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Category One : Interaction with Customers

MODULE – 1.Business Model Versus Business Plan

1. Definition of Business Model (7:00min)

What is a business model, in this topic we explore our definition of a business model and examine the three key parts that will constitute your business model.

2. Definition of Business Plan (5:21min)

Most business plans never get implemented successfully. This topic examines what a business plan is and looks at why you need to clarify your business model before you can prepare a meaningful business plan.

3. How to connect vision with your plan (6:09min)

Three areas that prevent people achieving their plans and desired business results. The key to connecting your visions with your business plan. Why many business plans fail.

4. When to prepare the model and plan (4:33min)

The perspective of different stakeholders in a business. Why business plans are usually prepared and who uses a business plan. Who uses a business model?

5. Who values the model and who values the plan (5:46min)

What sort of people want to see a business model and what sort of people want to see a business plan. Five starter questions to help you begin to examine and determine your own business model.

Module -2. Interaction with Customers

1. Being Customer led rather than product led (7:13min)

Do you have the right focus in your business? Are you product focused or customer focused? Five potential pitfalls of having the wrong focus in your business.

2. Introduction to thinking multi dimensional (5:31min)

What we mean by different dimensions. What a single dimensional view of a business looks like. What a business is really like and why it’s important to think about it from a multidimensional perspective.

3. Comparison of gross margin and contribution margin (5:37min)

What is included in calculating a “Gross Margin”, what is included in calculating a “Contribution Margin” why these are different?

4. Brand marketing versus lead generation (10:42min)

Definition of brand marketing, definition of lead generation, a key question to ask when determining your brand position. A brief case study. Plus a look at what is most important for small and medium sized businesses in relation to branding and marketing.

5. Connecting marketing spend to income from sales (5:27min)

The four Elements of customer interaction. What it means to be “accountable to Sales” and why this is important.

Module -3. Development of Strategy

1. Essence of Strategy (6:36min)

Do you have dreams for your business? Why simply having a goal is not enough. The three parts to the essence of strategy.

2. Development of brand and brand promise (7:40min)

Understanding what your brand communicates to your marketplace and the promise attached to your brand.

3. Development of your unique selling proposition (8:28min)

The importance of being unique in your market. A simple process you can follow to develop a powerful USP for your business. Why your USP must be perceived as valuable by your customers. How to determine if your USP is tight enough to be effective.

4. What makes a good customer (5:38min)

Learn the most important word in business and why it is so important. What makes a good customer and how to identify one. How your USP relates to finding good customers.

5. Development of strategy using a strategic fence (9:07min)

Introduction to the Strategic Fence™ The importance of knowing your USO (Ultimate Strategic Objective) and how to identify what it is for you. Understand the difference between a tactical operating plan and a strategic re sourcing plan. Learn one of the most dangerous things you can with your business strategy and how to avoid it.

6. Strategic objectives versus tactical implementation (9:07min)

Learn the difference between strategic objectives and operating tactics in your business Review an example of the implementation of a tactical plan to achieve a strategic business objective.

Module -4. Defining your target market(s)

1. What is a target market (8:13min)

What is a target market? The three “R’s” of identifying target customers. Look at your market segmentation and where to aim your marketing. Understand the three key elements relating to your target market.

2. Niche versus macro markets (5:18min)

Defining your business in terms of the target market you want to service. What is a Macro Market? What is a niche market? Understanding the difference between Niche and Macro markets.

3. The value of market research (6:53min)

What is market research? Four things market research can be used for in your business.The importance of the questions asked in market research, and the context of your questions. The importance of testing in market research.

4. Creating a person who represents your target market (5:50min)

Business success is about building relationships with customers and potential customers. This topic gives you a powerful way to help you and your staff relate better to people in your target market. We look at three examples of how to personify your target customer(s).

5. Life time value of a customer (8:32min)

Understanding the true value of a customer to your business. Determining what is the average life time of a customer in your business. How to calculate the life time value of a customer. Why it’s important commercially to understand the lifetime value of your customers.

