so in transformational leadership, where the enthusiasm and stimulus to effectively, manage and remain focussed is so vital...

Power can be addictive. Transformational leaders have the ability to do what’s right for the business and not let their position or power stop them from putting the company ahead of their own personal gain. They recognise that as a leader their success comes when everyone succeeds. They encourage, respect and embrace others success all the while remaining unpretentious...

Being decisive is challenging but is a key responsibility of a leader; difficult decisions are often hard but transformational leaders do not refrain or delay unnecessarily the decision-making process, aligning their decisions with a clearly expressed vision upholding values and remaining focussed on the best outcomes...

Not everyone is willing or able to take risks in their stride, but transformational leaders embrace risk more often than not, calculating the risk and the rewards with a combination of intelligent research, fact-finding and evaluation to enable informed decisions. A transformational leader will encourage appropriate risk-taking and sound judgement across the organisation developing with their teams well...

The business environment is constantly in flux. Transformational leaders are prepared to respond, adapt, flex and change as the world around them evolves. They understand that adaptation is always needed and they look to innovate, respond and renew to meet a constantly changing environment. They inherently know that the status quo is not appropriate in a competitive environment. A transformationa...

Team unity and collaboration are all-powerful when it comes to transformation success. Understanding that success comes from a team effort and that growth is developed from listening too, embracing and encouraging input and ideas across the organisation. Transformational leaders construct conditions and environments to engender collaboration listening to their teams and integrating their insights...

Providing inspiration to others and creating a can-do environment where people go beyond and rise to the occasion goes hand-in-hand with the ability to think beyond the façade of slick presentations and speeches. Transformational leaders get to know the people around them; they treat people as individuals with different motivational needs. They inspire by believing in their teams and embracing...

Taking the lead and a proactive approach to all that they do transformational leaders are constantly looking to make things happen. They make decisions to push things forward, innovate constantly, push boundaries and challenge. They encourage others to behave in a similar way, to be proactive in the way they think and act, providing support and guidance with well thought out strategies to manage the risks...

The Help You Can Get as a Business Owner

ryan@futureclient.uk (Ryan Willis) — Tue, 17 Mar 2020 23:39:45 GMT

Focused on teaching the necessary skills through a targeted approach. Taking a specific focus such as increasing sales or improving the performance of your leadership team. Identifying the specific abilities of you or your team so you can develop and enhance those skills.

If you're interested in evolving and growing your business with the help of an expert business consultant, then please give us a call today on 01865 238 100 , alternatively, you can fill out our online contact form , and we'll be in touch.

Two important factors to bear in mind when you’re looking for business support:

I often get asked this question, and the short answer is no. If you are ambitious and want to grow your business, there is nothing wrong in asking for help. For many, it’s a sign of maturity that you’re seeking the right level of expertise to take your business forward.

As I said before, if we were born as business leaders then life would be a lot simpler. But we aren’t, which is why it’s great that you can rely on others who’ve already made that journey. Tap into their knowledge and expertise to make your business more successful.

Have you used a business coach, business mentor or business consultant, and what has been your experience?

Sharing knowledge on a one-to-one basis. This covers a much broader spectrum and will include support on how to grow your business , entering international markets or maybe launching new products . Generally, a longer-term relationship covering the whole business.

Does asking for help as a business owner mean you’re weak?

Help for business owners at the right level

Always learn and develop in a style that suits your business. If you don’t, it’ll be a very short experience and you will revert to what you’ve always done.
Choose the right individual to work with. You need to operate as a partnership, which means making sure they are interested, trusted and experienced in the right areas.

This is about bringing the expertise into your business to deliver against specific objectives. It’s not just about supporting you as an individual, but more about a collaborative approach with direct actions. Likely to have a specific focus such as sales, marketing or product development.

It’s good to define the differences, but the reality is, it should be all about you. Whatever label you want to use, it will come down to the type and level of support you need for your business.

Support for business owners and what it means for you

There are several terms individuals will use when offering support for business owners. So, let’s have a look at some of these and what you can expect.

The first big step is to accept that you need some help. To get to this point you will have already identified a need. The next step is to explore this further and develop your thinking. Don’t be worried about what it’s called, just be clear about your requirements.

As a business owner, your role is pivotal and it can be a lonely place. You may need support to help with your personal development or growing the business. If you have someone to discuss challenges with who is outside of the business, it will give you that objective viewpoint. A business mentor can see things from a different perspective, which can be very helpful. I would call this a business mentor.

