My Business Coaching Case Studies
Delivering real bottom line results to business owners across a range of industries
Growth
Adviser
Lack of Time
People Management
Helping you grow the business you dreamed of
Every business is different. As is your own background and experiences. For this reason, most business coaches don’t like to commit to results that they should achieve.
By leveraging my 40 years in business and coaching, I have helped many business owners across a broad range of industries achieve tangible results which has led to my clients having a more financially healthy yet balanced life.
Here are some of the actual results I’ve helped my clients achieve.
Case Study 1
Aspirational owner wanting to rapidly accelerate sales
Having significant technical expertise, this business owner had a vision to meet a growing market demand for scarce talent which were not only hard to find and hold onto, but also had become very costly in the local market.
The owner was seeking a practical and authentic business coach to round out his business, management and financial skills.
What we achieved in the first 36 months
We created a strategic plan to grow revenues from existing customers and repositioned services based on scarcity (what the value was to the customer) and a 1st class service experience. We delved into better understanding how large businesses made decisions so we could match what prospects needed & at the right time to make those decisions.
We spent time analysing and assessing the profitability of the business segments and then exited low margin segments, saving scarce resources to meet the long term growth of profitable customers.
We found new untapped markets and built solid referral partnerships for our inbound leads.
We also
- Reset all KPIs to match growth goals
- Created more accountability in the leadership group through a shared vision and clear organisational values, so the owner could rely on his team to do the work they were empowered to do
- Employed a General Manager and refined the management structure
- Aligned shareholder interests to recognise inherent value inside the business and to leverage their networks
- Crafted development plans for leaders to grow their managerial skills
- Sold services into new segments that were previously not targeted
- Changed the approach to quoting and increased sales conversion through education and removing roadblocks that stopped sales from closing
Case Study 2
Owners were unhappy with profits and business was drifting
This business had multiple shareholders working in the business. Revenues were flat, profits were unacceptable, owners were working long hours and the senior staff were not taking responsibility and ownership of their job.
The business vision and the values were vague. Culturally, the owners had struggled to set a clear strategy for the future and get the team on board. As a result, productivity was poor and profits from work completed could not be recovered due to internal processes not being followed.
What we achieved over 5 years
We worked with the business owners/shareholders to create a vision and 5 year business targets including profits. We set 3 – 5 overarching strategic goals each year for critical levers to progress business growth and expansion.
We run monthly workshops internally with the owners and the leadership team. The business now has core values and a set of cultural mindsets under which the business now operates.
We have created revenue and business development plans focusing on who is an ideal customer and built KPIs around how to grow and expand profitable customers. We changed the approach to quoting and scoping of work, and improved gross margins by better understanding where value lies from the customer’s perspective. We stopped chasing unprofitable work and sacked “D grade” customers (those that don’t pay their bills on time, don’t’ value the work done or don’t listen to your recommendations).
We built a skills matrix for employees so staff had a structure for career development, supported by one on one coaching that is provided for future leaders. We provide strategic advice to the board, and facilitate and chair owners meetings. We also provide advisory services that have delivered 3 mergers, and participated with whole of firm training days.
Case Study 3
Working harder and harder for the same result !@#?
Prior to starting a one to one coaching program this business owner was working 7 days a week, with increasing family pressures to be present when at home. Both sales and profit were flat and cash was a constant worry. An increasing credit card debt was his solution to keep abreast of cash cycle. He was increasingly frustrated, worried and stressed at the lack of progress to get ahead.
What we did in 24 months
We realigned what the business actually stood for and why it was unique in a competitive industry. We designed a strategic plan to connect the values of the business with customers, unlocking the real reasons of why customers buy. In doing so, we were able to improve lead conversions significantly, beat his major competitors based on quality of product and service and avoided the price trap of continual discounting.
We created a game plan internally around providing exceptional service at all parts of the sales and after sales cycle. We leveraged why his product provided a better solution with the help of external experts and independent validation so that it influenced the “gate keepers” who signed off on quotes.
We also
- Repositioned the business through launching a new brand and website
- Set up new systems including quoting and CRM to scale the operations
- Focused on exceptional customer service and meeting client’s needs through monthly team workshops and reviews
- Sold products into new segments that were previously not targeted
- Formalised review of all KPIs and financial performance
Case Study 4
Dad & Mum wanted a retirement plan and hand business over to children
This well established family business had both Dad and Mum running the business for over 15 years. Their two children, in their early 30’s, worked in the business. The parents goal was to be able to retire from the day to day operations in 5 years time.
What we did over 4 years
Our initial meeting with the children didn’t go so well. We were advised that they did not want to follow in their parents footsteps and did not want all the worry of being a business owner.
But the parents were adamant! We analysed the children’s management styles through DISC profiling to create a development pathway and met with them on a structured one on one basis to transfer leadership and management knowledge and confidence to them.
We created a 5 year transition plan through defining roles and introduced monthly management/executive meetings. We analysed sales, customers and operations to confirm risks and how the business actually made profits. We educated the children on financial KPIs and how the cashflow worked from a practical perspective.
We employed a General Manager in year 3 and built out his role to supplement and take over what the parents were managing.
Strategically, we repositioned the business’ strengths and aligned them to key customers so the business had a long term sustainable base for growth.
We also
- Introduced a new costing systems to capture job performance and how critical data was reported to the management committee
- We rebuilt the business model so we could compete and attract scarce labour resources whilst maintain profitability
- Allowed the parents to take leave for 3 months (Year 4) whilst the business continued to run without them
- The children now believe that they are capable and skilled enough to run a successful business
“David is…refreshingly honest…a strategic thinker…very valuable counsel to me”
“I am more aspirational now towards my business now that I have David’s guidance”
“Over a 6 year journey with David the improvement in our leadership team has been amazing”
“We are growing and evolving as a company with David’s support”
Book a free 30-minute consultation session with me
Take the first step towards unlocking your business’s true potential. Book a complimentary 30-minute consultation and let’s explore strategies for overcoming challenges and achieving success.