DEEP DIVE 1

THINK BIG

Setting Big Hairy Audacious Goals 

The first step on the journey to success is knowing where you want to go. This course will help you define aspirations for your business - your Big Hairy Audacious Goals.

We then use these as our "north star" to define the 2-3 priorities for your business to grow, and set meaningful targets to achieve. We also talk through the fundamentals of performance management so that you always know how you are doing, and where you are on your journey.

COMING SOON 

MEASURING SUCCESS

Understanding your business data and key metrics MARKET TO YOUR AUDIENCE

This course focuses on the importance of data to growing a business. Every interaction and transaction we make creates data, that can bring us insight and drive improvement and action. If we don’t harness the power of data then we are making day to day decisions based on incomplete or imperfect information – leading to poor outcomes:

• Learn about what data is and where to find it
• How to use data
• The value of qualitative data
• From data to insight

After this course you will have a good understanding of the role of data in an organization, where to find it, structure and use it. You’ll also have a good understanding of some of the simple tools available to you to capture and analyse data

COMING SOON 

CUSTOMERS ARE QUEEN 

How well do you meet their needs?

This course takes you through the importance of customers to your business. Sounds like a no-brainer? Afterall, you know you need customers to be successful. And you know need to increase your customers or their spend to grow? So what can this course teach you?

Here we take you through the HOW. Yes you need to grow your customer base and their spend. But do you know your customers well enough to do that as efficiently as possible? We are not sales and marketing specialists, but we do know that if you are putting huge amounts of effort into your sales you may not have thought about your customers enough – you don’t know them well enough to give them the “no brainer” sell. You are having to find them – they aren’t finding you in the places they are going to look. You don’t know how to take them on the journey from a prospect to an advocate, doing your selling for you. You aren’t using the information you receive from them to improve your products and services. If you don’t know your customers you are going to stagnate not grow.

• Understanding your customers - creating personas
• Customer lifecycle - from awareness to advocacy
• Building out Customer Journeys
• Tailoring your customer experience
• Learn to love customer complaints

Learn the concepts of customer centric planning by building customer profiles, creating customer segments, understanding their desired customer experience and planning customer journeys by segment to take you from prospect to advocate as simply as possible.

COMING SOON 

GROW, GROW, GO!

Developing your product and service portfolio

In this course we look at ways to scale your product and services sales. That is assuming that you know your customers (if not see our course on knowing your customers, and making them work for you). You’re selling your product / service because you’re passionate, because you believe in it. But it may not be scaling the way you anticipated. Perhaps your business model is not sustainable – particularly if you are have a single product that is very time intensive – ultimately your capacity is going to be the single biggest limiting factor to your growth.

In this course we look at how we can develop our product and sales strategy to achieve the growth we are looking for. Whether that’s about recognizing our limitations in our core product, and finding complementary products and services to offer, developing our existing product so that we can increase the price point or improving our ability to scale our production processes to meet more demand.

The foundations of this are basic principles of supply and demand, and we’ll help you understand how to increase your share of the pie, and the pie itself.

This module covers:

• Developing product and service maps 
• Expanding the pie, winning market share
• Pricing, Supply and Demand
• Product development - what's important?
• Improving capacity in your sales processes

By the end of this course you will have the tools you need to grow your product and service sales using the simple principles of supply and demand. Understanding what your bottlenecks to growth are, and helping to think creatively around them. We cover everything from market dynamics, pricing, product development, logistics and operating excellence in this module. Again if you haven’t taken our “Understanding your customer” course, you may want to as it is the perfect foundation on which to build.