The Excellencia Business Growth Academy

 

Grow your Business

A series of six one-day workshops designed for business owners and directors of businesses with growth potential

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[wptabtitle]Overview[/wptabtitle]

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business growthThe business will have been trading for a minimum of two years. There is no upper limit, and companies with more than 20 years of trading history have found these workshops very effective.

On completion of this set of six workshops attendees will be able to:

  • Create a Vision for the business and understand how important on-going business planning is to ensure that Vision becomes a reality
  • Clearly define the market in which they operate by understanding who the customers are, how to market to them and finally be able to measure key marketing strategies
  • Put in place the necessary sales techniques to enable the revenue growth required. Part of this will be the learning on how to break down a sale into its key stages and then determine which selling principle to use when
  • Unravel the mysteries of finance. Many business owners are bamboozled by finance jargon. This training will equip the business owners to not only understand the finances of their businesses but be better armed to ask key professionals such as accountants and bankers the right questions to get assistance as and when required.
  • Manage the growth of the business in terms of its people and the development of its teams
  • Use Social Media to create an on-line presence for your business, engage your customers and provide low-cost but highly effective marketing.

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[wptabtitle]1. Vision[/wptabtitle]
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Workshop 1: Creating a Vision for you and Your Business

business growthDevelop a clear picture of where you and your business are going

Aim of the Course

The course will provide delegates with exposure to a variety of effective tools and techniques that can be used to create a clear business vision and strategy.

Delegates will gain an understanding of the processes that are currently used within SME’s to identify barriers to growth and the routes to overcome these barriers.

Who should attend

This workshop is suitable for Business Owners and Managing Directors of businesses which have been trading for a minimum of 2 years.

Course Objectives

At the end of the session delegates will be able to:

    • Understand the importance of a company having a clear and concise vision
    • Understand the tools and techniques used to create a clear and concise vision
    • Understand the current thinking and methodologies used to create a SMART Strategy
    • Produce a strategic business plan using a formalised process

Course Content

    • What is a vision?
    • How to create a vision?
    • Understanding Strategy and the Vision for innovation
    • Barriers to growth
    • Critical Success Factors to overcoming the barriers
    • Creating the strategy
    • Identifying the’ Key Success Actions’ to address the barriers
    • Key success actions – Action Plan
    • Monitoring the progress of a strategic plan
    • Measures of Performance
    • Case Studies: illustrations of vision and strategy

Benefits

Delegates will leave the course equipped with the knowledge of the tools and techniques that are used to create a clear and concise vision and the tools and techniques that are used to create a strategy.

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[wptabtitle]2. Customers[/wptabtitle]
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Workshop 2: Meeting Customer Needs Profitably

business growth

  • How to understand your market and customers
  • How to create a marketing story
  • Measuring Marketing Success

Aim of the Course

To develop, hone and improve professional marketing skills in order to identify and attract the right people who want your product or service in preference to your competitor.

Who should attend

This course is aimed at owners, directors or managers within an SME. They need not  have had formal training in marketing.  Many middle managers have also greatly benefited from this course since marketing skills are relevant to all levels of the organisation.  The course is also useful for those wishing to update/refresh their skills.

Course Objectives

At the end of this workshop delegates will be able to:

    • Identify the central role of the customer and how to build their marketing around that concept
    • Recognise the importance of knowing where they are now, the status of their competitors and how to differentiate to deliver margin
    • Use the principle of The Marketing Mix/SWOT/PEST to deliver sales at the highest margin
    • Recognise the critical importance of trust in customer relationships
    • Identify key communication channels and how to manage them to deliver performance
    • Recognise the importance of segmentation and differentiation
    • Design and deliver a marketing plan that meets the business plan
    • Adapt to the pace of change in the marketplace today and stay ahead of the competition
    • Manage sales as the cutting edge of the marketing plan.

Course Content

    • Introduction/objectives
    • Marketing: The myths, the theories and the reality in the 2012 trading environment
    • The models that adapt to deliver customers whatever your business
    • Practical exercise: Importance of the most powerful Brand builder of all – trust
    • Case study – marketing that works and the times it has gone wrong
    • Why the approach which worked in the 70s, 80s, 90s is outdated today!
    • Practice session: Analysis of who is out there competing with you, right now
    • How to build a practical, relevant and effective marketing plan.

Benefits

The workshop will help delegates adapt the course material to their specific business, their trading circumstances, their industry demands and their competitors so that it can be put to work delivering an immediate and measurable boost in performance.

