Translating Visions into Remarkable Businesses

Scaling Your Business Not Just Growing It

Ian founded The Portfolio Partnership (TPP) in 2010. TPP is an operational consultancy focused on scaling private businesses safely. He believes his resume of building 4 previous businesses from publishing, investment banking to software in Europe and the States gives him a unique set of skills and a sense of humor. He remains a competitive masters track & field athlete and in 2012 was ranked #2 indoors in the world for his age at 400m.

Ian Smith

ScalingWhat is

?

CreateRarity Value

Why Now?

27.3Million U.S. Businesses

610,000Employ More than 19 people

6000

Exited for more than $10m in 2012

Only

0.9%

VALUEAre you sure you’reincreasing business

?

RARITY

How Do We Scale?

Scaling

Positioning & Story Telling

Sales Process Marketing & Sales Dashboards/Metrics Recruitment/Talent

How Do You Scale - 5 Playbooks

INTERACTIVE SESSIONSaleability TEST

16

INTERACTIVE SESSIONSaleability TEST

17

1

Playbook #1 Positioning

19

Pyramids More time to create a more focused business

Positioning Boilerplates

Positioning Boilerplates

ADMET is a leading global manufacturer of innovative material testing systems. We enable customers to conduct comprehensive, repeatable tests to ASTM or ISO standards, while keeping costs under control and seamlessly integrating their testing procedures into their organization.

Customers include Lawrence Livermore National Lab, GE, DuPont, Boeing, US Steel, John Deere, Bechtel, Medtronic, and Harvard Medical School.

The ADMET team has been solving materials testing problems for over 22 years from basic applications to recent innovative breakthroughs in the medical sector.

Positioning – Process Map

2

Playbook #2 Alignment

30

Order of events is crucial Outcomes Mindset - Business Results Sheets Write for the masses then you are talking to no one. Identify the Persona Sector thinking brings a focus to your story telling. Show Usage

Sales vs Marketing

Audit your SEO results

Marketing - lead generation machines Need targets

Regular review meetings between sales and marketing

Sales Vs Marketing

Alignment – Telling Stories

Case Studies – Challenge, Solution, Results

The Law of the Few, why the messenger is unreasonably important.

Stickiness, the need for a compelling story.

Context, how human beings are ultra sensitive to their environment.

Story Telling

3

INTERACTIVE SESSIONWhat’s Your Sales Process?

36

Playbook #3 Sales Process

37

Who Wants a 75% Close Rate?

Who Thinks Their Sales Team Are Quote Machines?

Sales Process

Conventional v Diagnostic

Research & Preparation

PHASE 1

Specific Client Preparation

Mapping People

Problem Finding

Consequences of Doing Nothing

Summarize How We Move Forward – Timing is Good

1

2

3

4

7

5

6

8

10

11

12

13

14

PHASE 2

Prioritize Account Management

Hyperqualification

Money & Priorities

Connect – Can You Help?

Engagement Strategy

Ensure Realistic Timeline

Sign Off Success Criteria

PO Issued

Delivery and Installation

Post Sales Measure

Referral

Can You Improve Performance?

Alternatives Explored and Recommendation and Proposal

PO, and DeliveryDESIGN DELIVERDIAGNOSEDISCOVER

9

18

20

Ensure Realistic Expectations

Recap Document

Explore Alternatives

15

17

19

PHASE 3PHASE 2 PHASE 4K

ey Steps

Including Value Agreement

Cause of Problems

Proposal Issued 16

Sales Playbook

4

Playbook #4 Metrics

42

INTERACTIVE SESSIONMetrics

43

A bat costs $1 more than a ballThey cost $1.10 in totalHow much does the ball cost?

Problem #1

If it takes 5 machines 5 minutes to make 5 widgets, how long would it take 100 machines to make 100 widgets?

Problem #2

Metrics & Stories

Could we price our products more efficiently?

Profitability by product

The Marginal Cost of our products

Which ratios point the same way

T12s

Metrics - Asking Big Questions

Less is more. Too many and you get confused.

Aligned to your Big Audacious Goals

What happens when there’s a bad week Does the CEO care?

Big stuff then detail in the back ups

Dashboards

5

Playbook #5 - Talent

50

What do we want from a job?

Create a University

Talent Tips

Quick takeaways from today.

Summary – Your Actions

Our Story:

Operational Consultancy focused on scaling private companies safely

The Blog: The Smith Report –portfol iopartnership.com/blog

Your business is either remarkable or invisible. Your Choice.

Thank You For Coming

Ian Smith978 395 1155