A business consultant, mentor or coach can help with building more skills and expertise within the business. If you are a growing business or are moving into new markets, you may need more knowledge in certain areas. You can always find this by recruiting new staff, but your existing team may want to develop themselves. A great investment in your staff and recognition of their value to you. I would call this a business coach.

The flip side of this is to bring in business expertise on a short-term basis. Someone who knows what they are doing and can deliver results quickly. The business specialist will have a set of objectives or an understanding of what you want to achieve and will be very task orientated. I would call this a business consultant.

The reality is I think you need a combination of support and action, which is why I believe you should always focus on your requirements, rather than any business terminology. What you will end up with is a hybrid of coaching, mentoring and consultancy.

Business consultant

Business mentor

Different Levels of Support Business Owners Can Access - the terminology explained:

Business coach

I’m not talking about financial help here. This is all about you as an individual. The type of practical support available for business owners. I’m sure you would agree this is a sensitive topic, nobody wants to admit they need any help.

If we were all born as natural business leaders, life would be so much simpler. The fact is we aren’t, but some people have this wealth of experience and are ready to share their knowledge. Finding the right individual to work with you will help develop and grow your business . It will also save you time and money.

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Irrespective of the label you put on business support, there are key themes associated with this area of expertise. Aspects that you can benefit from whether you choose to work with a business coach, mentor or consultant.

Because these individuals are new to your business and detached from anything that has gone previously, they can be objective. This means you can use their skills to deliver what you need without any internal influences, as is so often the barrier to change or growth.

It's ok to have a moan or get issues off your chest. Being a business owner can often put you in an isolated position. When you are able to talk to someone in confidence and get an honest view, it is incredibly refreshing. Through having a dedicated business coach, mentor or consultant that is a listening ear, this can allow for reflection before looking at the possible solutions.

Business mentors, consultants and coaches can provide a very helpful and insightful reality check. When you start on your journey, it’s not a straight line from A to B. There will be challenges and mistakes along the way. It’s all part of the learning process and you will be supported at each step. Being able to draw on an experienced individual who can offer a different perspective and alternative approaches.

External help and guidance can also keep you on track once you are on your way. There will be goals set and milestones to be hit. By having someone there to ask you the difficult questions and keep you moving forward will help in the long run. It’s about you being held accountable once you’ve agreed what needs to be done.

The Benefits of Trade Shows for Your Business

ryan@futureclient.uk (Ryan Willis) — Thu, 13 Feb 2020 23:39:57 GMT

It’s very similar to attending the show, except you are entering at a different level. You will have a visible presence at the venue. An opportunity to build brand awareness. But most importantly, you will entice people onto your stand for a conversation. The research you have done as a visitor will help you here.

You also have a base at the trade show. A place where you can invite prospects to visit. Showcase who you are and what you do. And because you are exhibiting at an industry-specific event, it will demonstrate a level of credibility for your business.

And of course, you can still network, arrange meetings and talk to your competitors. But you now have other avenues to explore. The organisers often hold a drinks reception for exhibitors. There might even be a conference or awards dinner as part of the event. More opportunities for you to network and connect with the right individuals.

What are the benefits of exhibiting at trade shows for businesses?

You should go with an open mind

An obvious statement but, we are busy people. It’s easy to just turn up on the day and wander around with a view of meeting some useful contacts. But, that's probably not the most effective use of your time.

Identify the exhibitors you want to go and meet. They could be competitors, maybe a new company in your sector or someone who is launching a new product. Make a point of visiting their stand and finding out as much as you can about them. All useful intelligence for your business.

There are often seminars and talks around the show. Have a look at the topics and who is delivering the content. These are free to attend and will give you further insights. They are also an opportunity to network. Look at who is sitting next to you and start a conversation.

There is so much value you can derive from simply attending a trade show. It’s not always about buying a stand and exhibiting. That can be expensive and unnecessary, especially if you haven’t visited the exhibition previously.

A perfect opportunity to talk to your prospects. Probably one of the main benefits of attending a trade show. Find out if they are going to the show and whether you can meet up. This is a great way to manage your time at the event because you already have a warm lead. Maybe it’s someone you speak to on a regular basis but just haven’t met in person.

But don’t forget your existing customers. The most valuable asset you have and the perfect event to arrange a catch-up. If the trade show is being run over a couple of days why not go out for dinner. A great way to update on what they are doing and identify if there are any opportunities for you coming up.

Even if you have attended a lot of trade shows, don’t assume it will be the same every time. There will be plenty of opportunities to gain additional knowledge about your industry. To check out the competition and discover what they are doing differently. Learn about the next big trend in your sector. All key benefits of attending trade shows for your business.

