Profits Leak Detective

Profits Leak Detective If you are working harder than you should, for little return and no free time you probably have a pr

02/05/2019

But, it must be practised!
There’s an old saying “Business is what, if you don’t have, you go out of”.
It is an apt saying for a small businessman who recently contacted me for assistance in winning a government tender. Bill (not his real name) largely relied on being a sub-contractor to two bigger businesses – but both unexpectedly took that away, expanding their operations into Bill’s field.

It is an apt saying for a small businessman who recently contacted me for assistance in winning a government tender.  Bill (not his real name) largely relied on being a sub-contractor to two bigger businesses – but both unexpectedly took that away, expanding their operations into Bill’s field.....

02/04/2019

Here’s what to do about it
An interesting article online from DynamicBusiness suggested “Businesses are losing out on lucrative projects as they are not submitting for work through government tenders.
In particular it is SMEs that are not recognising the ongoing opportunities for business projects, and these opportunities span across all industries and sectors.”
It can be a great income stream for SMEs, .....

An interesting article online from DynamicBusiness suggested “Businesses are losing out on lucrative projects as they are not submitting for work through government tenders.

Is one of the goals of your business to make money? From another perspective, suppose you wanted to set up a new operat...
28/03/2019

Is one of the goals of your business to make money?
From another perspective, suppose you wanted to set up a new operation, launch a new product or enter a new market.
I’m sure you have such goals in your business!
What is holding you back, constraining you from achieving that goal? Are there impediments, roadblocks, restraining your progress?
3 Action Steps to Remove the Impediments - Step 1 .....

Is one of the goals of your business to make money?  I don’t necessarily mean to make enough to be filthy rich, but enough to be comfortable in your lifestyle, enough not to have to worry about money when you retire.  Retirement looms for all of us.

22/03/2019

So why don’t I have any money?”
A recent article in SmartCompany bought to mind a comment from a client some years ago. She was in a woeful mood, and said “I don’t understand what my accounts are telling me, and that makes me feel I don’t have control of my business!”.
Now she is certainly right, if you don’t understand what your accounts are telling you, then you certainly don’t have control of your business.

A recent article in SmartCompany bought to mind a comment from a client some years ago.  She was in a woeful mood, and said “I don’t understand what my accounts are telling me, and that

11/03/2019

He was doing all hard work, but not winning the contract.
Maybe you have been this position as well? It is not easy for you. Yet you know that winning contracts like these can give you ongoing, regular work. All you need is the skills to draft a compelling and persuasive response, skills you haven’t had the opportunity to develop.

Three good reasons why people ask for assistance in putting together a compelling tender response I identified in my last blog. They were:

10/03/2019

Why Shouldn’t it be You?
Three good reasons why people ask for assistance in putting together a compelling tender response I identified in my last blog. They were:
• People who would like to crack the government market, but don’t know how to do so.
• People who continually tender for these contracts, but don’t win many.

Are you a business who falls into either of these categories?

Three good reasons why people ask for assistance in putting together a compelling tender response I identified in my last blog.  They were:

Here’s a Question?Twice in the last twelve months I have been asked to assist clients write a tender proposal for a requ...
31/01/2019

Here’s a Question?
Twice in the last twelve months I have been asked to assist clients write a tender proposal for a requirement that, ostensibly, wasn’t particularly different from the contract they held – except for a couple of factors.
Why?
Firstly – why not “particularly different”? Both companies had been delivering on their particular contract for twenty years. Now nobody gets a twenty-year contract!

Twice in the last twelve months I have been asked to assist clients write a tender proposal for a requirement that, ostensibly, wasn’t particularly different from the contract they held – except for a couple of factors. 

19/12/2018

And why you should do so
Prepare for take-off! What makes you different from your competition in the eyes of your ideal customer, why it is so important to small businesses and one approach to determining your difference.
Sustainable competitive advantage is the force that enables a business to have greater focus, more sales, better profit margins, and higher customer retention than competitors.

Prepare for take-off!  Last week we looked at what makes you different from your competition in the eyes of your ideal customer, why it is so important to small businesses and one approach to determining your difference.

In the Eyes of Your Ideal Customer Here’s another take on a topic that is fascinating, challenging, and important to you...
13/12/2018

In the Eyes of Your Ideal Customer

Here’s another take on a topic that is fascinating, challenging, and important to you as a business owner.

The challenge is, well, challenging. It is so easy to say, but much harder to realistically and effectively define. The concept has been given a number of different names
• Sustainable Competitive Advantage
• Unique Sales Proposition
• Value Proposition

The challenge is, well, challenging.  It is so easy to say, but much harder to realistically and effectively define.  The concept has been given a number of different names

Is that why you don’t have more success?I well remember that comment from my days in the aerospace industry. What our p...
07/12/2018

Is that why you don’t have more success?
I well remember that comment from my days in the aerospace industry. What our people were saying/implying was that if you didn’t know the tender/request of quotation/proposal was coming out, you didn’t have time to prepare yourself for a persuasive response, to have your estimating people do their homework, and to make sure you had all potential issues covered.

I well remember that comment from my days in the aerospace industry (we called it the aircraft industry then).  What our people were saying/implying was that if you didn’t know the tender/request of quotation/proposal was coming out, you didn’t have time to prepare yourself for a persuasive res...

28/11/2018

Why sell to government?
Small businesses, and even medium businesses at times, often dismiss the opportunity to sell to governments. They may have any number of reasons for this:
• Government contracts are for the “big boys”
• “I don’t know how to go about it!”
• They may not have even thought about it
But that is no reason not to give some real consideration to this opportunity.
What is the Opportunity?

Small businesses, and even medium businesses at times, often dismiss the opportunity to sell to governments.   They may have any number of reasons for this:

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