What's Important Now (WiN)

Pricing is NOT a science

It's an art form…!

But try telling Elon at Tesla

What they've done with pricing this year, is bonkers!

However, that said:-?

-Weak pricing in a great niche, is better than great pricing in a poor niche?

-Never compete on price, even when costs are lower than competitors?

-Review & Increase prices at least twice a year, enhance the value you provide by improving your expertise/offer?

-Always have alternative scenario's prepared for an offer?

-Price just below the premium/highest priced alternative, nearly all clients prioritize value over price (I call it Apple pricing)?

-Fixed pricing/Retainers are always preferable, value pricing is generally better and don't price based on time and materials?

-Provide clients with flexibility, offer at least 3 pricing plans where you can?

-You set payment terms, invoice promptly at the start of the month in advance of delivery where possible and follow up late payment promptly?

-A 3-5% increase in pricing, leading to margin enhancement will typically result in a 15-20% improvement in profitability?

-Emphasize the value you deliver and avoid discussing day rates or publishing prices?

-Never, ever discount!

Do as I suggest , not as Elon does!?

Is 80% good enough??

Probably...?

I will generally advise anyone looking for a job that if they are 80% qualified vs the expectations/job spec?

You're good enough...?

Only pitching or applying for a role where you meet 100% of the spec is a fool's errand?

-You won't have room to grow

-You won't be challenged

-You'll likely get frustrated quickly?Channel your inner Wabi-sabi…!?

Better to reach for a role where you might be 80% qualified?

In which case you'll;?

-Likely need to prove yourself

-You may make some mistakes

-You'll have room to grow

-You will be challenged?

I've never been fully qualified for any of the roles I have assumed until now!?

You need to grow, make mistakes, get qualifications, travel to far off countries and expand your experiences

You'll thank me...

Harnessing the Collective Force... ???

Yeah, it's a phrase that's been thrown around a bit, but let's pause for a moment and consider the genuine impact of building a community around your business?

The truth is, membership can be an absolute game-changer when it comes to boosting your margins, profits, sales and value creation ???

Think about it: a dedicated community not only builds your brand's strength but also keeps your customers close, encouraging them to invest more in what you offer?

In simple terms: you make bank ???

Now, let's dive into some real-world examples that vividly illustrate the power of this approach. ???

Company Membership # Loyalty Stats?

??Nike 185m Members account for 70% of sales?

??Prime 200m Members spend 2.3x more!?

??Marriott 135m Members book 50% of rooms?

??Costco 108m Membership revenue accounts for 90% of operating income?

??Target 80m Members drove 40% of sales during 2019 holidays?

??♀?ULTA (My Fav) 32m Members drive 93% of sale?

?Starbucks 24m Members drive 52% of sales?

??REI 18m Returned $220m+ to members in '19?

??♂?Sephora 17m Members drive 78% of sales?

??Nordstrom 10m Members spend 4x more??

It's clear, build a tribe/membership and they buy more, at higher value tickets and those are customers to love, cherish and retain, with all you can summon?

They have best in class margins & profitability, sales and create value?

All US based examples but the same applies here, whatever B2B, B2C, Bricks or Clicks?

Creating value by driving increased sales, boosting profitability and margins?

That's the game

I've been back in the UK 4 years…

After 22 years living in the US?

Posting on Linkedin just over 18 months?

Clients when I returned = Zero?

Amongst the wonderful clients since:-?

Wiltshire Marketing Agency

West Country PhotoTech

South East Lighting Tech

South West EV Service

Dorset Environmental?

Devon Niche Techsvcs

City Growth Incubator

Somerset Engineering

Bristol Waste Haulage

Devon Design Studios

Cornwall Healthtech?

London eCommerce

Wiltshire Aerospace

Cornwall Hospitality

Dorset Renewables

Cornwall AI Startup

Devon Consultants?

London Architects

Oxford Fintechs

South West CIC

Bristol Startups

London MSP's

Bristol GenAI??

Great clients today…?

Love them ALL…?

Linkedin followers today, almost 15,000?

Linkedin posts almost 500 to date?

Impressions…almost 1.5m to date?

If I can?

You can!

18 Winning Ways to build a career in business...?

-Remember your direction of travel, what are you reaching for, what's your north star?

-First impressions count, you don't get there wearing white socks, as a former boss reminded me?

-Be confident in yourself, not arrogant, but trust and believe in yourself?

-Get good feedback and learn from it, it's making you a better person?

-What you know is good, but it's whom you know and moreover who knows you that matters!??

-What you know is secondary, it's how you make people feel that counts?

-Confidence is key, folks need to trust you, rely on you and refer you, be the advisor everyone wants access to!?

-Being brilliant yourself is great, but you can't do it alone

-Constantly challenge yourself, growth doesn't come from your comfort zone?

-Know that you'll make mistakes, be accountable for them?

-The customer is always correct, I learnt it early, make you give, what they want?

-Learn how to tell a good story, to develop the narrative and support with facts?

-Learn by listening it sound obvious, but the best leaders listen first?

-Be proactive, seek out positive thinkers and opportunities will follow?

-Whether you have an MBA or just a Master's degree, you can always learn?

-Ethics are critical, your reputation is paramount, they take time to build, but only minutes to lose?

-Change is a constant, if you don't like it, find another income source?

-Don't stop learning, the world is continually evolving, if you stand still, you'll get left behind?

&

-Think BIG, most everyone thinks small...

Be the one to THINK big!

Ask yourself …?

Is your current accountant is going to help you hit your business objectives??

Or will they hold you back??

Your accountant is NOT your CFO!?

Your business should NOT rely on a high street accountant to give them strategic advice?

Let's be clear...?

Your accountant is best place to:??

??File your accounts

??Prepare your VAT?

??Take care of compliance?

??Maintain your bookkeeping??

It is not to 'understand' or impart knowledge about your numbers or business!?

Whereas a great CFO will?:-

??Focus on strategy

??Drive decision making

??Build and develop relationships

??Look forwards not backwards

??Turn numbers into narrative & Insight?

Don't confuse the two?

Repeat after me…?

Your accountant is not your CFO…?

As CFO I will work with you & your team to build 4 sustainable pillars

??Margins

??Profitability

??Growing Sales and

??Value Creation?

That's where I am?

That's where it's at?..

Where are you?