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[wptabtitle]3. Sales[/wptabtitle]

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Workshop 3: Successful Selling

business growth

  • The Seven Stages to a Successful Sale
  • 21 Successful Selling Principles

Aim of the Course

To ensure that you understand the stages involved in continuous and sustainable successful selling. To break down the principles of selling into real life examples that you can use in your business. To give you a competitive advantage!

Who should attend

This course is aimed at owners, directors and managers within an SME. They need not  have had formal training in selling.  Many middle managers have also greatly benefited from this course since sales skills are relevant to all levels of the organisation.  The course is also useful for those wishing to update/refresh their skills.

Course Objectives

At the end of this workshop delegates will be able to:

    • Understand your current sales behaviour and how this impacts on your performance
    • Learn how to adapt given others behaviour
    • Discover how to gain a competitive edge
    • How to align your value proposition with what your customer requiremenst are
    • Gain competitive advantage by building better customer relationships.

Course Content

    • How to align your products and service to customers’ buying processes and needs
    • How to improve customer relationships
    • How to gain significant competitor advantage
    • How to adapt selling styles to your customers’ individual needs
    • How to create a robust value proposition
    • How to close more sales

Benefits

The workshop will help delegates adapt the course material to their specific business, their trading circumstances, their industry demands and their competitors so that it can be put to work delivering an immediate and measurable boost in performance.

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[wptabtitle]4. Money[/wptabtitle]

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Workshop 4: Unravelling the mysteries of Finance and Cashflow

business growth

  • Understanding the elements of Finance
  • Managing Cash Flow

Aim of the Course

Managers who understand the financial side of their business are much more effective than those who don’t. This introductory financial workshop will demystify the language of finance to enable them to contribute more effectively to business success.

Who should attend

This course is aimed at owners and managing directors of SMEs that have been trading for a minimum of 2 years, who wish to gain a practical working knowledge of understanding and managing money effectively.

Course Objectives

At the end of this session delegates will be able to:

    • Feel comfortable about discussing finance
    • Be able to relate the business plan with the key financial goals
    • How to interpret accounts
    • Know what impacts profitability
    • Be able to set different business goals to effect the strategy and vision

Course Content

    • Introduction/objectives
    • The Five levers of profitability
    • What is a balance sheet
    • Understanding the importance of Break Even
    • What are financial Ratios and how are they used?
    • Simple measure to improve your profitability
    • Cash flow management

Benefits

The session will help delegates adapt the course material to their specific business, their trading circumstances, their industry demands and their competitors so that it can be put to work delivering an immediate and measurable boost in performance.

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[wptabtitle]5. People[/wptabtitle]

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Workshop 5: Growing your People

People-Talking

  • Managing the organisation as it gets bigger
  • Growing a leadership team

Aim of the Course

Having a plan for the way an organisation grows will make that growth far less painful and ensure the organisation is in a fit state to deliver a higher volume of products to its market. This introductory workshop will help managers to think about the kind of issues they are likely to face as their organisation grows and will provide practical advice so those issues can be resolved.

Who should attend

This course is aimed at owners and managing directors of SMEs that have been trading for a minimum of 2 years, who wish to gain a practical working knowledge of how organisations grow in an effective way and the likely challenges.

Course Objectives

At the end of this session delegates will be able to:

    • Quantify how big the organisation will need to be on the journey to achieve their vision
    • Be able to identify the pinch points in their organisation and how they could be dealt with
    • Identify what additional functions are needed to enable growth
    • Consider what kind of structure and culture you want to implement
    • Put a plan in place to get the organisation fit for on-going expansion

Course Content

    • Introduction/objectives
    • Understanding the impact of your vision on your organisation
    • Examining the stages of organisational growth you may experience
    • Understanding your organisation – capacity
    • What do larger organisations look like and how do they function
    • Your on-going impact on the organisation
    • What next?

Benefits

The session will help delegates adapt the course material to their specific business and their business environment so they can identify the next steps they need to take to prepare their business for growth.

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[wptabtitle]6. Social Media[/wptabtitle]

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Workshop 6: Social Media for Business Growth

business growthLearn how to use LinkedIn, Facebook and Twitter to promote your business growth

Aim of the Course

  • Are you making the most of Social Media?
  • Do you have a LinkedIn company page?
  • Are you using Facebook and Twitter to position your business on-line?

Social Media has dramatically changed the face of business marketing – used correctly it can provide a low-cost but very effective means to promote your goods or services on-line. If you are a business owner, director or manager Social Media tools should be at the heart of your marketing strategy.

Packed with powerful practical tips and techniques this workshop will unveil the mysteries of Social Media and equip you with all you need to enable you to establish an on-line presence for your business.

Who should attend

This course is aimed at owners and managing directors of SMEs that have been trading for a minimum of 2 years, who wish to gain a practical working knowledge of using Social Media to grow their business.

Course Objectives

At the end of this session delegates will be able to:

    • Understand how Social Media is an essential marketing resource for business growth
    • Use LinkedIn for recruiting, selling and customer engagement
    • Co-ordinate Facebook and Twitter messaging to build an on-line brand
    • Use automation tools to increase effectiveness of Social Media
    • Use analytics to measure progress, optimise campaigns and target customers

Course Content

    • What is Social Media?
    • LinkedIn essentials
    • Facebook fundamentals
    • Effective use of Twitter
    • Other Social Media platforms
    • Automation Tools
    • Analytics

Benefits

The interactive workshop will help delegates adapt the course material to their specific business, their trading circumstances, their industry demands and their competitors so that it can be put to work delivering an immediate and measurable boost in performance.

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[wptabtitle]Course Leaders[/wptabtitle]

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Course Leaders

Tony Field CDir

Tony Field - business growth

Tony Field is a successful business leader with more than 30 years’ experience building winning teams which deliver outstanding results. He is highly motivated, very enthusiastic and professional in all aspects of his life. A natural communicator who is able to build and lead teams, he has successfully executed turnaround and start-up as well as managed large functions within Corporate Businesses.

Tony has first-hand experience in both buying and selling companies and all the elements of TUPE that are entailed. He has raised venture capital and secured long term loans.

His initial business years at IBM gave him the solid grounding, education and training in all aspects of the business. He has helped businesses across most sectors and from one person businesses through to very large corporates and all in between. See his LinkedIn profile here:

David Doughty CDir FIoD

David Doughty - Chartered DirectorDavid Doughty is a Chartered Director and highly experienced Non-Executive, Chief Executive, Chair, Entrepreneur and Business Mentor. David has extensive executive and non-executive experience in small and medium enterprises in private and public sectors. He is also a board level consultant to multi-national organisations and a Chartered Director Ambassador for the Institute of Directors.

David is a registered and approved Growth Coach for GrowthAccelerator helping ambitious businesses achieve rapid and sustainable growth by providing tailored expert advice. See his LinkedIn profile here: 

 

 

Glen Maxwell-Heron BA

Glen Maxwell-HeronGlen Maxwell-Heron spent 13 years as an Engineer Officer in the Royal Navy, serving both at sea and in shore jobs learning how to motivate teams and lead people in challenging operational and project environments. Since leaving the Navy, he spent 10 years delivering multi-million pound IT and business change projects for the Government and banking sectors that involved extensive team building and management experience. He has recently returned from nearly 4 years in Japan where he was working as a business consultant delivering organisational change for ex-patriot companies and preparing Japanese executives working for blue chip Japanese companies for doing business with other countries and cultures.

Since returning to the UK last year, Glen has gained accreditation from the British Psychological Society to psychometrically test for both personality and ability. He has also set up St Andrews Consulting to use these new tools, along with his previous business experience, to deliver transformational improvement in leadership ability and team performance. He has also built up a network of associates who are able to help him tackle a highly diverse range of problems and ensure that any project is a success

 

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[wptabtitle]Book Now[/wptabtitle]
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You can book a place on any of the Business Growth Academy workshops for yourself and your colleagues at the standard fee of £295.00 (ex VAT) per workshop

Discounts are available for multiple bookings as follows:

Number of Delegates/Workshops Price Discount
1 £295.00 (ex VAT)
2 £530.00 (ex VAT) £60.00
3 £765.00 (ex VAT) £120.00
4 £940.00 (ex VAT) £240.00
5 £995.00 (ex VAT) £480.00

Business Growth Academy
The Excellencia Business Growth Academy series of 6 workshops to help your business grow

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If your business qualifies you could get up to 50% of the cost of the Business Growth Academy funded as part of the Growth Accelerator Scheme.

Under the government’s Leadership & Management training scheme you may be entitled to claim £2,000 back towards the cost of the Business Growth Academy for each senior director or manager that goes through the Grow your Business program.

If you are committed to driving your business forward each year, growing by as much as 20% (or more), and you have identified that you need to develop your people to reach your growth goals, there can be no better proposition than the Business Growth Academy series of workshops.

 

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