Maybe you are thinking about exhibiting next year. Look at how stands have been configured, the creative aspects and the messaging, this will all help you. Have a chat with individuals on the stand, especially if they are busy. Find out what works best or doesn’t work for them. Carry out your own bit of market research.

If you're interested in learning more about developing business strategies or require the assistance of an experienced business consultant, please don't hesitate to get in contact with EXALTA today. You can call us on 01865 238 100 , alternatively, you can fill out our online contact form and we'll be in touch.

I’m not about to tackle such a huge issue here. But it’s worth sparing a thought for how attending these trade shows does impact on our environment. You might argue that business travel is an inevitable consequence of running your company. Which means whatever you do there will be a carbon footprint.

Surely this must be another great reason to make the most of any trade show you attend. An opportunity to meet your competitors, clients and prospects all in the one place. If you plan it right, you are simply running your business in a more sustainable way.

What do you think is the most important benefit of trade shows for your business, either as an attendee or exhibitor? For me, it’s about relationship building and keeping up to date.

Target who you want to meet

Arrange a series of face-to-face meetings

There is no getting away from the fact that we live in a digital era. In such a world you may think trade shows and exhibitions would disappear. After all, we seem to do everything online including networking through social media channels such as LinkedIn.

But here’s the thing. People like to buy from people. They still like to handle the product - and it’s that face-to-face interaction that will give you a feel for the service you’ll get. Exhibiting at, or attending a trade show, is something you can never truly recreate online.

Always do your research before you start

So, how do you derive the most benefits from attending a trade show? Well, the first thing you need to do is define your objectives . Something you can review and measure after the event to establish if it was worthwhile for you.

Country specific trade shows are probably more frequent being held on an annual basis. These tend to be targeted at a local market for their products and services. Then there are the larger international trade shows with a much wider appeal. Quite a few of these are now held every couple of years and in different countries.

Once you start researching the events, there are two areas to focus on. The first is the exhibitors. You can view these on the trade show website and you should recognise quite a few as your competitors or suppliers. If you look back at previous shows you will see if they are regular attendees.

The other aspect is who the organisers are targeting to attend the show. They often talk about the benefits of attending the trade show. These should appeal to the relevant individuals in your sector and yes, definitely those you want to meet.

As an international business consultant , I have my own favourite; it's held every two years in Frankfurt - it’s the Light and Building exhibition . This is a really important event for me. It’s an opportunity to meet clients and update on the latest developments in one of my core markets.

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4 Benefits of Attending Trade Shows

Spare a thought for the environment…

Show and Tell or Seek and Find?

ryan@futureclient.uk (Ryan Willis) — Mon, 11 Nov 2019 23:40:18 GMT

In a modern forward-thinking business environment, it’s ok to not know everything. It’s ok to put your hand up and ask questions and it’s ok to have both a business coach AND a business consultant. They might even be the same person! Shock horror a hybrid. So, what is the fundamental difference between these two similar but very different roles? Why would you use one and not the other? What if they are the same person? Is that even possible? So, is it show and tell or seek and find?

Finding and working with the right business coach or consultant can really help you develop and grow your business creating a new dynamic for both you and your venture. To cultivate and support a growing business or to turn one around or to find new opportunities bringing in additional and very specific resource to help and provide guidance will ultimately save you both time and money – bit which do you...

Business Coach - Seek and Find

You can think of a business consultant as more of an expert who you turn to for help or support with your business. They can help you develop and teach you skills you don’t know, scrutinize and evaluate your business and build an action plan for you to implement. They are experienced and knowledgeable in business planning, strategy and implementation. They can advise you on direction and scalability or business growth in your business. They can also work with you on customer challenges, systems, packaging of services, pricing, sales and marketing!

Business consultants evaluate the goals you have for your business and work alongside you to help you build the plan of action required for you to accomplish your goals! In short, a business consultant is far more of a showing and telling role. It’s a role that requires experience, knowledge obtained from both success and failure, from past responsibilities and accountability. Showing and telling you how to...

Which One Do You Need?

A good business coach will support you in many ways but primarily will help you to seek and find. Telling business leaders or their team members how to get from A to B or how their strategy should look, or their business ethics should affect or reflect their company culture is quite simply not what a coach does! Instead, a business coach works with their clients to help them discover those things on their own.

