Leadership

SME Owners: How you can manage performance effectively

People do what you inspect not what you expect. As an SME owner or leader, managing and measuring performance is an essential element to building a successful business. Those of you who read the leadership article will know I advocate that the key role of the leader is to influence behaviours, set the cultural tone

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Leadership

Are your team focussing on activity that really matters?

As a business owner, it is most likely that your most expensive resource is your sales team. Human nature dictates that when you have an expensive resource you will want to maximise its output. We often get the greatest sense of perceived value when our sales resources are ‘busy’ and operating at full throttle. Consequently,

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Leadership

The key to sales success – understanding your customers

Every business has a customer it would like to win, grow or retain. In any of these cases it takes considered action and preparation to achieve the objectives. Whether you are endeavouring to win business from an owner manager or a global corporation, one-dimensional salesmanship is unlikely to be sufficient. Instead, having a deep understanding

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Leadership

Sales Visibility: Your launch pad for business success

As we move out of the current COVID-19 crisis and into an uncertain economic future, it is so important for businesses to understand their current position. A clear, reliable view of your true position is absolutely key to decision making and maximising effectiveness. However, undoubtedly the biggest challenge during this time is the need for

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Leadership

Does your business have a compelling market offer?

Wherever your business is in terms of performance, battling for survival or pursuing growth, it is unlikely either would be achieved without having a compelling market offering. Let’s be clear, compelling does not mean to say that the product or service has to be a ‘larger than life’ brand with global appeal. What it means,

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Leadership

Are you incentivising your staff effectively?

Incentivising staff is often confused with the idea that business owners need to offer key staff extra income opportunities to drive motivation and productivity. Instead, I’d like you to think about it another way. The purpose of incentivising staff is to proactively influence behaviours that increase performance. But, of course, you need to identify which

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Leadership

Leadership: 3 intangibles every SME owner needs to consider right now

I’m sure we have all heard the phrase… “Leadership is different to management” I believe this is entirely true. All businesses today, not just SME’s, need strong and clear leadership to achieve success. While management is concerned with key metrics and deliverables, leadership is more often about intangible qualities. This includes behaviour, setting the cultural

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Leadership

Planning for the ‘new normal’ – has your SME got the basics right?

Now more than ever, business fundamentals are essential ingredients for success, regardless of any global crisis. Many SME businesses usually believe they have got the basics covered. These are often ignored because they are regarded as either ‘routine’ or too ‘obvious’. However, managing cash, margins and overheads is the management practice that effectively enables you

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Management Practices

Is your SME ready to get back to work?

It is difficult for businesses right now, especially for SME business owners. There are so many new pressures to consider: furloughing staff, HMRC support, remote working, social distancing. And, of course, more than ever, the priority of cash management. Whilst it is still difficult for big businesses with equal pressures, there are generally more resources

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