>Please click on this link to answer a poll on the type of event that makes for good networking … [Read more...]
>Marketing made simple for the SME.
>Many small companies are highly confused about marketing, and really its not surprising.Over the years I have heard numerous comments, for example, "We are too small to worry about marketing."Other negative comments include "If only we had the time to do marketing", "These marketing people talk in jargon, it's not relevant to us", "Marketing costs so much, it's way beyond our means". Of course these are all misguided comments, but to be fair to small business owners, it can be considered a function of some of the dogma delivered by 'so called' Marketing Guru's.For example, the world renowned and excellent Philip Kotler goes some way to create total confusion. His definition of marketing is as follows."The societal marketing concept holds that the organisation's task is to determine the needs, wants, and interests of target markets and to deliver the desired satisfactions more effectively and efficiently than competitors, in a way that preserves or enhances the consumer's and the … [Read more...]
>Marketing made simple for the SME.
>Many small companies are highly confused about marketing, and really its not surprising.Over the years I have heard numerous comments, for example, "We are too small to worry about marketing."Other negative comments include "If only we had the time to do marketing", "These marketing people talk in jargon, it's not relevant to us", "Marketing costs so much, it's way beyond our means". Of course these are all misguided comments, but to be fair to small business owners, it can be considered a function of some of the dogma delivered by 'so called' Marketing Guru's.For example, the world renowned and excellent Philip Kotler goes some way to create total confusion. His definition of marketing is as follows."The societal marketing concept holds that the organisation's task is to determine the needs, wants, and interests of target markets and to deliver the desired satisfactions more effectively and efficiently than competitors, in a way that preserves or enhances the consumer's and the … [Read more...]
>Christmas and New Year Cashflow Hangovers!
>Most Company’s payment terms are 30 days from date of invoice, or payment month end following receipt of invoice. This year Christmas Day was on a Friday, and most companies finished sending invoices Wednesday 22nd December and returned on the 4th January, expecting to send the first invoices on the 8th January. We then had the snow! which impacted supply of raw materials and hence production slipped, and hence many companies did not send out invoices until the 15th January, 25 days of not sending any invoices, which can have a serious impact on cash flow, unless the company has a healthy bank balance. During this time fixed costs and salaries were paid, so cash was still going out.So now, mid February to end of March companies suffer cash flow pressure or even crisis! What can you do to ride out this storm? There are many actions which can be taken, but my three tips are as follows:1. Examine your stock levels, do you need to purchase raw materials now, can you delay … [Read more...]
>Christmas and New Year Cashflow Hangovers!
>Most Company’s payment terms are 30 days from date of invoice, or payment month end following receipt of invoice. This year Christmas Day was on a Friday, and most companies finished sending invoices Wednesday 22nd December and returned on the 4th January, expecting to send the first invoices on the 8th January. We then had the snow! which impacted supply of raw materials and hence production slipped, and hence many companies did not send out invoices until the 15th January, 25 days of not sending any invoices, which can have a serious impact on cash flow, unless the company has a healthy bank balance. During this time fixed costs and salaries were paid, so cash was still going out.So now, mid February to end of March companies suffer cash flow pressure or even crisis! What can you do to ride out this storm? There are many actions which can be taken, but my three tips are as follows:1. Examine your stock levels, do you need to purchase raw materials now, can you delay … [Read more...]
>Simple Selling
>My recent article on Negotiation caused quite a reaction. I received numerous comments suggesting that it had helped them. Others made comments that suggested they did not realise they were really talking about 'selling or buying', and not negotiation.I write this article purely from a 'Business to Business' perspective, and it concentrates on the fundamentals of selling B2B. I really have no idea about consumer decisions, they are much more random. For example, why do people buy personalised car number plates? Or why do people buy bits of string to go around their wrist? I have no idea!This article makes no effort to go into the psychological side of selling, as it could potentially go on forever.First, it is important to sell to those who have needs. This may sound obvious, but do not waste your time trying to sell snow ploughs to the Saudi's, a little up front research in establishing your target may go a long way.Making an appointment is a full subject in its own right. But … [Read more...]
>Simple Selling
>My recent article on Negotiation caused quite a reaction. I received numerous comments suggesting that it had helped them. Others made comments that suggested they did not realise they were really talking about 'selling or buying', and not negotiation.I write this article purely from a 'Business to Business' perspective, and it concentrates on the fundamentals of selling B2B. I really have no idea about consumer decisions, they are much more random. For example, why do people buy personalised car number plates? Or why do people buy bits of string to go around their wrist? I have no idea!This article makes no effort to go into the psychological side of selling, as it could potentially go on forever.First, it is important to sell to those who have needs. This may sound obvious, but do not waste your time trying to sell snow ploughs to the Saudi's, a little up front research in establishing your target may go a long way.Making an appointment is a full subject in its own right. But … [Read more...]
>Metrics in Sales management
>How do you measure your sales personnel's performance? The majority of sales managers will answer that question by saying that they look at the results (i.e. orders) either on their own or against arbitrary targets. Some may even monitor billings or sales as after all orders do get cancelled or the size of the order gets reduced. However these performances have occurred as a result of efforts applied anything up to 6 months earlier. So what then is the answer?One way to look at the performance of sales personnel particularly those on the road is to establish a series of metrics that give the manager a good idea of what and how they are doing BEFORE the results come in. Typically a sales manager on seeing below target results will exhort his teams to 'get out there and redouble your efforts' as if doing more of the same thing will improve results.Typically metrics for sales people involve three main areas:• The quality of what they are doing.This comes down to their skill levels and … [Read more...]
>Metrics in Sales management
>How do you measure your sales personnel's performance? The majority of sales managers will answer that question by saying that they look at the results (i.e. orders) either on their own or against arbitrary targets. Some may even monitor billings or sales as after all orders do get cancelled or the size of the order gets reduced. However these performances have occurred as a result of efforts applied anything up to 6 months earlier. So what then is the answer?One way to look at the performance of sales personnel particularly those on the road is to establish a series of metrics that give the manager a good idea of what and how they are doing BEFORE the results come in. Typically a sales manager on seeing below target results will exhort his teams to 'get out there and redouble your efforts' as if doing more of the same thing will improve results.Typically metrics for sales people involve three main areas:• The quality of what they are doing.This comes down to their skill levels and … [Read more...]
>Intern Placement
>“Job openings for new graduates are massively oversubscribed leading to intense competition, says a new report”A common headline for graduates leaving universities and for many a more creative approach is needed to find employment. This was the situation a local Sussex graduate found herself in the summer of 2009 but, undaunted, she identified the kind of job she wanted and focused on positioning herself above the competition.Roz Worcester, from Highleigh in West Sussex, graduated in 2009 with a degree in History and Politics. Keen to pursue a career in Marketing she joined Southern Group Business Advisors (www.sgba.co.uk) as an intern. This was an unpaid role but enabled Roz to gain experience in a number of key areas – organise and plan events and seminars; research and presentation on social marketing tools; client satisfaction surveys; e-book compilation; administration of meetings – to name but a few. This also led to paid work from some of their clients.The SGBA is a … [Read more...]