So, in practice, a good business coach will always:

1. Think of the strengths, weaknesses and operations of the company, coaching accordingly.

2. Coach with management to uncover and resolve underlying issues that may be present.

Maybe you need both to run a successful business! In my view, I think you do! The coach/consultant hybrid is a model that I think works really well in the SME sector. Why? Well, they can help you discover and develop bringing the clarity, accountability and support with the additional experience on the more technical side of the business, for example, sales, marketing, strategy etc., combining these attributes to deliver great results for you and your business.

But if you’re trying to decide which service you need right now, there is a way to think about it.

So, What Does A Business Coach Do?

Deciding on how to get the right support for your business as an SME owner is never easy. Especially with limited budgets, limited time and limited access - these are often an owner’s challenge. So, what do you need? A business coach or a business consultant?

You may find yourself asking: 'Are they not the same just presented in a different wrapper?' This is because it’s not always clear what someone is offering and it’s not always clear what someone needs, in many cases the interpretation of the outcomes or expectations are very different. It might even be that an SME owner or a business unit leader, is reluctant to acknowledge that they need support. To then have to delve deep into the support they require is both intimidating and challenging.

Surely SME Owners/Entrepreneurs/Business Unit Directors are supposed to know it all anyway? So why would they have the need for a consultant or a coach? Tricky… It’s hard to tell your colleagues or people in the business that you have a coach or a consultant helping you – just think of the concern that you don’t know what you’re doing generates. But what is the cost of not acknowledging that you don’t know...

Business Consulting vs Business Coaching: What’s the difference? What about a hybrid model?

Show and Tell - it’s what a Business Consultant Does

If you're interested in hiring an external management consultant or business consultant, look no further than EXALTA. Call us today on 01865 238 100 , or through filling out our online contact form and we'll be in touch.

So, what about a Hybrid Model?

It’s OK

A business coach works with you to help you develop the skills you already have. They work to bring out the “best” of you, seeking and finding to transform your mindset.

A business coach can help you to discover what motivates you, develop your purpose, and help you to create, brainstorm and innovate your ideas in your business.

Addressing mindset issues such as imposter syndrome, limiting beliefs, fear and self-sabotage (which are vital to address) are some benefits of good coaching.

A good coach will also provide support and accountability to ensure that you are following through on your agreed action plan!

Your coach will support you as you implement your plan of action for your business that you have developed

I see that in many instances, the role of a coach or business consultant in an SME often overlaps. One can support the other. It’s, of course, a matter of choice, but finding someone with the experience, knowledge and the ability to coach is perhaps a way to ensure the best of both worlds.

Whichever you choose, Coach, Consultant or Hybrid it’s important that it’s the right choice for you. So, consider:

1. Running your business - What are the missing parts, where do you need support?

2. The level of support you require - Do you want to grow, develop, and benefit from the experience

3. The outcomes and results you would like to achieve , personally and for your business

Knowing the difference between a business coach and consultant can save you a lot of time and money to say nothing of disappointment.

Let me know what you think, how can my hybrid approach help you to be the best and Raise the bar ?

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Finding Sales Opportunities: Are You Missing the Low Hanging Fruit?

ryan@futureclient.uk (Ryan Willis) — Thu, 19 Sep 2019 22:40:38 GMT

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Everyone knows that the low hanging fruit is the easiest to reach. It's accessible, not too hard to get to, not too hard to pick, not too hard to devour - or do they? I am constantly amazed at the daily sales opportunities that companies, and their sales and marketing teams, simply don't see or choose to ignore.

Need help, support, or advice? Contact EXALTA Business Growth Limited , we're r aising the bar . We provide a range of business services, specifically aimed at the SME sector, where businesses often need support as they evolve and grow . If you need an expert and experienced business consultant, call us today on 01865 238 100 , alternatively, you can fill out our online contact form and we'll be in touch.

So why do we ignore these great sales opportunities? Why do we go in search of the new? Why are businesses constantly looking for new clients, customers and accounts? I think it's quite simple, here are some of the reasons and a few solutions.

Senior management is often too focused on adding accounts and rewards . They motivate or encourage the development of new accounts; it's easy to track a new account, may be less easy to know what you did with your current ones. Are you guilty of this?
There is often a lack of transparency or reporting on the existing client base; this can hide both reality and opportunity. Do you report the numbers? If not, why not?
There is a lack of understanding across the business of the cost of finding new business vs. maximising current opportunities. Have you ever looked at this cost? Think about it!
Boredom! Yes, it's perhaps even boring to keep seeing the same faces, clients, companies, but guess what, it's far more productive. Is success boring? Maybe....

So, what can you do about it?

Why do we ignore business opportunities?

