Dare to double your rev­enue

THE FIRST STEP TO DOU­BLING YOUR BUSI­NESS REV­ENUES IS TO EX­PLORE HOW YOUR SYS­TEMS WOULD COPE IF IT HAP­PENED OVERNIGHT, WRITES EL­LIOT COOPER.

NZ Business - - GROWTH | FEATURE -

What would hap­pen if you set out to double your sales quickly? For most busi­nesses, the an­swer is ‘the wheels would fall off’. If this is true for your busi­ness, it’s im­mensely valu­able to ask why. The an­swers will lead you straight to what you need to do to make it pos­si­ble to grow rapidly and suc­cess­fully.

Rapid growth is usu­ally far more pos­si­ble than you may think. The key lies in your peo­ple, cou­pled with ‘au­to­ma­tion’.

Firstly, your peo­ple. We of­ten don’t re­alise that the key to achiev­ing out­ra­geous growth tar­gets lies in­side your peo­ple. Gather them to­gether to cre­ate a plan for au­da­cious growth. Get them to start by chal­leng­ing the sta­tus quo. List and agree all the truths about the way you do things now. Think of it as a type of SWOT anal­y­sis for your pro­cesses. The act of do­ing this al­ways un­leashes a land­slide of ideas and pos­si­bil­i­ties. By brain­storm­ing and col­lab­o­rat­ing, the cur­rent re­al­ity be­comes clear to see. The ‘what-ifs’ can start from there.

We sel­dom see this step taken. It’s a shame, be­cause it’s an ex­traor­di­nar­ily pow­er­ful way of lay­ing bare all of the road­blocks to growth.

As a group, you can speed­ily map out the steps and con­straints that hin­der your abil­ity to go faster and sell more. The most com­mon con­straints to se­ri­ous growth are the mul­ti­ple steps that peo­ple must do man­u­ally, us­ing their knowl­edge and a key­board. These are usu­ally dis­creet, iso­lated steps that have to be per­formed by some­one specif­i­cally trained to do it. The steps usu­ally add up to a slow grind of man­ual pro­cesses. It’s the speed of these pro­cesses that gen­er­ally in­hibits the abil­ity to rapidly double sales.

Try this recipe for growth:

In­gre­di­ents:

• An in­spired and mo­ti­vated sales/ad­min per­son or team. • An ERP busi­ness so­lu­tion that has au­to­ma­tion power.

Method:

• Mix the ad­min/sales peo­ple in in a room for a day and map all

work­flows and the lim­it­ing con­straints from end to end. • De­fine each step and re­move the hu­man brain wher­ever it’s cur­rently nec­es­sary. Replace with com­puter in­tel­li­gence that can au­to­mate the steps – you’ll find this in a pow­er­ful ERP busi­ness so­lu­tion. (Note: we’re not re­plac­ing the hu­mans. We’re just re­de­ploy­ing them on use­ful things they’ll need to man­age as we’re dou­bling sales. The team is then look­ing at the for­est in­stead of each and ev­ery tree. They will look to the hori­zon, where we are go­ing.)

Prepa­ra­tion:

• Re­move all in­di­vid­ual spread­sheets that have

been in use in each of the work­flow steps to date. • Re­move all clip­boards, post-it stick­ers and white­board plan­ners. • Em­power each team mem­ber to own and su­per­vise (in­spect what they

ex­pect) in the new au­to­ma­tion steps in their ju­ris­dic­tion. • Get your ERP ven­dor to con­fig­ure the busi­ness so­lu­tion around the new

au­to­ma­tion work­flow. • Test and fine-tune the au­to­ma­tion un­til it works from end-to-end with

the min­i­mal hu­man brains and fin­gers. • In­spect and con­firm that the new au­to­ma­tion al­lows you to double sales with­out hav­ing to add any more hu­man brain­power, fin­gers on key­boards or stodgy man­ual pa­per­work.

Or­der the go-live. Cel­e­brate with cham­pagne and canapés at the next com­pany meet­ing.

You can un­shackle your busi­ness with these two key in­gre­di­ents: a mo­ti­vated team that is dared to think and change; and a pow­er­ful ERP so­lu­tion that is shaped around the new plan.

Mod­ern ERP sys­tems can ‘think’ for them­selves, au­tomat­ing your busi­ness for con­tin­u­ing un­lim­ited growth.

EL­LIOT COOPER IS CEO, CO- FOUNDER AND EX­EC­U­TIVE DI­REC­TOR OF LISTED COM­PANY ENPRISE GROUP ( NZAX: ENS). HE'S A CHAR­TERED AC­COUN­TANT WHO HAS WORKED ON MANY CAP­I­TAL RAISES, AS WELL AS MUL­TI­PLE TRADE SALES TO­TALLING MORE THAN $ 50 MIL­LION.

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