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Agenda

Agenda. Business model, metrics, growth Leader, manager, team Phases: Goals and decision making Styles and business impact Managing expectations. Business Model. Who are your customers What do they value? How will you market to them? When will you get paid? How will you profit?

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Agenda

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  1. Agenda • Business model, metrics, growth • Leader, manager, team • Phases: Goals and decision making • Styles and business impact • Managing expectations

  2. Business Model • Who are your customers • What do they value? • How will you market to them? • When will you get paid? • How will you profit? • How will you you make money?

  3. Business Growth - Metrics • Management • Marketing • Operations • Sales • Financial

  4. Business Growth - Timeline • Start Up • Revenue + Value proposition • Ramp Up • Profitability + Business model + Margins • Growth • Cash flow + Team + Systems

  5. Leader • Vision • Culture • Strategy • Structure • Systems • Resources

  6. Manager • Coordination • Execution • Relationship management • Staff development

  7. Right Team • More important than capital • Right skills • Right personalities • Right arrangement • Right structure

  8. Assembling a Team • Define roles • Assess skill sets • Identify personality types • How do people work together?

  9. Start Up - Goals • Bring product/service to market • Identify opportunity • Assess feasibility • Assemble resource and network • Assemble team and resources • Launch

  10. Start Up – Decision Making • Centralized • Informal • Non-specialized • Extremely flexible • Increasingly short time horizon

  11. Ramp Up - Goals • Execute and adjust • Build market share • Build management team • Build delivery system • Transition from entrepreneurial to more managerial leadership • Surviving rapid challenges

  12. Ramp Up – Decision Making • Centralized and informal • But transition to team decisions • Flexible • But increasing structure and specialization • Short time horizon

  13. Growth - Goals • Profitability & long-term prospects • Consolidate market share • Adjust internal systems • Cope with slowing sales growth • Cope with increased competition • Institutionalize innovation

  14. Growth – Decision Making • Formalized process driven • Decentralized • Specialized and indirect control • Long- & short-time horizon

  15. Advisory Boards • Networks • Know-how • Accountability • Support

  16. Styles ANALYTICAL DRIVER AMIABLE EXPRESSIVE Source: Bolton, R & D. Bolton. People Styles at Work, 2nd Ed. AMACON, 2009.

  17. Driver • More assertive to others • Less responsive to others • Strong goal/results orientation • Ambitious and risk-taking • Decisive • Fast

  18. Expressive • More assertive • More responsive to others • Most flamboyant of the styles • Loves to interact with others • Acts first and thinks later

  19. Amiable • Less assertive to others • More responsive to others • Great team player • Patient, easy-going

  20. Analytical • Less assertive to others • Less responsive to others • Task-oriented • Precise and attentive to detail • Prefers procedures/systems • Motivated by: The “right way”

  21. Your Style: Business Impact • Think about… • Develop your style to get the best performance and highest commitment

  22. Functional Management General Management • Vision & strategy • Hiring & culture • Resources & controls Sales Product Finance Marketing • Organize by region • Incentive plans are crucial • Engineering • Sales support • Customer support • Statements • Cash flow • HR details • Office management • Research oriented • Supervises making of materials • HR, Logistics, IT, Counsel

  23. Managing Expectations • Clear roles & boundaries • Clear deliverables • Clear communications • Clear rewards & consequences • Opportunities for feedback & learning

  24. Responsibility Chart • Approve • Responsible • Consult • Inform DETAIL: Who, What, by When

  25. Contact Franne McNeal, MBA Significant Business Results Coach Significant Business ResultsLLC P. O. Box 807 Bryn Mawr, PA 19010215-552-8719 franne@frannemcneal.com www.twitter.com/frannem www.linkedin.com/in/frannemcneal

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