The cost of finding new customers is way more than growing business with your existing customer base and way more than servicing your existing clients. Quite simply, reaching out for the low hanging fruit should be a no brainer for every business and a compulsory question at every sales meeting, or review of business should be asked.

"How much more did we get this week/ month/ year from our current customers?"

Not being able to answer that question above, or having no idea what the answer is, should be a sackable offence (harsh, but real).

Set goals not just for new accounts, but for growing existing accounts, create account growth plans, build into your marketing plan, strategies for retention and growing existing accounts, not just expanding your reach and finding new accounts.

Sales Opportunities: The Truth About Low Hanging Fruit

Set account goals

Look at what you are selling

Networking

Maximise time spent on accounts

Look at what you are selling across your accounts, what are you selling to one account that you are not promoting to another similar account, could you?

Network within the account. How many times have you been to an office, seen a client and not asked for a referral? Or not asked to be introduced to your client’s colleagues, people in the same department that you have not met. Don't tell me that you know everyone and that you know exactly what they mean to your business. (Maybe true in a very small business, but not for bigger organizations that’s for sure)

Maximise your time in your accounts, getting to know them, getting to know what your competitors are selling or supplying to them, can you offer the same or similar solutions?

So, are you leaving the low hanging fruit to be picked and enjoyed by others? Are you ignoring great opportunities just because you are? Did you forget some of the basics? If so, then its time to review your sales strategies, your marketing goals, and your client accounts.

Sales Growth in a Challenging Market: "What a Nightmare!"

ryan@futureclient.uk (Ryan Willis) — Fri, 12 Oct 2018 22:41:01 GMT

So, what exactly is the challenge for sales growth in a challenging market?

Devise a Personal Strategy

Execute

The plan has to be delivered, executed, and acted upon! Without some sort of action, then the telephone calls, emails, letters, actual sales visits, discussions, solutions, proposals, will mean nothing. And, I mean nothing; NOTHING will GROW, CHANGE, DEVELOP - even in good times!

If you're interested in raising the bar and taking your business to the next level, developing or growing sales , or something else entirely, then call us today on 01865 238 100 , or fill out our simple online contact form and we'll in touch.

Reflect

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Even the best plans need to be reviewed and reflected upon, developed, modified and changed to reach the goal. Accepting that things will change - that’s a given - that customers’ demands, requirements and needs will not always stay constant. You also need to remain agile, flexible and responsive. Reflecting on your plan, what went well? What didn't go so well? Be prepared to CHANGE.

That's it. Not too much is it really?

But and here is the challenge, if and I stress IF, you want to grow your business, your sales, your market, your product range, and your client base, you will need to get up, get your act together and go out and make it happen!

Know what YOU are aiming for
Know how YOU will achieve it
Get it done, make sure YOU are executing the plan with clear actions
Review it to make sure YOU are doing the right things!

Sales Growth in a Challenging Market: is it the market that's challenging, or is it YOU

I keep hearing that the market conditions are challenging, what with Brexit, China & USA Trade wars, the change to online trading, price pressure, the slowdown in the economy, exchange rates, etc, etc. Sure, it’s a challenging time and market, but can anyone tell me when it was not a challenge?

I have been involved in sales for many years , in markets from Japan & Australia to the USA, Asia & the Middle East, Scandinavia & Europe, oh, and the UK. Are we still in Europe? Whatever the result of the Brexit negotiations , I think we still are!

Having a clear personal strategy for what YOU are doing, based on the things the company you are working for, or with, is trying to achieve; build, sell, promote, market, develop, etc. Setting within the strategy clear goals that YOU want to achieve.

Making a clear plan for YOURSELF around the business strategy is essential, it’s no good thinking others will do this for you, or that without a plan, no matter how simple, that anything will happen. So, if its 'achieve x% growth', then have a plan of how you will do that. Sitting in your office thinking about it won’t make it happen by the way!

What needs to happen for you to achieve that growth? Increase your call rate, contacts seen or connected with, focus, whatever it is that you think will work for you.

Isn't it really just 'business as normal'? The norm? Reality? Life? I certainly think that you can hunt out excuses, find reasons for not growing, blame others or the current market, the competition, the weather, time of year, day, week, transport, the roads, rail, air travel... and, the list of excuses goes on.

Can you just go about your business doing the right things and still achieve sales growth? But, what are the right things to do when all of this other STUFF is going on? All these distractions, excuses, reasons for NOT doing things like growing sales.

I genuinely believe it’s not about working harder or working smarter, although they will both help with sales growth. I do believe though that growing sales can be as simple as this: