Threats and Opportunities

How often do you review threats or risks and opportunities in your business?

This is where my experience in technical risk management seamlessly transfers to business risk management.

Your T&O register is your early warning system. It allows you to brainstorm things that may, or may not happen, that could impact your business, positively or negatively.

While it can be the starting point in disaster recovery and contingency planning, it is also where you can think outside the box and leverage little chinks in the market for opportunities your competitors haven't seen yet.

One important issue which is the focus of all clients at the moment, is sustainability.

While a lot of our customers are moving away from traditional hydrocarbons, this has opened the door to a whole new market of clean, green and renewable energy sectors.

Are you ready to respond?
Do you have the technical expertise?
Does your workforce have the right skill set?

At a lower level, another one of my clients are one of the first in their sector to publicise their sustainability policy and shout about their very own chemical bottle return scheme. This sets them apart within their market and their customers are now able to demonstrate to their own interested parties that they have reviewed their supply chain and are making positive improvements through their suppliers.

Look at your T&O-if you haven't reviewed since COVID you are missing out.

Opportunity doesn't always knock!

LinkedIn Company Pages: Your Shop Front

It's well known that engagement on personal profiles far outweighs what happens on company pages, but that doesn't mean you should ignore them ❗

This is where I focus my attention with marketing clients.

There's no 30 day challenge or 'magic' blue print for how to craft your company posts, it just depends on your audience. They guide everything you do there, that's part of being customer centric.

Who are they ❓
Where are they ❓
What do they want ❓
When do they want it ❓

The biggest challenge people have is that they talk to themselves.........it's true! They write about how great they are-the features- without addressing the actual solution and often, the message of solving the pain points-the solutions- is lost in the noise.

The key to success is to mix up the content, different types of content to deliver the subliminal message. The direct sell should only be in 1 of 5 or 6 posts. You're there to educate, inform and build trust.

Next week I'll talk about content pillars. With this plan, you'll never be struggling for ideas!

Who Do You Think You Are: Business Lessons from the Past

My family were very pleased to get our hands on this picture of my great great Grandpa and his first shop in South Shields in the early 1900's. The little boy on the right is my Grandpa's Dad who died young so I didn't get to meet him.

The family moved to the north east from Germany. It is unclear whether they were always going to shop keepers or whether they took this route after struggling to find employment, but the outcome is the same. After this, there were pork butcher shops ran by my descendants in the area until the 1980's.

In fact, they are even mentioned by Catherine Cookson who used to visit for a saveloy and remembers my great great Grandma handing out meat stock to the less fortunate to make hearty soup.

Although they were just plain old 'self employed' back then, this entrepreneurial spirit and desire for change has run through the generations. The biggest shock and delight for my family is you don't need to stand at a shop counter busting a gut for 15 hrs a day to make a living. They're still not convinced you can actually make money sitting at a desk as it looks too easy!

The world keeps turning and change is rapid, but we must always remember how we got here and the legacies we've inherited. For good or bad, this is what shapes who we are today.

Having left home at 18, one of things I miss most is a saveloy dip with pease pudding and stuffing- a must try if you're in the area. Just don't ask what's in it 😁.

Are You Selling to the Right People?

I work with a range of clients to support their business development. More often than not, they don't have a clear idea what this actually means, but 9 times out of 10, they think this must mean getting more, and new clients.

But does it❓

Zippia has some great stats and why your first port of call should be to look internally, rather than externally for business growth:

💡Boosting customer retention by 5% increases profits by 25-95%.
💡Companies have a 60-70% chance of selling to an existing customer vs. a 5-20% chance of selling to a new customer.
💡65% of a company’s business comes from existing customers.
💡It costs 6x to 7x more to acquire new customers than to retain existing ones.
💡72% of customers switch to a competitor after one bad experience with a brand.

How are you managing this❓

For my clients, the answer usually lies in effective account management.

How often are you reaching our to your clients just to 'check in'❓
Have you made it your business to find out what their business look ahead includes to identify any gaps in your current offering ❓
Are you 100% sure they fully understand your range of services❓
Have you maximised your reach to all of their facilities and locations❓
How are you cementing the know, like, trust model with them ❓
How much attention have you given to your onboarding and offboarding processes❓

I'll say it again, you have a 60-70% chance of selling to an existing customer versus 5-20% to a new one.

Run, don’t walk to effective account management.

It’s a Lonely Business……

Being in business can be a lonely place................


Are you doing enough of the right thing❓

Where do you go to run your ideas past someone❓

How do you know what you're doing is the right thing❓

What have other people done in a similar position❓

Most people move to self employment for flexibility, freedom and to deliver their expertise in a way that works for them, to the people they choose to sell to.

But it can be overwhelming, tiring and frustrating.

By booking a 1-2-1 session with me, you have a dedicated ear, someone in your corner, who just wants you to be the best you can be❗

This might be direct business advice, strategy, accountability or just reassurance you're on the right track. You get someone else's eyes on your business.

From early ideas to periods of high growth, my experience in STEM industries perfectly positions me to work with engineers, scientists and companies in those value chains.

I speak your language.

Whatever your aim, you'll gain confidence and clarity to move forward on your chosen track.

The Two Biggest Mistakes in Social Selling

Two big mistakes I see on LinkedIn are constant pitching and an unclear sales offer.

In the most part, it is because people do not understand their sales funnel which should be an essential component of the sales strategy.

Of the 100% of your online audience, between 25-50% will engage and take away your free offerings. This could be a masterclass or free download.

Only 1-2% will end up buying from you.

Yes it is essential that your audience is as large and focussed as possible, but statistically you can push the buyer figures up by nurturing and warming up your potential market

The 'follow to buy' phases is your opportunity to:

✔Get personal-introduce yourself and your team, let’s see their faces and hear their stories
✔Get active in groups and on the main feed page through 'bread crumbing', so they know why they should
✔Demonstrate expertise through previous work and case studies
✔Engage with your audience by replying to comments-this is online networking
✔Connect with any 'likers' outside your personal network and ask them follow your company page-this is your digital business card
✔Share industry news to demonstrate your wider awareness and ability to collaborate
✔Showcase your capabilities-people need to know what they can buy from you

Let's work together to supercharge your socials with a clear 3 month content strategy and plan for implementation tailored to your business.

Social Proof: Your Secret Weapon

People only know what you tell them.


Sound obvious doesn't it? But not as obvious as we think.

It came up in a conversation this week with a potential new client. The company has decades of specialist experience supporting some huge multinational organisations and yet the existing and potential client base has no awareness of this.

Tapping in to this information is using 'social proof'. The psychological phenomenon where people reference the behaviour of others to guide their own behaviour.

This tendency is driven by our natural desire to behave “correctly” under most circumstances—whether making a purchase, deciding where to dine, determining where we should go, what we say, who we say it to etc (NN Group).

Sharing your project wins isn't a brag or even a humble brag, and so what if it was as you've earned it, it's a marketing tactic used by organisations the world over to attract customers. And for good reason.

Social Media Today tells us that 71% of consumers will make a purchase based on social media referrals and 74% rely on socials to influence buying decisions.

It's not called 'social selling' for nothing-what are you waiting for❓

I Speak Your Language

Some implications of plant size in monotypic and polytypic populations of Fucus spiralis..........


That's some headline grabber isn't it?

This was my first scientific journal publication, 2nd author I know, but it was from my bachelor's thesis and I thought I had made it!

The point is, I spent 7 years in academia being told how to write for these publications which are largely read by other people in the very narrow field I was in. Once you find yourself in the 'real world' where you have to communicate with a much broader range of people, by the time someone has figured out what monotypic means, you have lost them.

The point is, scientists and engineers speak to each other in certain ways and that only they understand, but this doesn't work so well on marketing materials, particularly social posts. Some scientists and engineers realise this and engage a marketing specialist to write their copy. Except being a marketing specialist doesn't mean you can write in their language.

And this is where I help clients. I get it, I understand their concepts and speak their language while recognising what makes engaging content.

My Transmit package kicks off with a business review followed by a 3-month marketing plan, with relevant sectorial content, based on your ideal client and market segment.

If you're new to social selling or need a boost, this is a low risk, high value solution which frees you up from thinking 'I've got nothing to say!, giving you time to work ON rather than IN your business.

Customer Service: Are you getting it right?

It's maybe a reflection of my Gen X status, but I am forever in awe at the ease at which you can now return and send parcels from market places such as Amazon and Vinted.

It is so simple I feel like I am doing something wrong. The best bit, you can do it 24 hrs a day through the In Post system! Gone are the days of nipping out to the PO (only open in work hours and not over lunchtime), queuing, writing out labels and hoping for the best in 7-10 working days.

This really is excellent customer service and a user interface we could only have imagined even 10 years ago.

And it all comes back to the same thing in any business.

Are you making it easy for people to buy from you❓

It might seem like overkill for a small business but do you have a process from enquiry through to sale❓

How do you deliver the service or product❓

Do you have an identified focal point to maintain contact throughout the work scope❓

How and when will you invoice❓

Do you ask for feedback at the end of the works scope❓

How do you off-board clients❓

There are so many elements to this and all are important. There's lots of automated systems out there to manage most of these, but you need to understand your weak points and what will deliver efficiency savings before rushing off to buy an app for everything.

Take some time to think what is important to you when you are making purchases in a B2C environment. A lot of the same things apply and in a crowded market place, you must have all bases covered to maintain your market position.

Spreading Business Risk Through with Multiple Income Streams

Last month did not gone as planned for me.

Financially, it's been a disaster.

At the start of the month 2 of my 3 pets crossed the 🌈 bridge, not entirely unexpectedly, but still a shock when it happens, then I've been struck down with this awful cold bug doing the rounds.

As a result, the number of days chargeable work I have been able to do is scarily low...........

No level of insurance is going to cover these type of things which makes me very glad I have various income streams which mean I am always covered, to some extent, when the chips are down.

You hear a lot of online coaches talk about leveraged, passive or recurring income. For me, this is my training. It is far from fully passive, but certainly leveraged, and pre planned marketing campaigns mean I am still showcasing my products, and selling them, without physically doing the work at that time. So despite my low output this month, I have taken course bookings right though to September 2024 and can invoice for them right now.

Other examples could be a fully remote course on You Tube, a downloadable PDF or an online membership. Anything which is generating revenue which does not involve you directly trading your time for money.

Taking this a step further, longer term arrangements for ongoing monthly support will also get you over such humps when focussed outreach is not an option.

There's never been a better time to explore different options to spread your risk in the tough times, and the opportunities are endless.

Don't wait until it's too late and your bills are stacking up, lets talk!

Riches in the Niches

One of the most difficult things for business owners to do is identify and own their chosen niche.

While it can be pretty daunting to say we will offer this discreet service to that sector of the market, it is the best and easiest way to understand who you need to be talking to, nail your message and deliver the lozenge to solve the pain points of your intended customers.

Understandably, small businesses find this particularly tricky at the start, after all, they need sales, and usually quickly. They see opportunities drifting past them that they know they could do........but is it their core service? Does it align with their values, vision and mission? Is it something they're an expert in?

While I am the first to say step outside your comfort zone and learn new things, that's not really sustainable in business if it applies to a high percentage of your enquiries for work.

Although some may say your niche will find you, this is a risky strategy and would leave me unsettled without a detailed sales and marketing plan.

Some business and market research is the best place to start:

📍Firstly, you have to understand the demand for your service. Just because your mam and the hairdresser thinks it's a good idea, they're unlikely to be your intended customers.

📍How big is this niche and what % of the sector could you reasonably exploit? Are you willing to travel? Can you work remotely? As we are all globally connected 24/7, you will quickly realise your market isn't just businesses within a 100 mile radius or even the same country.

However specific your niches, once you factor in its global footprint you will see the world is your very own oyster.

Coach v Mentor: I Have Answers!

I've worked with many coaches over the years and know that 1-2-1 support delivers transformational change, but as a certified business strategist and business mentor, I can give you answers.

Answers based on business and operational experience in the high hazard supply chain.

Some people just need to see the wood for the trees, some don't know where to start, others might be struggling with sales and marketing so their amazing product or service cannot reach their target market.

Wherever you are in your journey, a business mentor is the voice of reason and an answer at the end of a phone to stop the daily struggles faced by single or small business owners.

Or maybe you just need accountability?

I work with founders to understand any blockers to success and change their growth mindset to create discreet plans to systematically work toward their business goals

Do You Make it Easy for Customers to Buy from You?

Are you making it easy for customers to buy from you❓

It sounds basic, but so many people get it wrong.

It should all start with a clear offer so customers understand what they are getting, what pain it solves and how much it is.

This is obvious for something like a training package or a product, but it is not so clear when you are selling consultancy services. If a buyer thinks you are looking for a never ending pot of cash while you assess, review and refine, they will get cold feet. Even consultancy deliverables can, and should be discreetly packaged at fixed price or in a detailed CTR with caveats and options for variations.

This message should be consistent on your website, all marketing collateral and social media platforms.

The next step is to make the communications easy. Even better if it can it be automated. Once your buyer has made the decision, you need them to take an affirmative action as soon as possible to secure the sale.

Get the basics right first. This is the foundation or any BD, sales or marketing strategy.

Do You Understand Your Sales Funnel?

Your sales funnel is an essential component of your online sales strategy.

Of the 100% of your online audience, between 25-50% will engage and take away your free offerings. This could be a masterclass or free download.

Only 1-2% will end up buying from you.

Yes it is essential that your audience is as large and focussed as possible, but statistically you can push the buyer figures up by nurturing and warming up your potential market

The 'follow to buy' phases is your opportunity to:

✔Showcase your capabilities-people need to know what they can buy from you
✔Get active in groups and on the main feed page through 'bread crumbing', so they know why they should
✔Demonstrate expertise through previous work and case studies
✔Engage with your audience by replying to comments-this is online networking
✔Connect with any 'likers' outside your personal network and ask them follow your company page-this is your digital business card
✔Share industry news to demonstrate your wider awareness and ability to collaborate
✔Get personal-introduce yourself and your team, let’s see their faces and hear their stories

Bridging the Gap with Business Mentorship

Being self employed can often be a lonely place.

Whether you're a one person Ltd company or lead a team, you will often struggle to find like minded, knowledgeable people to bounce ideas off or even just download after a tough week.

If you're looking for an energiser, ongoing support or even a virtual board member, I work with clients on a 1-2-1 basis to empower and enable growth.

One thing I have always looked for in a business mentor is someone who understands my market and can advise on the next steps. You need answers. This isn’t coaching, this is business advise and support based on over 20 years in commercial and technical leadership roles supporting global industries in engineering design, consultancy and operations.

If you’re stuck in a rut, lacking momentum or just need accountability, these sessions will reinvigorate your spirit, find your mojo, and get you on track for supercharged growth and development.

Let’s start your journey to empowerment today!

Let’s Hear It!

How do you stand out as a business❓

By being RELEVANT❗

Do you know what your customers really want, where you are exceeding those expectations and where you may be falling short❓

You need to understand their pain points and answer them.

The problem is, everyone's market is so unique and typically evolves over time so we can't rely on 'what we've done before'. This is why creating a marketing strategy based on internal and external factors, and regularly reviewing it, is essential.

While none of us should be constantly pouring over our competitors businesses, it is always useful to evaluate performance within your sector to determine where you can create marketing content that informs and engages your customers and prospects.

But THE most important thing you can do today is commit to being consistent.

Much easier said than done.

This is a marathon not a sprint.

What’s In a Business Strategy?

Effective business strategies improve how businesses work by providing direction and focus, optimising resource allocation, managing risk, fostering innovation, and promoting continuous improvement.

As a certified business strategist, I’ve worked with and have been, that business owner who has an idea, but is unsure if it will work or how it can be delivered successfully.

Your strategy gives you the answers and a plan to execute.

How Will Strategy Help Your Business❓

👉Mission, Vision and Values
What are you offering?

👉What’s Your USP?
What do you bring to the market?

👉Market Positioning
Who is your ideal client? Where do you sit in their value chain?

👉External Factors
Are you prepared for threats and opportunities?

👉Is Your PPTP Aligned?
Your business relies on process, product, team and profit.

👉Research
Do you really understand your market? Are you targeting the right businesses or people and are they aligned with your values?

The main reason business strategies fail is because short term business needs take precedence over long term planning and opportunities. While we all understand the pressures on SMEs, it is essential to prioritise for long term success. Only 20% of business leaders achieve their strategic objectives.

With half of small business failing within their first 5 years, you cannot afford not to!

“Without strategy, execution is aimless. Without execution, strategy is useless.”