Module -5. Setting up your market monitoring system

1. The most valuable resource in your business (5:00min)

Three perspectives for looking at your business? Why good systems will add to your business success. Increasing profit by caring for your customers.

2. What is a Customer Relationship Management system (14:23min)

The four elements of CRM, The four types of customer you can have in your business and the characteristics of each type, How to use a CRM system to create better more profitable relationships with your customers and stakeholders. A customer rating exercise for you to do to identify what type of customers you have.

3. Importance of testing and measuring the effectiveness of your marketing (7:18min)

Why you need to test and measure in your business. A key to improved decision making for better marketing and sales results, a great way to quickly and accurately test the effectiveness of your advertising. A critical question you should always ask before committing to any marketing or advertising expenditure.

4. Why many businesses need to keep acquiring new customers (5:56min)

The two doors in your business, why many business people often neglect their best customers, Why its important to value your customers and what often happens if they are not appreciated or valued.

5. Is a well kept diary enough? (6:41min)

Many people think a good diary is all they need, but in today’s business environment a well run CRM can help give you a significant competitive advantage. In this topic we look at what data you should have in your CRM system.

Module -6. Lead Generation / Lead Conversion

1. The secret of sustainable business (11:15min)

Three areas of focus for attracting new customers, exposing the myth of the better mouse trap, why more sales are not always a good thing in business. How to avoid downward price pressure on your businesses product and services and the importance of attracting the right customers.

2. Lead verification and qualification (10:12min)

Understanding the process of verifying and qualifying leads, what this means and why it is important to maximizing your sales effectiveness. Determining what you need to know to verify a sales lead. Seven criteria for developing your own powerful qualifying questions (with examples).

3. Sales cycle and its affect on lead conversion (7:39min)

Seven steps to developing an effective sales pipeline process for your business. What is the “Sales Cycle”? Understanding the importance of perception, and examples of sales cycles.

4. What are good statistics for conversion of leads (9:58min)

Discover the key to determining the viability of your marketing spend. Seven steps you need to measure to determine your conversion statistics (with a worked example), plus the secret to continually improving your sales results.

5. Development of an efficient sales pipeline process (6:11min)

Your sales pipeline process is the key to consistent sales production, tools to help you create and manage your sales pipeline, Seven phases in a sales pipeline.

Module -7. Margin versus Markup

1. Definition of margin (4:09min)

Definition of margin, not all margin calculations are the same, The key question you must ask when ever you look at a margin, How to calculate a profit margin percentage, plus a rule of thumb to keep you out of trouble when comparing margin percentages.

2. Definition of markup (3:27min)

Definition of Markup, why business owners use markup percentages. Understanding why margin and markup are not the same thing.

3. Dangers in getting this definition wrong (8:10min)

The importance of getting definitions right and in the correct context, Three examples showing the difference between margin and markup and the danger of getting this wrong. Different ways of looking at profit and loss and margins

4. Costing model for your business (8:53min)

Costing and pricing are not the same, what is a costing model and why you need one, a look at costing models for two different types of businesses. A worked example of a costing calculation. Costing models and budgets, the importance of regular review and validation of costing assumptions.

5. Development of prices – cost plus vs perceived valued (5:17min)

Pricing is not the same as costing, different ways to determine prices, understanding the mindset of different pricing methods. “The Golden Rule” of pricing. Understanding this Golden Rule could dramatically increase the profitability of your business.

Module -8. Implementing price increases

1. How to focus your customer away from an increase (5:35min)

There is a right way and a wrong way to implement a price increase, this topic looks at nine things you can do to focus your customer on benefits rather than the pain of the price increase.

2. Give options and let your customers choose (6:51min)

Understanding the customer view point, how to help customers feel empowered rather than dis-empowered, realise not all customers want the same thing and how this can help you implement a price rise. An example of how one business applied these principles to significantly increase prices and make customers happier at the same time

3. Market increases beyond your control – know your costing (6:41min)

Some businesses lead and set the market prices (price makers) other business find that competitors dictate the price they must sell at (price takers). This topic looks at one key mistake business people make that can turn them into price takers rather than price makers. Two things you must know accurately if you are a price taker. Three options price takers have.

4. Timing of your implementation and protecting critical customers (9:09min)

Two aspects of the 80/20 rule relating to customers and why you must know these when implementing price increases. A key element you should consider when contemplating a price increase and how to use this to work for you. A potential disaster you must take care to avoid when implementing price increases. Understanding fears that can be holding your business at the wrong price levels.

5. Developing your communication strategy – focus on benefits (5:34min)

A critical part of implementing price increases successfully is how you communicate the change to your customers, this topic looks at where to focus your communication, Understanding the “What” and the “How” of increasing prices. Four tips to help you ensure your communication is perceived as positive rather than negative by your customers.

Module -9. Hunting and Farming

1. What is hunting? (9:03min)

Two primary ways to grow sales in a business, the definition of “hunting” in the context of selling, One critical step to take before you go “hunting” for new customers, Ten steps a “sales hunter” must take to be successful.

2. What is farming? (8:33min)

The definition of “farming” in the context of selling, Two ways you can implement “sales farming” in your business including examples, Seven steps a “sales farmer” must take to be successful, A key thing all successful “sales farmers” must ensure they do consistently.

3. Selling new products to old customers (10:45min)

Three steps to help you expand your product range penetration into existing customers, Four specific strategies to help sell new products to existing customers, with examples, plus a sneak peak into the “real business” of four famous global brands.

4. Selling new products to new customers (7:31min)

The three “sales” you need to make within a sale to sell new products to new customers. Four things you need to establish to be able to successfully sell products to new customers. Understanding the two primary motivations behind all human decision making to help you close more sales more often. The three step transition all buyers need to traverse before they will buy from you.

5. How to keep a track on these through your CRM system (7:17min)

A critical thing to remember when meeting new prospects for the first time. How to ensure you maintain integrity in keeping your commitments during the sales process. Five ways you can use your CRM system to help you get better results in both “sales hunting” and “sales farming”.

Module -10. Depth and Breadth

1. What is Depth? (7:32min)

Learn to two primary ways to grow the size of your business, four ways you can apply the concepts of depth and breadth to grow your business. The definition of market depth with examples, keys to succeeding in a “vertical” market

2. What is Breadth? (6:47min)

The definition of market breadth with examples, keys to succeeding in a “horizontal” market, different forms of breadth in marketing with examples of business that have breadth in the marketplace.

3. Minimising the risk in your business (8:35min)

This topic focuses on minimizing business risk in the context of marketing depth and marketing breadth, some marketing mistakes to avoid in business particularly when starting out. Another perspective on “depth” and “breadth” in markets. The importance of focus and the potential risks if you get this wrong.

4. Development of a niche business (5:13min)

Niche marketing can be very lucrative for small to medium sized businesses especially with 21st century communication technology giving global reach to many types of businesses. This topic looks at what is a niche business with tips on what to do to succeed in a niche market and gives you some examples to follow.

5. Development of a broad based business (6:25min)

Explanation of what it means to develop a broad based business, where you need to focus to develop a broad based business, two different types of broad based business growth models with examples.

Module -11. Director / Shareholder / Employee

1. Definitions of Director / Shareholder / Employee (8:28min)

Most owners of small to medium business fill multiple roles and functions in a business and these are often blurred and confused. This topic defines three key roles and introduces what their responsibilities and focus should be. Five things you need to do in your role as a “director” and the focus of this responsibility, three things you need to do as an owner (shareholder) and understanding when you are thinking like an employee.

2. Do you have a job or a business? (6:25min)

Most people start a business looking to achieve one thing and unfortunately most fail to achieve it. This topic looks at that elusive goal and the reasons why most fail to achieve it. This topic will challenge you to consider if you do actually have a business that serves you or if you are really still in a job where you are both the boss and the hardest working employee.

3. Understanding the different mindsets required in your business (11:51min)

Success in business depends on having the right “business mindset” this topic looks at five mindsets found in business owners and where each one will take you. Discover the invisible line that determines true success in business and which mindsets fall below it and which rise above it.

4. How to think about your business from an organisational rather than personal viewpoint (5:50min)

Do you view your business from an organizational or a personal viewpoint? One critical lesson you must learn if you are ever to build a business that will deliver to you time and financial freedom. Discover the essence of a successful business. Learn the five elements you must build into your business to ensure that it will grow and mature into a successful enterprise with substance.

5. Governance required in your business (5:54min)

Building a successful business requires more than just making sales and fulfilling them. Most business that fail don’t fail from lack of sales, they fail from poor management and accountability which allow sales, resources and opportunities to be squandered. Discover who is responsible for this. Learn five obligations business owners have to meet and five stakeholders you must take care of to ensure you business succeeds rather than fails.

Module -12. Leveraging yourself

1. Killing the DIY bug in your business (11:17min)

You must kill the DIY bug in your business before it kills you (or your business). Discover the one critical key to killing the DIY bug in your business, Learn about “sweat equity” and how it subtly robs you and your family of time and money if you don’t use it wisely. Understand the value of trust and how lack of it will cause you stress and limit your success. An example of the high cost of being a DIY’er in business and the five major impediments this brings to prevent you achieving true business success.

2. Thinking as a business owner – getting the best out of other people (7:05min)

Business Success requires the skill of encouraging the best out of other people; discover the perspectives you need to develop to enable you to consistently do this, we show you the difference between the technician, the competent manager, and the effective leader and why these are important to understand. Learn key traits you can develop to accelerate you personal and business success.

3. Focusing on your personal strengths and maximising their value (5:34min)

Learn two mistakes many people make that prevent them reaching their full potential. Discover the one thing you must do to avoid you personally becoming the primary factor limiting the growth of your business. Identify what sort of business person you are.

4. Employing people better than yourself and their development (6:50min)

Discover a great mistake one business owner made that is repeated by many other business owners everyday. Learn one mans insightful, three step process, for building a great business. The key of training, developing and growing your people.

5. Leveraging professional advisors (10:51min)

Discover the role and importance of competent professional advisors in growing successful businesses, learn what you must do to draw the best from them and maximize their value to you. Asking the right questions is key to getting the right advice. Four things you should do before engaging a professional advisor for the first time.

Category Two : Structure and Cash Flow

Module -1. Cost Control

1. Variable Expenses (6:33min)

This topic is an introduction to One Sherpa’s different way of thinking about business. Understanding that without context it is difficult to make clear cut decisions in business and finding the true power of The Financial Fence®.

2. Fixed Expenses (4:16min)

Learn the difference between variable and fixed expenses. Demonstration of how variable expenses affect your business, and the different effect Fixed expenses have on your business. Learn why volume is needed to justify your level of fixed expenses.

3. Break even point (4:26min)

Learn why it is important to understand your breakeven point in your business. You are shown how to calculate it, and the impact on your business if you miscalculate it.

4. Level of Expense Detail (5:21min)

Learn the importance of having the right detail to assist decision making in your business. Why good expense detail is like a great speech and how to determine the right level to make great business decisions.

5. Investing in costs to drive business forward (5:08min)

In this topic you will be learning about the importance of investing in your business for the future. What is the cost of believing ‘I can’t afford it’? What is required to ensure you make sound decisions about the investments in your business.

Module -2. Leverage & Using Banks Wisely

1. Cash is King AND Plan Ahead (6:05min)

Learn the importance of cash in the long term sustainability of your business. The difference between Market related expenses and Capacity related expenses. Why it is important to plan before you borrow for your business.

2. Leverage (6:37min)

Learn what leverage is all about? Find the difference between equity and debt returns, and why it is important to keep the leverage portion of your business in sync with the equity you have invested. Find why debt lenders have a very different focus to equity lenders.

3. Regular review of banking facilities (5:51min)

Learn about the different types of facilities that you might have in your business, and their different purposes. Why it is important to review you facilities on an annual basis. Why you need to make sure that you are managing your facilities.

4. Interest or Rent? & Debt Efficiency (7:30min)

Learn why borrowing costs can be view as either ‘interest’ or ‘rent’? Why you need a different perspective on debt, and how to use it appropriately to maximize and realize your business opportunities.

5. Balanced measures for evaluating debt (9:14min)

Learn why you need to look at debt from a balanced perspective. Why there is good debt and bad debt. Why you need context in your decisions about debt so you’re not a salve to debt in your business.

Module -3. Invest in or take from your business

1. Four key areas of investment (9:08min)

In this topic we will be looking at the four keys areas of business investment. 1. People, 2. Brand and Brand Promise, 3. Working Capital, and 4. Fixed Capital. Why it is important to lead your business by strategy and investment.

2. Valuing your business (6:46min)

Learn how valuable your business really is, and how to keep a clear perspective on its value compared to other people perspective on its value. Also find out why other people may not be able to see the true value of your business.

3. Common objectives for growing a business (Part 1) (7:16min)

Find two common objectives for growing your business. 1. Grow the capital value of the business and 2. Maximizing the current income of the business. Understand the importance of understanding how these two objectives affect your business.

4. Common objectives for growing a business (Part 2) (6:55min)

In a continuation from topic 3 find the final two common objectives for growing your business. 3. Grow to sell at the highest price and 4. Grow to keep and ‘milk future ‘income’. Also find why you need to understand what your objective is.

5. Preparations to sell a business (9:24min)

In this topic we will be looking at what preparations are necessary when you are planning to sell your business. Why there is little difference between selling your home and your business. Why buyers could follow your business for more than a year before starting a conversation.

Module -4. Role of Time in your business

1. Time more valuable then money (4:23min)

In this first topic of Module 4 we will be looking at why time is more valuable than money. Also find the difference between Quality time and Quantity time. Why you cannot replace time, but you can replace money.

2. Exercise on Time / Use value versus cash value (6:27min)

We will be looking at the difference between your perceived hourly rate and your real hourly rate. Why it is important to give more in value than you take in cash value. Also find how to understand value from your customer’s point of view.

3. Abundance versus scarcity (5:44min)

In this topic you will learn to understand your view on money and how that affects your business. What you believe about who is in control when it comes to wealth. How Abundance thinking will create different behavior compared to Scarcity thinking.

4. Four key areas of investing your time (7:42min)

Here we will look at four different areas that require your time. 1. Business, 2. Children, 3. Spouse or Life Partner and 4. Yourself. Learn how it is important to understand these areas and how to balance your life around them.

5. Co operation vs competition / Overcoming ‘road blocks’ (5:40min)

Understand why Abundance and co operation go together, and why Scarcity and competition go together. Discover what is stopping you from moving forward in your business, and why you need to fundamentally understand which mindset you operate from.

Module -5. Expenses vs Working Capital vs Fixed Capital

1. Payments in two forms (5:17min)

Learn about the difference between Expenses and Capital. What does it really mean when you say ‘I can’t afford it? Learn how to know the difference between unnecessary payments and payments that take the business forward.

2. Expenses in two forms (7:14min)

In this topic we will be looking at the difference between ‘Interaction with customers’ and ‘Infrastructure expenses’. Learn what defines the difference between the two and how to balance them so that you stay in profit.

3. Capital in two forms (8:18min)

Why are there two forms of capital? How you can know the difference. What makes up working capital and why it takes longer to make a decision about increasing Fixed Capital.

4. Managing Working Capital (7:13min)

Why managing working capital can sometimes feel like herding cats, and why the mismanagement of working capital will soak up the cash out of your hard earned profits. Find where to start when trying to reduce your working capital.

5. Different capital requires different funding (6:52min)

What are the principles when it comes to funding? Why tenure & stability of funding is important for fixed capital. Why flexibility in funding is key for working capital. How funding is a forward looking exercise.

Module -6. Budgeting Using the Fence

1. Need more than a profit and loss account (8:09min)

Learn how to understand why cash is different to profit, and why your budget must include more than a profit and loss account. Why budgets should form part of your plan for the coming year, and remembering to include the right investments in developing your budget.

2. Begin with the end in mind (8:07min)

What are the three most common ways people look at their business? Why you need to understand not only where you are but where you want to be in the coming year.

3. Invest in business for growth – Capability (7:15min)

Learn what capability is all about, and how it is important for you to invest in it when thinking about the long term success of your business. What are the three common areas of capability in your business?

4. Invest in business for growth – Capacity (5:41min)

In this topic we will be looking at how the capacity in your business affects its ability to grow. Why capacity changes normally require capital investment. Why it is important to make sure a budget includes the correct capital investment.

5. Budget Exercise using high level template (7:38min)

In this topic we will be looking at how to take the previous topics and apply them to a high level version of The Financial Fence®. How to use the value of the fence in looking forward and making sure your budget is viable.

Module -7. Reporting & Monitoring

1. Communication is key to every business (5:57min)

In this topic learn why communication is the key to success in business. Why teamwork is damaged because of bad communication. Find out about the different forms of communication.

2. Must be in a language ALL understand (6:05min)

Learn why it is important for your communication to be understood by those around you. Why it is important to understand that how you live at home is how you will respond in your business. Why the analogy of a fence will empower you to understand your finances.

3. The difference between reporting and monitoring (4:28min)

In this topic we will be looking at the difference between reporting and monitoring, even though they may seem the same. How reporting is only the beginning of a process and why ongoing monitoring is the key to success in your business.

4. Right information Right timing Right people (5:48min)

Learn why timing is more important than having the right information. Learn why the combination of giving the right people, the right information at the right time will defuse the levels of frustration in your business.

5. Focus on business outcomes (5:07min)

Learn how important it is to understand where you are going first and what business outcomes are all about. How The Financial Fence® has been created to provide a framework to help you focus and achieve your financial outcomes.

Module -8. Profit, Cash Flow & Non Cash Items

1. Profit does not equal cash (6:26min)

Learn to understand why profit does not equal cash, and the importance in understanding the difference. Learn why it seems that there is no money even though you made profit.

2. Profit fundamental to growing equity (8:21min)

Learn why trying to minimize tax actually affects your long term growth of equity. Understand why your interaction with customers is the building block to business growth. Learn why customer focus is more important than product focus.

3. Cash Flow fundamental to sustainability (7:43min)

In this topic you will learn why cash flow is the key to sustainability in your business. How cash is needed to grow the business, and ensure its survival. Why increasing your trading can sometimes be detrimental to your business.

4. Non cash items explained (8:03min)

Learn what non cash items are all about. Why it is critical to include them in your calculations of profit. Understand in a simple way what is Depreciation and Amortization are all about.

5. Reinvesting to keep up with technology (5:18min)

In this topic we will be learning about the importance of reinvesting in your business. Why it can be a death sentence if you fall behind your competitors. How short term costs are required to produce long term gains in your business.

Module -9. Getting the most out of your Accountant

1. Communication key but in your language (8:48min)

Learn why Accountant’s talk in a different language. Why accountants have different objectives to you as a business owner. Learn why traditional accounts are designed for a non leveraged world.

2. Performance versus compliance rhythm (5:38min)

Understand the difference between performance and compliance in your business. Learn why focusing on performance may increase your tax but still put you in a better position as a business owner.

3. Eleven Tips for dealing with your accountant (7:08min)

Learn eleven tips so that you are empowered to run the conversation with your accountant. Why it is important to be prepared and not always just accept what the accountant says. Why management reporting needs to be done monthly.

4. Comparison of reporting styles (7:28min)

Learn about the different focus of reporting styles, and how this can confuse or empower you to understand your business and where it is at. Learn why focusing on sales and not tax is the key to increasing your business.

5. Accountant’s strengths and weaknesses (8:49min)

Learn how to use your accountant strengths and apply that to your business success. Also understand your accountant’s weaknesses and avoid unnecessary accounting costs. You will gain context in which to process their information and perspective in regards to how it applies to your business.

Module -10. The Role of the Family Home

1. Security for borrowing to fund the business (5:37min)

In this topic we will be looking at reasons for borrowing in the business. Why do lenders look for security? Why is the family home the most common form of security used by small business owners?

2. Managing impact on family relationships (5:05min)

Why raising security against the family home has impact on your family relationships. Why the family often has a different perspective to you as the business owner. Why they remember the difficult times.

3. Good communication in advance (6:29min)

Why good communication in advance is important for family members. Why it is important to take your time and not rush when finding new funding. Why is it easier to find another borrowing option than to repair broken relationships.

4. Minimise risks (8:24min)

Learn why borrowing extra funds is not always the best answer. Why it is important to review the terms with suppliers and customers before getting more loans. Why renting or leasing fixed capital can be another alternative.

5. Don’t lose sight of the big picture (5:51min)

Learn why it is important to remember that you are securing a business risk against a piece of personal capital. Remember that undue risk can result in loss of both the business and family home. And why the best time to negotiate facilities is when you don’t need the money.

Module -11. Do Ability of Strategy

1. Introduction (5:54min)

In this introduction we will be looking at what strategy is all about. Why it is important to have your business model in place. Why you don’t want to be surging one from crisis to the next.

2. Why strategies do not get implemented (6:50min)

Why your strategy needs to be brought together into an action plan. Why there are unspoken assumptions causing issues. Understanding why you not only need an operational action plan but also the required funding to see the strategy through.

3. Implementation is difficult (10:04min)

Learn why half completed strategy is often the cause of business failure. Why you need to understand the implications of your strategy on other part’s of your business. Why lack of funding is often the reason for failure.

4. Communicating to those implementing is key (6:01min)

Why it is important to have clear action and milestones for your staff during implementation. Why it is important to make sure that everyone understand their role in the implementation of your strategy. The difference between Goals and Actions.

5. Need to use system multidimensional thinking (7:37min)

Why a good business strategy is a series of integrated relationship and systems. Why development of strategy and implementation requires good people, tools and systems. How the difference between vision and implementation is critical.

Module -12. Five Year Plan

1. Review ‘Way of Thinking’ (5:54min)

Learn why balance sheets are critical in your 5 year plans. Why no plan is complete without all its parts. Why it is important to write down your plan so that you turn desire into reality.

2. Small errors multiply in long term planning (6:50min)

What errors are common in long term planning and how this creates a magnification of error over time. Why it is important to check where you are in your plan so that you do not end up off course.

3. Understand the endpoint and the risk (10:04min)

Why it is important to think about the financial risk you are willing to take when creating your five year plan. Understanding how much risk you are taking on by looking at the posts in The Financial Fence®.

4. Use of leverage for quicker results (6:01min)

Learn how debt can be used to create quicker results. Understand why the return on capital on your debt is critical to success or disaster. Why debt used to simply survive is risky in the long term.

5. Explanation of ‘Strategic Fence’ (7:37min)

Learn what the Strategic Fence is all about. What are the benefits of having a strategic framework when creating your 5 year plan? Learn how you can develop your ultimate strategic objective and define your goal of business success.